Sr. Account Manager - LV OES

Dana is a global leader in the supply of highly engineered driveline, sealing, and thermal-management technologies that improve the efficiency and performance of vehicles with both conventional and alternative-energy powertrains. Serving three primary markets – passenger vehicle, commercial truck, and off-highway equipment – Dana provides the world's original-equipment manufacturers and the aftermarket with local product and service support through a network of nearly 100 engineering, manufacturing, and distribution facilities.

Job Purpose

The Sr. Account Manager position will lead OES business development and sales activities with the company’s key and complex light vehicle customers. 

 

This position is not your traditional Account Manager role, but a position where your efforts and actions will have a direct impact to the organization.   The Sr. Account Manager will manage all commercial activities associated with their assigned account(s).  Many of these activities are based on Dana taking steps to move manufacturing location, annual price adjustments, exit of product, and shipment recovery to address backorders and VOR’s. 

 

This position will work independently on many items but cross functionally with the business units and an estimated 16 plants.  The ability to gather detail to support strategic position can be complex and time consuming.  The role itself is considered 20% managing new business and quote and readiness, with 70% associated with repricing, plant relocations and necessary approvals and day to day critical issues.  10% is to work with AP to endure past due monies are being paid by the customer.

Job Duties and Responsibilities

• Leads and owns commercial activity for assigned customer(s) within the OES /replacement part market.  Develop and manage a sales strategy with an objective to achieve AOP/business plan growth goals.  Serves as voice of the customer providing executive briefings, communicate critical issues and action plans with Senior Leadership of Dana and the customer.
• Understand customer performance metrics (customer scorecard) and lead OFI’s (opportunities for improvement) on items relating to commercial improvement. 
• Maintain accurate regional revenue forecasts and sensitivity analysis by providing analytical and thoughtful information in a data driven environment..
• Manage commercial actions associated with repricing activities, shipment, and delivery items (including vehicles down and backorders), plant relocation changes, customer approvals and inventory reduction opportunities,      
• Manage N. American new vehicle program OES launches and works effectively with a Dana cross-functional team to improve timing of part setups ensuring timely availability of service parts. .  
• Understand customer products and organizational structure to effectively build relationships with teams.
• Develops customer hierarchy/communication template connecting Dana and Customer leadership teams. 
• Develops and presents an annual customer all-encompassing strategy outlining current and future state of the business.  
• Supports commercially an estimated 16 Dana manufacturing sites, requiring the candidate to have strong organization skills and program management know-how.  Must perform well in a multitasking environment and be financially astute.    
• Manage and negotiate pricing and other important supply chain matters (quality, delivery, and timing). Build relationships with customer at different levels, in different departments, and at locations in order to support current and future business.
• Oversee accounts receivable activity ensuring recovery of costs, make product presentations to customer purchasing, engineering, and manufacturing departments/representatives.
• Partner with internal Dana teams (to include pricing, product planning, and marketing) to achieve growth objectives.

Qualifications

EDUCATION AND QUALIFICATIONS 
The person we seek for this critical role will be an accomplished business leader with a strong sense of shareholder stewardship and the ability to motivate and plan profitable new growth avenues for the company at key customers. 

 

Customer relationships are crucial elements in the company’s growth plans and this account leader will possess the general management capabilities, innovation, energy, and business acumen to build shareholder value and enterprise capabilities in the customer relationship. 

 

We seek a person with the following qualifications to fulfill this demanding role:

• Minimum of 10 years in light/commercial vehicle or OES account management experience, dealing specifically with Ford Service Parts Organization.
• Bachelor’s degree in business with a finance and sales/marketing focus.
• Strong analytical mindset with