Key Account Manager

Tenneco is one of the world’s leading designer, manufacturers and marketers of automotive products for original equipment and aftermarket customers, with approximately 78.000 team members working at more than 300 sites worldwide. Through our four business groups, Motorparts, Ride Performance, 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.

• Responsible for supporting one or multiple customers.
• Liaise primarily with the Sales Director, Sales Manager, Sales Administration, other Account Managers, Application Engineering and Operations.
• Works across all functional groups of the company and other Tenneco locations worldwide.
• Act as key customer contact and be responsible for customer portals within the Tenneco organization (one face to the customer) to ensure customer requirements are met.
• Evaluate and keep record of Tenneco’s competitive position and market share for every customer on a continuous basis, liaise closely with the Sales Manager.
• Share relevant information with the Sales Department and other functional groups of the company as well as with other Tenneco plants, as may be deemed necessary and appropriate.
• Visit customers on a regular basis and support both the Sales Department and Application Engineering in developing specific sales strategies for customers, projects and parts.
• Contribute actively to establishing annual sales plans and strategic plans as well as medium- and long-term sales forecasts by customer, as may be required by the Sales Department.
• Support special projects and corporate activities such as material recovery, red ink recovery, SOPS, APO and profit enhancement.
• Identify and propose new business opportunities for Tenneco in close collaboration with Application Engineering.
• Gather information relevant to prices and supply agreements, initiate cost calculations with the plants and support the Sales Department in providing proposals for pricing and contracts, both for new and existing business.
• Start and maintain RFQ process in collaboration with Sales Administration.
• In close collaboration with Sales Administration, prepare and submit quotation with possible documentation to customer.
• Support contract review and maintain files in the local drive-in close collaboration with Application Engineering.
• Internal distribution of customer specific requirements and specifications in close collaboration with Sales Administration.
• Receive requests for quotation from customers, share them with Sales Administration, provide corresponding quotations to the customers as may be appropriate, and negotiate or assist the Sales Manager in negotiating high level contracts and / or supply agreements with customers.
• Follow up on current quotations with customers at regular intervals or as may be required and inform the Sales Department and Application Engineering on the progress of the corresponding engine programs.
• Support the Sales Director, as may be required, in evaluating and clarifying contractual matters and other issues of particular importance with customers. Ensure best possible profitability of all OE and OES parts delivered to customers. Help analyze margins, both for existing and new business, and identify anomalies or opportunities for targeted improvements.
• Have an understanding on competitors’ prices and pricing strategies, evaluate this information (“benchmarking”) whenever appropriate, and keep the Sales Director duly updated on the results.
• Identify and monitor the long-term development trends marked out by customers as well as competitors’ strategies and market activities, and keep the Sales Department, R & D and Application Engineering informed.
• Liaise with and support the Tenneco Aftermarket Organization, as may be required from time to time.
• Support new acquisitions and joint venture activities of the Tenneco Corporation, as may be requested by the management.
• Review sales plans and forecasts as well as the status of customer programs, report variances and initiate or propose corrective action, if necessary in agreement with the Sales Director and / or Application Engineering.
• Ensure a close and open working relationship with all relevant Tenneco disciplines, with other Account Managers and Sales Administration, with local representatives, wherever applicable, as well as with Application Engineering, Project Management, Research & Development, Logistics, Quality, Manufacturing and Finance.
• Support manufacturing location decisions (MLD) and coordinate and help obtaining customer approvals for the transfer of parts to other locations.
• Identify cost down opportunities (together with Application Engineering and Operations, as may be seen appropriate), liaise with the Sales Director, and maintain log of all price proposals made to customers.
• Support logistics in resolving delivery problems and other critical customer issues, as may be required.
• Gather regular information on new engine programs and engine build rates from customers and advise the Sales Department and Application Engineering accordingly. Make sure that these numbers are duly considered in annual sales plans and strategic forecasts.
• Provide customer call reports and internal meeting minutes.
• Deliver reports on new business awards, wins and losses, new business opportunities, threats, pricing and cost issues etc. to the Sales Director on a regular basis, as required.

We are committed to the safety and health of our employees. We adhere to social distancing recommendations and other protocols, ensuring a safe work environment for all.