Key Account Manager

Date: Jan 28, 2023

Location: Plymouth, MI, US

Company: Tenneco

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.

 

 

Tenneco is one of the world’s largest pure-play powertrain companies serving OE markets worldwide with engineered solutions addressing fuel economy, power output, and criteria pollution requirements for gasoline, diesel and electrified powertrains.


We are looking for a Key Account Manager. The Key Account Manager and the OE Sales Manager will act as liaison between customers and Tenneco Engineering, Manufacturing and Finance teams and will be the main Tenneco representative, interacting with the Purchasing, Marketing, Engineering, and Quality functions at each customer.

 

This position is responsible for developing and managing current business commercial issues and new business opportunities for the Glycodur products for Tenneco’s bearing bushing and washers business unit.


Our recruiting team is ready to act immediately. You’ll first hear from someone in Talent Acquisition to schedule a phone screen, and then the next step will be a personal interview with our Hiring Manager. We pride ourselves on moving through the process quickly, and you can be sure of transparency and prompt communication.


RESPONSIBILITIES:

 

  • Responsible for supporting one or several customers.
  • Liaises primarily with the Sales Director Bearings, VP Sales, Sales Administration, other Account Managers and Application Engineering.
  • Works across all functional groups of the company and other Tenneco bearing 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 Director Bearings.
  • Share relevant information with the Sales Department and other functional groups of the company as well as with other Tenneco Bearing 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, SAFE, profit enhancement.
  • Identify and propose new business opportunities for Tenneco in close collaboration with Application Engineering.
  • Gather regular information relevant to prices and supply agreements, initiate cost calculations at the manufacturing 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 FMNet in close collaboration with Sales Administration.
  • In close collaboration with Sales Administration, prepare and submit quotation with possible documentation to customer.
  • Create and maintain Project File (Windchill) in close collaboration with Sales Administration and Application Engineering.
  • 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.
  • Gather regular information relevant to prices and supply agreements, initiate cost calculations at the manufacturing plants and support the Sales Department in providing proposals for pricing and contracts, both for new and existing business.
  • 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 Director 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 in particular 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 on the results.
  • 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 regularly 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, in particular with other Account Managers and Sales Administration, with local representatives, wherever applicable, as well as with Application Engineering,  Research & Development, Logistics, Quality, Manufacturing and Finance.
  • Support manufacturing location decisions (MLD) of the plants and coordinate and help obtaining customer approvals for the transfer of parts to other Tenneco 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 taken into account in annual sales plans and strategic forecasts.
  • Provide customer call reports and internal meeting minutes to the Sales Director on a regular basis.
  • 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.
  • Capable of providing support as requested by supervisor.

 

EDUCATION: Bachelors Degree in Engineering, Finance or Economics, Business Administration, or similar required.

 

SKILLS & EXPERIENCE:

 

  • Preferred 5-8 years in Automotive Industry respectively, PTFE product knowledge is preferred, grandfather knowledge (by doing the same kind of job for years)

 

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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, or protected veteran status and will not be discriminated against on the basis of disability.