Senior Key Account Manager

Job Role:

- The Senior Account Manager has overall commercial responsibility for one or more of the Account’s customers.
- Works with Engineering and Manufacturing Operations to create and implement strategies for maximizing current business and obtaining new business at the assigned OEM(s).
- Takes a leadership role in coordination of new business quotations.
- Commercial management of one or more customer accounts, managing performance metrics, implementation of pricing strategies and ensuring overall customer satisfaction.
- Represent BorgWarner to our customers in a highly professional manner
- Ensure account activities are aligned with broader customer strategies that support long term business objectives for assigned accounts
- Lead customer contract negotiations for assigned accounts to support business unit growth objectives.
- Assure compliance with commercial processes including contract review
- Adherence to sales process, process improvement and account information management

Senior Account Manager Responsibilities:

- Represent the business unit in a professional, positive manner.
- Develops (with input from cross-functional teams) and deploys comprehensive customer strategies that improve the profitability and growth.
- Articulates a clear understanding of our market share, competitive position, and profitability at each assigned account.
- Works in conjunction with sales management to deploy comprehensive pricing strategies which are market driven, based on value provided the customer and competitive alternatives.
- Develops and deploys the customer interface strategy (points of contact, frequency) and builds strong rapport with key decision makers, developing coaches and sponsors as necessary.
- Develops proactive new business opportunity (NBO) plans, tracking and recording progress toward sales objectives.
- The person is responsible for driving/leading Acquisition Plan, delivering and executing the plan.
- Monitors market dynamics, including customer and competitor developments and funnels relevant information to the appropriate sales management for consolidation in our market sensing process.
- Takes ownership of total customer satisfaction, monitoring our performance on key supplier metrics and pursuing corrective action plans as appropriate.
- Develops sales forecasts for use in the LRP and monitors market trends throughout the year for use in monthly forecast adjustments.
- Complies with contract review procedures and BW commercial policies.
- Represent the business unit in a professional, positive manner.
- Provides global coordination on customer issues where required.
- Share and seek information outside of his/her BU.
- Contact person towards customer and sole contact person towards customer for commercial issues and requirements
- Together with Program Manager, leading a cross-functional team of BorgWarner sub-departments (Quality, Logistics, Engineering, etc.) which all have their respective contacts within the customer organization.
- Contact with other BorgWarner business units and functions
- Representative at exhibitions, marketing events and fairs

Must have demonstrable experience in all of the areas below:

- Hands on experience in sales and an ability to deliver excellent customer experience
- Knowledge of MS Office (MS Powerpoint in particular)
- Understanding of sales performance metrics
- Excellent communication and negotiation skills
- An ability to deliver projects and answer inquiries in a timely manner
- Business/ Commercial acumen with a problem-solving attitude
- Proven negotiation experience
- Ability to think strategically
- Proven experience of managing people

Personal attributes:

- Structured individual with good problem-solving skills
- Excellent communication skills and able to deal with all levels of the organisation and customers
- Confident, thoughtful and able to articulate their ideas to both technical and non-technical team members
- Enthusiastic, flexible and keen approach to learning, etc.
- Ability to work well under pressure and prioritise work accordingly
- Must able to work alone with minimum guidance, but also be able to operate effectively as part of a team.

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