Manager, Regional Key Account - Navistar

Manager, Regional Key Account - Navistar 

LOCATION: Avon / Ohio (US-OH), United States | BRAND: Bendix | REQUISITION ID: 6228 | JOB GRADE: 18  

| ON-SITE/REMOTE: Hybrid 

 

Want to help shape tomorrow?  At Bendix we’ve been doing it for 90 years…setting the standard with advanced dynamic solutions that drive improved commercial vehicle performance and safety.  We’re part of the Knorr-Bremse Group, the global leader in braking technologies. As part of our team, you’ll collaborate with a world of talented and dedicated colleagues whose sense of purpose complements your own. You’ll find rewarding opportunities, diverse experiences, partnerships, and an unwavering commitment to ethics and integrity. Innovation is part of our DNA. Achievement drives our culture. Learn more today! www.bendix.com/careers

 

JOB DESCRIPTION:

Position Title:             Manager, Regional Key Account Manager – Navistar

Reports To:                 Sr. Director, OE Sales           

Date Last Revised:     March 8, 2024

 

                                                                                                                                   

Position Summary:

 

As the business lead for an OE customer, this position is responsible to create and oversee the sales efforts, profitability, growth and direction for all OE products at the customer.  Focusing on meeting the current and future sales objectives of the business, this individual will create an overall product value equation and strategy for “wins” for Bendix. Must understand competitive landscape and build strategies to help the account team gain new business prospects.  Provide voice of the customer to the business to ensure their needs are understood by the organization. Build a partnership within in the business to assist with product definition and identify weaknesses in competitive positioning and/or look for next steps which need to be taken to protect current business position(s).

 

Essential Functions:

 

• Manage and direct all activities at the OE Account team and ensure it is aligned to both sales and business objectives. 
• Build the appropriate AM relationships ensuring a strong partnership that addresses the Bendix business needs and the AM customer needs.
• Use industry knowledge along with product understanding to build a marketing story (value selling feature base) to the end customer.
• Work with account teams utilizing on site application engineering to understand model releases, timing, and issues with current products on current production – both for KB/Bendix and the competitor. 
• As a Global supplier, understand the world view of the customer. Which region is driving the OE strategy (by product, application etc.) and work to deliver an aligned global strategy. Understand the impact of regional internal KB and Bendix decisions on the Global OE. Understand how to use this knowledge to the benefit of the overall business of KB AG and to benefit the regional efforts.
• Utilize the extensive network of KB and Bendix experts to drive the cohesive picture of NAFTA regional strategy of all Bendix and KB products.
• Use best practices from global experience to best serve Bendix’s and KB business interests and fulfill the goal tree in priority of Grow Profitably, Make the Numbers, and Drive Customer Excellence.
• See and identify issues at customers and offer solutions and opportunities.
• Be an integral part of the customer solution team representing the account team in the process. 
• Partner with the CoC’s to develop problem solutions or stop gap measures.
• Develop employees and drive the team to be best in class.

 

Knowledge:

 

• A strong grasp of high-level overall vehicle systems including braking (pneumatic, and electrical architecture) and the interactions of the braking systems with other portions of the vehicle (i.e., engine, transmission, dash and interface to the operator of the vehicle).
• An in-depth understanding of one or more of the above-mentioned portions of the vehicle and its contribution to the overall vehicle system.
• An overall knowledge of the Bendix business, areas of strength and weakness.
• An overall knowledge of the transportation industry especially from the perspective of the end customer and fleets.
• An in-depth understanding of the competitive landscape. Who is the competition, which product area, strengths, weaknesses, and potential threats.
• Manufacturing understanding and knowledge and related systems activities.
• Overall understanding of all KB and Bendix product.

 

Experience:

 

• A minimum of 10 years’ experience in the truck industry.
• Experience in