Job Purpose
Business Development: Candidate will be responsible for executing business and customer development to the product plan
Relationship Development: Candidate will be responsible for developing intimate relationships for current, potential and strategic customers
Account management: Candidate will be responsible for assuring day-to-day account operations are addressed. Including but not limited to acting as liaison between customer and Dana for new product development, warranty, production orders, accounts receivables, & other relations critical to proper customer management.
Value management: Candidate will constantly measure Dana value vs. competitive base to assure maximum profitability for Dana's products. Individual will be able to understand product financial cost build ups to ensure/question accurate margin assessments. Candidate will maintain understanding of market conditions such as commodities trends, market capacity situations, volume trends and future strategic directions.
Job Duties and Responsibilities
- Forecasting and planning: Candidate will be required to provide yearly and multiyear forecasts for new and existing products
- Customer, Program & Product execution: Candidate will be responsible for coordinating with cross functional teams to provide clear marketing and customer strategies.
- Individual will be accountable for delivering objectives
- Establish sales and market objectives
- Establishes strategic plan to maximize company sales and profitability
- Executes according to Dana and customer expectations
- Meet or exceed all customer and corporate financial, quality and schedule commitments.
- Review and monitor customer activities monthly, including customer performance metrics.
- Lead internal Dana teams (to include Purchasing, Engineering, and others) to achieve customers' objectives.
- Oversee Accounts Receivable (AR) activity for customers ensuring recovery of funds.
- Make product presentations to customer purchasing, engineering, and manufacturing departments.
- Negotiate with customers on pricing and support for other important matters (quality, delivery, and timing).
- Build relationships with customers at different levels, departments, and locations in order to support current and future business.
- Maintain current knowledge of competitor's activity and significant changes.
- Reporting: Forecasting, New Business Pipeline, Customer Visits, and Monthly Sales Reports.
- Promote /support new products introduction.
Knowledge & Skills Summary:
- Sales 'Hunter' with drive systems, gearing, gearboxes, transmission, drivetrain or related products
- Solid sales track record for profitable growth
- Technical/Engineering knowledge a plus
- Developed realistic action plans and ensured achievement of goals
- Understands business principles, practices, and impact of actions, pricing, and processes on P&L
- Has taken initiative and advantage of existing and prospect opportunities
- Comfortable in taking independent actions and calculated risks
- Commercial Negotiations
- Residence: Remote based upon customers and markets
- Off-Highway sales and customer Interface
- Managed and leveraged global resources within a highly matrixed organization
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