Account Manager 2-3, National OES/IAM

Position Title: Account Manager 2-3, National-OES/IAM

Reports To: Director, Sales – OES & IAM National Accounts

Date Last Revised: June 27, 2022

Position Summary:

This position will have sales responsibility for strategic national customers and the distribution networks they represent. Maintaining and growing relationships at all levels of assigned customer base is a critical skill set and expectation. The candidate must be able to interact with multiple functionalities and personalities within assigned customers. And, in a manner that keeps current goals and growth initiatives in clear focus regardless of specific challenges being resolved.

Key position responsibilities include maintaining the Customer Resource Tool, meeting assigned internal tasks on a timely basis and supporting Bendix industry activities.

Essential Functions:

• Manage the sales efforts and secure growth with strategic national customers and their extended networks.
• Manage account relationship involving all functional areas of the customer and Bendix including but not limited to marketing, purchasing, plants, warranty, cores, etc.
• Define and implement annual business plan to meet/exceed Bendix aftermarket AOP (Annual Operating Plan) objectives.
• Pursue new product line sales to gain incremental growth opportunities within strategic customer networks.
• Identify and implement product line opportunities by developing an understanding of key customer product offerings relative to competitive positions.
• Implement new product/programs through customers as released by Bendix Marketing and COC (Center of Competency).
• Manage customer growth opportunities by making joint sales calls with Bendix and customer sales organizations. Implement action plans to capitalize on identified growth opportunities.
• Develop strong customer relationships which foster growth and long-term commitments.
• Develop dealer / customer relations by focusing sales effort on key distribution outlets building strong relationships at parts, sales, service and dealer principal level.
• Understand the customer key drivers and strategies for growth. Identify ways to align Bendix products and programming to the customer's growth strategies.
• Manage marketing funds to ensure effective positioning of Bendix product offering through customer programs.
• Manage the implementation of the annual price action.
• Act as Voice of the Customer. Provide feedback to the CoC's regarding market and or the competitive landscape which identify potential growth opportunities or risk.
  
  
  

Knowledge:

• Expanded working knowledge of the commercial vehicle / heavy duty automotive industry.
• Experienced focused towards the aftermarket channel both OES and independent aftermarket (IAM). Automotive industry knowledge required.
  
  
  

Experience:

• Level 2 - Minimum 5+ years sales/marketing experience including demonstrated leadership managing large accounts.
• Level 3 - Minimum 7+ years sales/marketing experience including demonstrated leadership managing several large accounts.
• Heavy-truck, bus or automotive industry parts and components sales exposure/experience preferred
  
  
  

Skills:

• Ability to work in unstructured situations while driving to a business conclusion.
• Must be an enthusiastic, energetic, honest and an organized self-starter
• Ability to negotiate under pressure while maintaining a positive working relationship with the customer.
• Strong interpersonal, oral, and written communication skills and a positive/proactive work ethic.
• Exceptional organizational skill with ability to prioritizing multiple tasks
• Must have strong Word, Excel and PowerPoint skills.
  
  
  

Education:

• Bachelor’s degree in marketing or business or related field of study or associates degree in marketing or business with 7+ years of sales experience. MBA preferred.
  
  
  

Travel/Location:

• Ability to travel up to 50% or more.
• To address customer needs, an individual that is domiciled in Greensboro, NC. or Charlotte, NC. is preferred. This expectation would also readily afford expanded resources to meet sales growth targets in addition to reducing overnight travel demands.
  
  
  

Position Requirements: The demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.