Key Account Manager

At Tenneco, we don’t follow industry standards; we set them, and we don’t settle for being best-in-class because we hustle to be better than best-in-class. Whether it’s our Core Values – radical candor, simplify, organizational velocity, tenacious execution and win – or our Get Stuff Done (GSD) mindset, we’re determined to become the most trusted partner and best manufacturer and distributor to the transportation industry.

With a product portfolio as expansive as it is innovative, an obsessive commitment to quality and excellence, and a global presence, we’re all about getting stuff done, so we can win.

How do we make it happen? Through the Tenneco Way. Fueled by our Core Values, a winning mindset and a relentless commitment to excellence, the Tenneco Way is how we win. It’s what keeps Team Tenneco bold, driven, and unapologetically focused on pushing past limits and redefining success.

Here, you’ll work alongside a team of relentless problem-solvers who are committed to making a tangible impact. If you’re ready to break boundaries, deliver results, and enjoy the ride along the way, you’ll thrive here.

Want to learn more about who we are? Check out our website to discover the Tenneco Way

Position: Key Account Manager

Location:  Northville, Michigan

Reports to:  Snr. Sales Director

Tenneco is one of the world's leading designers, manufacturers, and marketers of automotive products for original equipment and aftermarket customers, with approximately 65,800 team members working at more than 250 sites worldwide.

Through our four business groups, Motorparts, Performance Solutions, Clean Air and Powertrain, Tenneco is driving advancements in global mobility by delivering technology solutions for diversified global markets, including light vehicle, commercial truck, off-highway, industrial, motorsport and the aftermarket.

Position Summary:

As a commercial Key Account Manager at Tenneco, you will play a pivotal role in managing and growing key client relationships within the automotive industry.  You will be responsible for understanding our clients’ needs, driving profitable growth through effective business development, commercial strategies and cross-functional customer service excellence. This person will lead cross-functional teams of professionals at the customer and within Monroe Ride Solutions business unit.

Key Responsibilities:

1. Client Relationship Management:

• Act as the primary point of contact, establish and nurture strong, long-lasting relationships with key automotive customers.
• Drive customer relationship management among our customers and Tenneco to support building effective relationships at all levels and advancement of MRS with customers and their score cards.
• Understand client goals and challenges to provide tailored solutions and support.
• Represent Tenneco on technical and commercial issues in line with business strategy to your customers.
• Addressing client inquiries, issues, and concerns promptly and professionally.

2. Commercial Strategy:

• Develop and execute commercial strategies that align with the company's business objectives:  new business award, revenue and EBITDA targets.
• Collaborate with cross-functional teams, including Engineering, Purchasing, Quality, Manufacturing, Supply Chain, to meet client expectations and secure business opportunities.

3. Revenue Growth:

• Identify new business opportunities and work with Product & Engineering teams to expand our product offerings and market share.
• Prepare business cases for review and approval during new business acquisition.
• Track and report on revenue and sales growth, taking action to meet or exceed targets.

4. Financial Management:

• Prepare business cases for review and approval during new business launch and production.
• Preparation of detailed quotes and negotiation of product, development and tooling costs including verification of price relevant data.
• Create, negotiate and maintain all Customer sourcing agreements and related documents needed to maintain and secure new business.
• Understand and manage customer material agreements.  Create economic recovery plans for your customer and secure material recovery with support from Sales Analysts.
• Manage program profitability and support cost optimization programs & commercial roadmap activities.
• Work with Tenneco Cost Estimating team to collect cost information, establish program pricing and profitability per established guidelines.

• Manage Customer open issues relating to purchase orders, tool orders, customer payments, obsolescence, accruals, royalty payments, past due account receivables, etc.

5. Communication and Reporting:

• Prepare and present regular reports to the leadership team and clients, highlighting key performance metrics, achievements, and areas for improvement.
• Work with Tenneco and Customer manufacturing and engineering groups to successfully launch new programs.

6. Contract Negotiation:

• Lead negotiations of contracts, pricing, and terms to ensure favorable agreements for both the client and the company.
• Monitor contract compliance and manage contract renewals.

7. Market Analysis:

• Stay informed about market trends, industry developments, and competitors' activities.
• Provide insights and recommendations to adapt the company's offerings and strategies accordingly.

Qualifications:

• Bachelor's degree in Business, Engineering, or a related field (MBA is a plus).
• Proven experience as an OEM Key Account Manager or in a similar client-facing role within the automotive Tier-1 supplier industry.
• Strong understanding of the automotive supply chain, manufacturing processes, and quality standards.
• Exceptional negotiation, communication, and interpersonal skills.
• Ability to analyze complex data and make data-driven decisions.
• Proficiency in using Microsoft Office Suite software.
• Willingness to travel as required.

Personal Attributes:

• Strong problem-solving skills.
• Excellent time management and organizational abilities.
• Strategic and proactive thinker.
• Team player with leadership qualities.
• Customer-focused with a commitment to client satisfaction.

Equal opportunity employer as to all protected groups, including protected veterans and individuals with disabilities