Key Account Manager

Stoneridge; California; On-site; USD 120,000 - 180,000; Full time

Job summary

Stoneridge in the United States seeks a seasoned Key Account Manager to lead strategic partnerships with North American Top 100 fleet and dealership customers. You will analyze each account’s market position and collaborate with Product Management and Engineering to align VOC insights with roadmap priorities.

The role demands executive communication, multi-million-dollar negotiation experience, and travel up to 50% to build long-term relationships and drive profitable growth.

Qualifications

• Bachelor’s degree in business, engineering, or related field; MBA preferred.
• 5+ years in Key Account Management or senior sales with multi-million-dollar accounts.
• Demonstrated experience in technical sales.
• Experience with fleet and/or dealer services is highly preferred.
• Executive-level communication and presentation skills.
• Extensive experience in team building, coordination, collaboration, and strategic planning.
• Willingness to travel up to 50%, domestic mainly, with potential international travel.

Responsibilities

• Own and lead the overall customer relationship for high-profile, revenue-generating accounts as the primary point of accountability for all account-specific matters, including commercial, program, and quality management, while building and maintaining strong relationships with key customer stakeholders and decision-makers
• Build and maintain strong, long-lasting customer relationships. Be “Stoneridge’s voice” at the customer, ensuring that the customer understands our direction, leadership, product pipeline, etc.
• Lead the identification of new business opportunities and collaborate with internal teams to develop a strategy on how to best position Stoneridge to win business
• Grow current portfolio of business, ensure profitability and identify areas for improvement, for both the customer and Stoneridge
• Ensure the timely and successful delivery of Stoneridge solutions, according to customer needs and objectives
• Act as “Voice of Customer” in discussions with internal stakeholders; understanding customer needs, technology trends, processes, strategy, decision makers, etc.
• Drive quotation process with support from product line management, ensuring quotes are submitted on time and in a professional manner, managing the RFQ process through its entirety
• Document and track customer open issues. Drive their resolution with all the other relevant functions (e.g., engineering, operations…)
• Drive contract negotiations with support from the Legal team

Skills

Executive communication

Technical sales

Fleet/dealer services

Leadership & strategy

Education

Bachelor’s degree in business or engineering

MBA (preferred)

Job description

Since 1965, Stoneridge has designed and manufactured advanced, award-winning technologies including driveline and transmission actuation systems, vision systems, emissions control systems, safety systems, and security and monitoring systems for vehicle OEMs in the commercial vehicle, automotive, off-highway and agricultural vehicle markets. We’re focused on the areas of greatest market need – both today and tomorrow. Our core products and technologies are aligned with industry megatrends including safety and security, vehicle intelligence, fuel efficiency and emissions. Join the Stoneridge Team as we continue to build upon our strong history and reputation for quality products to deliver innovative products and systems that address a need, exceed our customers’ expectations, and motivate our team.

Job Summary

The Key Account Manager will build, strengthen, and manage strategic partnerships with North American Top 100 fleet and dealership customers. This role analyzes each customer’s market position, business strategy, challenges, needs, processes, value chain, and key drivers—and effectively communicates these insights to the Stoneridge Electronics Division. The KAM will identify and pursue strategic business opportunities by building strong relationships and internal champions within each account, enabling these champions to advocate successfully for Stoneridge solutions.

The Key Account Manager is also responsible for engaging with key industry influencers to create a comprehensive catalog of Voice of Customer (VOC) requirements for new products, features, and services. Including managing and leading strategic discussions across multi-million-dollar customer accounts.

This role will work closely and persistently with Product Management and Engineering to ensure that new opportunities and roadmap priorities are informed and driven by VOC insights.

Principle Responsibilities

• Own and lead the overall customer relationship for high-profile, revenue-generating accounts as the primary point of accountability for all account-specific matters, including commercial, program, and quality management, while building and maintaining strong relationships with key customer stakeholders and decision-makers
• Build and maintain strong, long-lasting customer relationships. Be “Stoneridge’s voice” at the customer, ensuring that the customer understands our direction, leadership, product pipeline, etc.
• Lead the identification of new business opportunities and collaborate with internal teams to develop a strategy on how to best position Stoneridge to win business
• Grow current portfolio of business, ensure profitability and identify areas for improvement, for both the customer and Stoneridge
• Ensure the timely and successful delivery of Stoneridge solutions, according to customer needs and objectives
• Act as “Voice of Customer” in discussions with internal stakeholders; understanding customer needs, technology trends, processes, strategy, decision makers, etc.
• Drive quotation process with support from product line management, ensuring quotes are submitted on time and in a professional manner, managing the RFQ process through its entirety
• Document and track customer open issues. Drive their resolution with all the other relevant functions (e.g., engineering, operations…)
• Drive contract negotiations with support from the Legal team

Education, Experience And Knowledge

• Bachelor’s degree in business, engineering, or related field, required. MBA, preferred.
• Minimum of 5 years of Key Account Management / Senior Sales or related experience with a track record of successful performance, including leading discussions with multi-million-dollar accounts.
• Demonstrated experience or capabilities in technical sales, required.
• Experience with fleet and /or dealer services, highly preferred.
• Executive-Level communication & presentation skills.
• Extensive experience in team building, coordination, collaboration, and detailed strategy planning and execution, required.
• Willingness to travel up to 50%, domestic mainly, with potential international travel.

Stoneridge is an Equal Employment Opportunity Employer. We do not discriminate against any applicant or employee based on race, color, religion, national origin, gender, age, sexual orientation, marital status, mental or physical disability, genetic information, veteran status or any other characteristic protected by the applicable laws in the countries we operate. Stoneridge also prohibits harassment of applicants or employees based on any of these protected categories.