Account Manager - Test Systems in Northville, MI at ZF

Date Posted: 7/5/2018

Job Snapshot

Job Description

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Account Manager - Test Systems

Position Summary: The Account Manager Test Systems is responsible for the general and strategic management of the sales and business development activities for powertrain testing within the business unit test systems. This includes account management of different customers in the automotive supplier industry and OEMs in addition to promote overall business growth by targeting new business opportunities and fostering profitable relationships with existing/potential customers within the NAFTA region.

Position Responsibilities:

  • Manage the full scope of automotive suppliers and OEMs to develop customer portfolio for all platforms, domestics and transplants for the business unit test systems.
  • Develop annual sales forecast and sales budgets; propose and maintain team budget
  • Establish and maintain high-level relationships at Tier One, Tier Two, and OEM customers
  • Lead in the development of sales targets and strategic business objectives for test systems applications
  • Work with business unit management and ZF executives to establish and maintain global account management systems and guidelines to ensure the company maximizes opportunities and minimizes redundancies on a global basis.
  • Coordinate efforts with the global and ZF corporate marketing organization to identify customer application trends, technology trends, new product identification, and new market opportunities.
  • Establish pricing policies, which are consistent with divisional return on sales and investment objectives
  • Lead and develop processes for acquiring competitive information within the region and report information to the proper sales and marketing personnel in order to assist in the establishment of a competitive analysis database.
  • Implement an NBO (New Business Opportunity) report in representative territory in order to provide monthly metrics for the creation of follow-up procedures and an optimal tracking system for all new opportunities.
  • Review, finalize and negotiate annual and multi-year service contracts
  • Assist in the development of capital models that support commercial opportunities
  • Drive and support continuous improvement efforts.
  • Establish a technical competency on driveline products including E mobility products and capabilities and continuously improve those competencies.
  • Participate on advisory boards for interdepartmental and international sales and marketing committees.
  • Serve as a member of a divisional cross-functional team for projects as needed.
  • Maintain professional and technical knowledge by attending educational workshops, formal training, reviewing professional publications, establishing and expanding professional networks, and participating in professional societies.
  • Comply with all TS16949/ZF policies and procedures.
  • Perform other duties as assigned.

    Essential Skills and Experience:

  • Bachelor's Degree in Electrical/Industrial Engineering, Business Administration, Sales or related field.
  • 6+ years of experience with regional sales with an electronics or technical focus,
  • 3+ years of experience managing/directing others and/or managing key accounts in addition to delegating/tracking independent work assignments for sales programs
  • Expert-level knowledge of sales, account management and marketing principles.
  • Proven project and time management abilities as well as organizational/budget planning.
  • Broad knowledge of a discipline, such as product engineering, automotive sales, OE account management, or inside sales and customer service initiatives with a high-level expertise in industrial/regional sales distribution chains, strategic marketing initiatives/research.
  • Strong problem solving and analytical skills
  • Ability to work in an intercultural environment with international colleagues
  • Ability to influence and engage personnel and management at multiple levels within internal and external organizations
  • Willingness to travel frequently both domestically and internationally, up to 40%
  • Superior interpersonal, communications and listening skills.
  • Ability to manage multiple responsibilities and personnel.

    Preferred Skills and experience:

  • Experience in in test systems for tires and wheels and/or driveline testing
  • Additional education and/or formal training in project management and finance
  • Knowledge of SAP
  • Experience in the Automotive industry

    ZF North America, Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. ZF North America, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. ZF North America, Inc. expressly prohibits any form of unlawful employee harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of ZF North America, Inc. employees to perform their expected job duties is absolutely not tolerated.


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