Key roles:

• The Sen. Key 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

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

Requirements:

• Hands on experience in sales and an ability to deliver excellent customer experience

• 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

• Structured individual with good problem-solving skills

• Excellent communication skills and able to deal with all levels of the organization 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.

• Bachelor’s Degree (Hons)- preferable or equivalent professional qualification and experience

• Fluent in English and German

• Experience may preferably be gained in the automotive, OEM or Tier 1 background

• Travel will be expected to fulfil the role in order to manage nominated customer accounts.

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