Manager, Regional Key Account- Navistar

Company: Bendix Commercial Vehicle Systems
Location: Avon
Posted on: October 23, 2024

Job Description:

Position Summary: As the business lead for an OE customer, this position is responsible to create and oversee the sales efforts, profitability, growth and direction for all OE products at the customer. Focusing on meeting the current and future sales objectives of the business, this individual will create an overall product value equation and strategy for "wins" for Bendix. Must understand competitive landscape and build strategies to help the account team gain new business prospects. Provide voice of the customer to the business to ensure their needs are understood by the organization. Build a partnership within in the business to assist with product definition and identify weaknesses in competitive positioning and/or look for next steps which need to be taken to protect current business position(s). Essential Functions:

• Manage and direct all activities at the OE Account team and ensure it is aligned to both sales and business objectives.
• Build the appropriate AM relationships ensuring a strong partnership that addresses the Bendix business needs and the AM customer needs.
• Use industry knowledge along with product understanding to build a marketing story (value selling feature base) to the end customer.
• Work with account teams utilizing on site application engineering to understand model releases, timing, and issues with current products on current production – both for KB/Bendix and the competitor.
• As a Global supplier, understand the world view of the customer. Which region is driving the OE strategy (by product, application etc.) and work to deliver an aligned global strategy. Understand the impact of regional internal KB and Bendix decisions on the Global OE. Understand how to use this knowledge to the benefit of the overall business of KB AG and to benefit the regional efforts.
• Utilize the extensive network of KB and Bendix experts to drive the cohesive picture of NAFTA regional strategy of all Bendix and KB products.
• Use best practices from global experience to best serve Bendix's and KB business interests and fulfill the goal tree in priority of Grow Profitably, Make the Numbers, and Drive Customer Excellence.
• See and identify issues at customers and offer solutions and opportunities.
• Be an integral part of the customer solution team representing the account team in the process.
• Partner with the CoC's to develop problem solutions or stop gap measures.
• Develop employees and drive the team to be best in class. Knowledge:
  • A strong grasp of high-level overall vehicle systems including braking (pneumatic, and electrical architecture) and the interactions of the braking systems with other portions of the vehicle (i.e., engine, transmission, dash and interface to the operator of the vehicle).
  • An in-depth understanding of one or more of the above-mentioned portions of the vehicle and its contribution to the overall vehicle system.
  • An overall knowledge of the Bendix business, areas of strength and weakness.
  • An overall knowledge of the transportation industry especially from the perspective of the end customer and fleets.
  • An in-depth understanding of the competitive landscape. Who is the competition, which product area, strengths, weaknesses, and potential threats.
  • Manufacturing understanding and knowledge and related systems activities.
  • Overall understanding of all KB and Bendix product. Experience:
    • A minimum of 10 years' experience in the truck industry.
    • Experience in customer negotiation and relationships, required.
    • Account team leadership a plus.
    • Project management and application engineering experience a plus.
    • Customer interaction at OE assembly plants, dealerships, and fleet experience a plus. Skills:
      • Leader in the organization to drive customer focused solutions utilizing Bendix systems and product strengths, along with leading direct reports to achieve customer goals.
      • Strong prioritization capabilities, ensuring that all customer and business needs are being achieved.
      • Ability to establish a professional, credible, and trusting relationship with the customer. Takes pride in ensuring positive overall customer experience.
      • Excellent interpersonal, written, and oral communication skills.
      • Active listener who strives for resolutions, and drives actions and tasks to completion. Strong problem-solving skills. Ability to take customer problems and work with internal Bendix organization in conjunction with OE to offer solutions.
      • Ability to influence and persuade to inspire action for both the customer and internal organizational team.
      • Initiative-taker who is action oriented, highly motivated, and possesses a strong sense of urgency. Capable of performing in a customer-focused, team-based matrix organization is essential.
      • Possesses excellent analytical skills and can utilize the appropriate tools (i.e., excel, system reports, etc.)
      • Ability to understand and navigate governance, administration, and culture in the internal and external environment, while demonstrating commitment to the organization and its customers.
      • Strong ability to work through constraints which could be out of your control. Must manage stress quickly while remaining calm with a strong ability to control emotions and behaviors.
      • Strong collaborator who puts team success before individual contributions; but can work independently and get the job done with minimal direction
      • Flexibility and effectiveness work in home office and remote offices (at OE customer, airports, hotels etc.)
      • Proficient in Microsoft Office applications, Word, PowerPoint, and Excel, specifically Pivot Tables, VLOOKUPs, and analysis.
      • Fluent in English; Bi-lingual a plus Education:
        • Bachelor's degree in marketing, sales, engineering or related business area required; MBA preferred.
        • Society of Automotive Engineers (SAE), The Maintenance Council (TMC), National Society of Professional Engineers (NSPE) memberships a plus. Travel Requirements:
          • Extensive travel 60%+, Domestic and International travel 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.

Keywords: Bendix Commercial Vehicle Systems, Warren , Manager, Regional Key Account- Navistar, Executive , Avon, Michigan