Hendrickson is searching for an Account Manager to join their Truck Commercial Vehicle Systems Division.
This individual will provide representation and primary contact for all operations of Hendrickson to their assigned Original Equipment Manufacturers (OEM's) for the purpose of maintaining and increasing business opportunities for all the Truck Divisions' product offerings. This individual will ensure that an excellent ongoing working relationship is maintained between the Divisions and the assigned OEM's while leading the development and execution of the key account strategy.
Responsibilities include but are not limited to:
Business Development Activities with Assigned OEM Accounts:
Regularly make sales development contacts at assigned OEM accounts. Provide exposure for Hendrickson to each OEM department at the highest organizational level possible. Build collaborative relationships with customer personnel and internally within Hendrickson.
Identify opportunities to propose new business and renew long-term supply contracts through contacts with OEM (purchasing, engineering, product planning, qualify control, manufacturing, marketing, etc.) personnel. Sales opportunities include new or increased sales of products that may be manufactured by any of the Hendrickson divisions.
Develop and coordinate key account strategy supported by other Hendrickson personnel. Update the strategy annually as a senior management report-out. Responsible for managing the execution of this strategy.
Responsible for improving contribution margins on the portfolio of Hendrickson products through pricing, VA/VE, etc.
Lead the development of any formal agreements/contracts (commercial or technical) with the customer. Responsible for managing execution of the terms of the agreement(s). Take lead on negotiation of any agreements/contracts.
Coordinate all phases of new product introduction activities with program managers, marketing/commercial support, and the customer.
Ensure that Hendrickson is properly represented in OEM's new product planning and development activities.
Recommend product development and commercial strategies that will grow business opportunities with OEM accounts.
Communicate OEM product and quality requirements to Hendrickson.
Maintain a thorough understanding of the OEM's business structure, global footprint and strategy seeking continual alignment between OEM and Hendrickson where possible.
Account Maintenance:
Assure that OEM data book presents Hendrickson product offerings accurately and most favorably.
Coordinate information via OEM Account Coordinator to OEM regarding part number changes, engineering revisions, pricing changes, technical service materials, production methods, promotional and merchandising support programs.
Coordinate responses via OEM Account Coordinator to OEM inquiries with appropriate Hendrickson departments, e.g., quality problems, delivery inquiries, billing/invoicing problems, pricing inquiries, engineering drawing requests, etc.
Assist in the resolution of credit/collection issues.
Support OEM sales/dealer organization, in coordination with District Sales Managers, through available sales literature and attendance at national, regional, and local sales/dealer meetings.
Maintain an active role with OEM Regional Offices to coordinate with Regional Directors and National Account Managers.
Represent Hendrickson at industry trade shows and professional association meetings as coordinated by Hendrickson International Sales & Marketing organization.
Communicate ongoing engineering, manufacturing, quality, etc., problems to appropriate Hendrickson managers. Coordinates satisfactory resolution of problems.
Coordinate all meetings, visits, inspections, etc., of OEM personnel with counterpart Hendrickson departments.
Support OEM aftermarket programs coordinating problem solving of engineering, quality, delivery, manufacturing, etc., issues.
Provide OEM engineering with technical support for Hendrickson products including drawings, test data, updates on product offerings, etc.
Communicate and coordinates resolution of material supply problems with OEM material control functions.
Responsible for managing budget within assigned limits.
Information:
Identify, obtain, monitor, and report information which is important for maintaining and developing business opportunities with OEM's. Make recommendations for action and response when appropriate. Information to be monitored includes:
Provide inputs for sales forecasting process including sales forecast by OEM, production line rates, product mix, plant shutdowns, etc.
Maintain appropriate file to retain historical data in support of information gathering responsibilities.
Develop and maintain account plan.
Submit all reports on a regular basis as specified by supervisor.
Maintain awareness of the company's product offerings (design considerations, performance specifications, product applications, manufacturing processes, etc.) and of the marketplace (competitors' products, competitive advantages, pricing, market trends, pricing, etc.).
The successful candidate will possess:
Bachelor's Degree required.
5 years territory sales. Experience in selling in the heavy-duty truck/trailer industry is strongly preferred.
Significant industrial sales/marketing experience if no experience in truck/trailer industry.
Demonstrated presentation skills using PC software. Experience with SalesForce software.
Strong organizational and territory management skills.
The position requires:
Travel to customers and Hendrickson facilities (35-50%) by car and air.
Frequent sitting and working at computer for extended periods of time.
Hendrickson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
