Sales Account Manager - Energy

Overview

This position is Hybrid based from our locations in Raleigh, NC, Gastonia, NC, or Portage, MI.

The Sales Account Manager (SAM) – Energy is an integral member of our Industrial - OE Americas sales team and is responsible for maintaining the North America regional relationship and business development of the assigned customer(s) (including responsibility for Profit & Loss) and steering the business.

• Sales Account Manager is the representative of the customer voice within MANN+HUMMEL
• Act as the main interface to the customer, especially for all commercial issues and needs to maintain the relationship to the customer (on several levels, e.g.: purchasing, engineering)
• Analyze the market and competitive situation and derive conclusions and actions (incl. marketing activities) for meeting the sales targets
• Preparation of sales opportunities: establish customer intimacy, identify leads and opportunities based on commercial and technical aspects
• Develop, support and execute the dedicated customer strategy
• Work with the customer on all different product levels (standard products with configurations, adaptions, new customer specific development projects)
• Initiate and lead the business acquisition process
• Follow-up business opportunities even before receiving an RFQ or providing an initiative offer through the quotation and decision phase (won or lost order) until the product launch, if applicable and check the customer development afterwards
• Customer specification: check feasibility regarding technical, commercial, legal and timing dimensions also by involving other relevant internal functions
• Submit different kind of quotations (from standard parts to new developments) and negotiate individual pricing corresponding to the offer package
• Negotiate customer specific contracts in alignment with legal department
• Constantly check the fit between customers’ expectations and demands and MANN+HUMMEL’s offer (technical, commercial, ecological wise) including the documentation of deviations and negotiation with the customer
• Analyze competitive situation in the market segment(s) the customer is active and compare the situation of MANN+HUMMEL and other market players at the customer on a regular basis
• (International/Global) projects: involve all relevant functions and act as the interface between customer and internal functions to drive the project forward
• Conduct won or lost order analysis for selected projects including the lessons learned with the corresponding team
• Other duties as assigned

• Bachelor’s Degree in Engineering, Business Administration or a related field

• 3+ years' customer facing business development/sales, or customer-facing sales engineering experience within the Gas Turbine Power Generation market

• Commercial, methodological and analytical skills
• Must be able to travel up to 60% (primarily domestic)

• Experience in filtration or heavy duty and off-highway industry is a plus