Director of Commercial Accounts

Position Summary:

Develop and implement global customer strategies focused on existing and new markets. Manage a global sales team in the execution of business development, account management, and program management activities that optimize growth, program health, profitability, customer relationship, and people development for a given key account.

Essential Job Functions include, but not limited to, the following:

• Create customer vision and strategy in coordination with engineering and divisional partners and manage execution.

• Highlight gaps to vision, strategy, and voice of customer and coordinate internal action plans to address.

• Identify and develop new global and regional business opportunities. Responsible for the acquisition of new business.

• Develop and maintain solid relationships with customer key stakeholders in purchasing, engineering, and advanced product development, particularly at the executive level.

• Set global pricing strategy and lead customer LTA negotiations and commercial pricing strategy discussions.

• Lead all activities associated with customer strategic planning, sales budgeting, forecasting, and pursuit management.

• Oversee business cases for new business opportunities. Review and scrutinize quote inputs and outputs.

• Provide support for customer presentations and the completion of price breakdown forms.

• Coordinates and prepares presentations for leadership events and meetings.

• Ensure that technical support is provided to customer, as necessary.

• Oversee program execution and health to ensure internal and customer targets and achieved.

• Oversee the management of account information for customers, including: cadence charts, organization charts, customer debits/credits, customer scorecard awareness, disputes, and escalations.

• Manage internal and customer KPIs and lead organization to develop necessary actions to meet targets.

• Ensure resolution of discrepancies with costs related to raw materials, purchase parts, and purchased operations.

• Settle warranty claims.

• Oversee the management of tool invoicing activities.

• Lead competitor and market trend analysis and provide sound input into cost benchmarking.

• Ensure that engineering change is leveraged to continuously improve IRR/margins.

• Ensure that the sales team is effectively challenging design assumptions from the engineering team and escalating as appropriate.

• Guide the execution of VAVE strategy and the win/loss database.

• Guide the team in identifying new applications of existing NetShape product/process technology.

• Negotiate framework agreements and terms and conditions of business. Communicate updates to customer specific requirements to the organization.

• Collaborate with Shape, Pliant Plastics, NetShape SAP and JV partners.

• Conduct timely and complete performance evaluations of direct reports and ensure timely and complete performance evaluations of team members reporting under indirect supervision.

• Assess the skill sets and development needs of direct reports and take steps to coach and develop them appropriately.

• Manage the interview and selection process for new candidates.

• Identify and train a back-up(s) to manage key tasks when absent.

• Additional functions not specifically outlined in this position description as directed by the leader.

Position Skills and Experience Requirements:

To perform this job successfully, an individual must be able to perform each essential duty effectively. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.

• A minimum of ten years of technical sales experience in the automotive industry.

• Bachelor's Degree of Science in Engineering or Business, Engineering preferred.

• Master's Degree preferred.

• Prior experience effectively managing global accounts and a global sales team.

• Advanced knowledge of NetShape's manufacturing processes and materials (injection molding).

• Proven ability to build trusted relationships at all levels of the organization across regions/cultures, internally and externally.

• Proven experience developing and driving sales strategy.

• Ability to coach others in BPP, MPR, DFM and VSM analysis.

• Solid foundation in business processes, financials, and cost accounting. Strong business acumen.

• Exceptional verbal and written communication skills.

• Expert negotiation and stakeholder management skills.

• Expert problem-solving and continuous improvement skills.

• Advanced proficiency in Microsoft applications and a company ERP.

• Prior experience managing a global team.

• Ability to travel domestically and internationally up to 50 percent of the time.