Account Manager – Ford Powertrain

DENSO is one of the largest global automotive suppliers of advanced technology, systems, and components in the areas of thermal, powertrain control, electronics and information and safety. From automated driving to hybrid and electric vehicle components, we’re crafting the core technologies of modern mobility. We draw on the strengths of individual inventors who are joining together to become an unstoppable force for global good. With our North American headquarters located in Michigan, DENSO employs more than 24,000 people at 28 consolidated subsidiaries and 4 affiliates across the North American region. Worldwide, the company has more than 200 subsidiaries and affiliates in 38 countries and regions and employs more than 170,000 people. Consolidated global sales for the fiscal year ending March 31, 2018, totaled US$48.1 billion.

Job Summary

Under limited direction, builds and maintains effective long-term relationships with a defined customer base to ensure a high level of satisfaction and increase revenues. Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all products and services, and creates demand for the organization's products and services by raising their profile with customers. It helps to define and communicate customer requirements. Possesses knowledge of the organization's policies, products and/or services, including the engineering principles and specifications of assigned products.

Acts as a liaison between customers, plants and affiliate personnel in managing, implementing and negotiating complex and non-standard commercial and business-related issues
Coordinates and provides support in all program activities from initial product concept to product phase-out
Assists in developing and implementing customer and product-based strategies for specific products/commodities
Supports business expansion activities. Cultivates, expands and maintains relationships with customers in order to identify potential and/or future business opportunities
Utilizes and presents competitor pricing analysis and may make strategic recommendations on how to improve and implement approved strategies. Keeps abreast of current products. Partners with engineering personnel to learn of emerging technology and coordinate new and existing programs
Interacts with and acts as a liaison between DENSO plants and headquarters regarding customer requirements in negotiations related to products designed in Japan
With the help of management, develops and executes accurate and complete sales plans
Ensures maintenance and expansion activities support the sales plan. Develops and reviews sales plans with management and recommends and explains ranking, pricing and/or volume strategy for products
Reviews variance analysis and other related information to ensure accuracy and provides detailed reports for management
Negotiates, and guides lower-level colleagues in negotiating, product and related sales and marketing issues with customers, affiliates and DENSO Japan
Reviews request for quotation (RFQ) materials and related information. Works with internal departments including engineering and marketing management to proceed with the quote process
Reviews information related to competitors, markets and customer; reviews engineering and purchasing opinions; helps develop and implement a pricing strategy or approach and presents and negotiates approved pricing to the customer including "total cost" (tooling, logistics, and packaging)
Coordinates cost-related commercial and business activities, as required. May help develop strategies and tactics for improving profitability
Tracks profitability. Analyzes and follows-up with customers and/or plants to negotiate value-added opportunities
May analyze and review the annual percentage rate (APR) lists and make appropriate recommendations to top management based on product pricing strategies, customer roadmaps and/or internal target
Ensures accounts receivable (A/R) information is accurate and inclusive
Works with accounts receivable department to resolve purchase order (PO) discrepancies and assist with resolving accounts receivable issues
May be involved with complex negotiations related to the resolution of pricing discrepancies with customers or DENSO plants or other situations requiring more decisions
Leads materials management, production control, and plant personnel in product phase-out activities. Supports negotiating product phase-outs with the customer to ensure no obsolescence
Reviews customer-specific service agreements related to post-production and take appropriate action
May support lower-level sales staff and manage the issues related to prototype parts including ordering, negotiating the delivery timing, price, and payment
Follows up and ensures the adherence to internal related processes and procedures
Completes, maintains and ensures adherence to policy, contract, and related information as outlined in DIAM standards processes (e.g., DIAM Operating System)
Follows up with a customer to gather information and/or assist with the resolution of discrepancies
Provides guidance, coaches and oversees the work of lower-level colleagues
May provide input into performance evaluations. Provides training on DENSO processes and customer-specific requirements and processes
Performs other duties as assigned

Requires a Bachelor's degree in Business or Engineering or related field and 5-8 years of relevant experience