Account Manager

shapecareers; Michigan; On-site; USD 90,000 - 120,000; Full time

Job summary

Shape is seeking a seasoned Business Development leader based in the United States to help develop and implement strategies for regional markets. You will execute and coach teams in business development and account management to drive growth and profitability, while supporting pricing strategies, negotiations, and customer relationships.

The role requires extensive experience in engineering or sales within the automotive sector, a business or engineering degree, and the ability to travel up to

Qualifications

• Minimum five years of experience in engineering or sales, preferably in the automotive industry.
• Bachelor's Degree in Business or Engineering.
• Master's Degree preferred.
• Experience with Shape's manufacturing processes and materials.
• Proven ability to build trusted relationships at all levels of the organization.
• Past experience developing sales strategy and processes.
• Advanced proficiency in negotiation and stakeholder management.
• Advanced proficiency in problem-solving and continuous improvement.
• Advanced proficiency in Microsoft applications and an ERP.
• Ability to travel domestically and internationally up to 20 percent of the time.

Responsibilities

• Assist in developing growth strategies for the region by understanding product advantages.
• Identify and develop new business opportunities within the region.
• Prepare business cases for new opportunities.
• Support relationships with customers, particularly in purchasing, design, and engineering.
• Participate in customer LTA negotiations and pricing strategy discussions.
• Provide technical support to customers and resolve disputes and escalations.
• Maintain quotes, price breakdowns, cost sheets and pricing strategies.
• Manage customer account information and scorecards.
• Present data to customers in a professional, timely manner.
• Lead cross-functional development projects and support strategic planning.

Skills

Relationship building

Negotiation

Stakeholder management

Microsoft Office

ERP familiarity

Travel readiness

Education

Bachelor's Degree in Business or Engineering

Master's Degree

Tools

BPP

MPR

DFM

VSM

Job description

Position Summary: Help develop and implement business development strategies, plans and programs geared towards existing and new regional markets. Execute (and coach others to execute as needed) business development and account management activities that optimize growth and profitability for a given regional market segment.

Essential Job Functions include, but not limited to, the following:

• Assist in developing detailed growth strategies for the region by understanding competitive advantages/disadvantages of our product and service offerings.
• Contribute to the identification and development of new business opportunities within the region.
• Help prepare business cases for new opportunities.
• Support key relationships with customers, particularly in purchasing, design, engineering, and advanced product development.
• Participate in customer LTA negotiations and commercial pricing strategy discussions.
• Provide technical support to customers and help resolve customer disputes and escalations.
• Update and maintain relevant documentation, including: quotes, customer price breakdown forms, cost sheets, price information, and commercial pricing strategies.
• Maintain account information for customers, including: cadence charts, organization charts, customer debits/credits, and customer scorecard.
• Present data to and respond to requests from customers in a professional, timely, and accurate manner.
• Create innovative solutions for our customers through experience and creativity.
• Evaluate quoted prices in light of changed specifications.
• Review and identify discrepancies related to costs for labor, raw material, purchase parts, and purchased operations.
• Conduct tool invoicing and maintain quote records for all projects.
• Lead cross-functional development projects.
• Support business unit strategic planning, sales forecasting, and budgeting.
• Contribute to new service assessments, marketing research and literature development, including competitor analyses, market trend analyses, and cost benchmarking analyses.
• Drive cost optimization actions for maximum profitability.
• Review and scrutinize Plex inputs and outputs with account financial manager.
• Complete NPV/IRR analyses and advanced product development inputs.
• Leverage EC management to improve IRR/margins.
• Support BPP phases and challenge design assumptions from the engineering team.
• Execute VAVE strategy internally and external with the customer.
• Manage the win/loss database.
• Identify new applications for existing Shape product/process technology.
• Support collaboration with Shape SAP and JV partners.
• Provide direction and coaching to less experienced team members.
• Contribute to recruiting and talent management activities for less experienced team members.
• Identify and train a back-up(s) to manage key tasks when absent.
• Additional functions not specifically outlined in this position description as directed by the leader.

Position Skills and Experience Requirements:

To perform this job successfully, an individual must be able to perform each essential duty effectively. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.

• A minimum of five years of experience in engineering or sales preferably in the automotive industry.
• A Bachelor's Degree in Business or Engineering.
• A Master's Degree preferred.
• Previous experience with Shape's manufacturing processes and materials.
• Proven ability to build trusted relationships at all levels of the organization, internally and externally.
• Past experience developing sales strategy and processes.
• Proficient in BPP, MPR, DFM and VSM analysis.
• Advanced proficiency in negotiation and stakeholder management.
• Advanced proficiency in problem-solving and continuous improvement.
• Advanced proficiency in Microsoft applications and a company ERP.
• Prior experience coaching or mentoring others.
• Ability to travel domestically and internationally up to 20 percent of the time.