Sales Account Manager

About this position

Sales account manager, Japanese & Korean OEMs is responsible for new business growth and value creation for Japanese & Korean OEM customers in North America. Responsible for contributing to commercial aspects in identifying, quoting, and winning new business, while increasing the size of the opportunity space with customer portfolio. S/he will contribute to the critical sales elements - including but not limited to customer strategy, price management, stakeholder relationship management internally and externally and sales cycle.

Responsibilities and duties

Customer Strategy

• Customer Strategy: understanding and influencing what drives economic value for the customer
• Aptiv Strategy: understanding what drives economic value -profitability for Aptiv
• Customer intimacy and proactively identify recommendations on how to increase customer engagement and opportunities
• Understand and qualify our value advantage versus our competitors; understand and articulate the strength of our offerings/solutions

• Prospect new opportunity and drive pursuit to closure achieving booking target.
• Lead and establish firm quote offers to customers in a timely and competitive manner.
• Develop pricing strategy for quote offers including cost break-down.
• Develop long term sales plan incorporating customer & product strategy.
• Provide accurate volume forecasts for sales forecast.

• Manage commercial negotiations including annual price reduction, dispute, claims, etc.
• Manage commercial agreement for product changes and seek opportunity for profit improvement.
• Manage account receivable past due, rebilled ED&D and tooling collection.

• Comprehensive knowledge & experience with Aptiv's Product Development Process and Operations.
• Ability to be an effective business partner within a matrix, global organization; establishing credibility and trusted partnership with cross-regional and cross-functional team.
• Drive internal customer review on commercial topics.

• Develop plan for customer sales meetings. Define goals for each stage within the sales cycle, including the possible concessions

• 5+ years of experience in sales in automotive or technology industry
• Nissan, Honda, and Hyundai/Kia account management experience preferred
• Experience in ADAS, ECUs, Connectivity, Infotainment, User Experience preferred
• Experience working with cross-cultural and cross-regional team (Japan and Korea team) preferred
• Self-motivated and dependable individual who knows how to prioritize work and delivery quality and timely deliverables with limited management oversight
• Strong PC skills (Excel, Word, PowerPoint, Outlook, Teams)
• Decision making ability with sound business acumen and clear understanding of the market and financial impact.
• Strong presentation and communication skills (oral and written) and ability to present to both internally and externally.
• Structured thinker with ability to analyze data and draw recommendations / conclusions; confident in presenting a point of view both internally and externally.
• Ability to influence others without direct authority over them.
• Respond quickly to opportunities with a can do attitude towards the organization. Not afraid to take on bold challenges.
• Ability to multitask, define and balance priorities.
• Build trust and adaptive to change.
• Excellent command of English.