Account Manager

JOB SUMMARY

Under limited direction, builds and maintains effective long-term relationships with a defined customer

base, especially high value customers, to ensure a high level of satisfaction and increased revenues.

Identifies, develops and typically closes new sales opportunities. Serves as the primary interface for all

products and services, and creates demand for the organization's products and services by raising their

profile with customers. Helps to define and communicate customer requirements. Possesses broad

knowledge of organization's policies, products and/or services.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Communicates with (and visits) customers’ headquarters staff, stores, regional teammates and DENSO company personnel to ascertain and satisfy customers’ account needs.

• Assists in developing and implementing customer and product-based strategies for DPAM products.

• Supports business expansion activities.

• Cultivates, expands and maintains relationships with customers in order to identify potential and/or future business opportunities.

• Utilizes and presents competitor pricing analysis and may make strategic recommendations on how to improve and implement approved strategies.

• Keeps abreast of current products.

• Supports and attends regional sales meetings, customer annual sales meetings, trade shows, open

houses and lunch & learn meetings/marketing events to support the customers’ business.

• With the help of management, develops and executes accurate and complete sales plans. Ensures

maintenance and expansion activities support sales plan. Develops and reviews sales plans with

management and recommends and explains ranking, pricing and/or volume strategy for products.

• Reviews variance analysis and other related information to ensure accuracy and provides detailed

reports for management.

• Coordinates communications, marketing tools and promotions for assigned accounts.

• Negotiates product and related sales and marketing issues with customers.

• Builds, maintains and establishes strong internal and external networks in order to address and

resolve daily issues, gather information and focus on company goals and objectives.

• Coordinates cost-related commercial and business activities, as required. May help develop strategies and tactics for improving profitability. Tracks profitability.

• Analyzes and follows-up with customers and/or internal teams to negotiate value-added opportunities.

• May analyze and make appropriate recommendations to top management based on product pricing

strategies, customer roadmaps and/or internal targets.

• Provides guidance, coaches and oversees the work of lower-level colleagues. May provide input into

performance evaluations.

• Analyzes current processes and systems. Identifies and implements activities to improve efficiency

and effectiveness of sales and marketing activities.

• Performs other duties as assigned.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

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 the essential functions.

An equivalent combination of education and experience may be substituted for the minimum

qualifications listed.

Minimum Level of Education and Training Required

Requires a Bachelor’s degree in marketing, business or related field and 5-8 years of relevant experience, or equivalent combination of education and experience.

Minimum Level of Knowledge and Skills Required

• Strong knowledge of Sales Management, Relationship Management and Category Management procedures and terms including business and retail math

• Excellent written and oral communication skills including: writing reports, business correspondence, and delivering compelling presentations

• Advanced strategic thinking and analytical skills to evaluate and develop solutions to complex problems

• Working knowledge of the automotive aftermarket business. Candidates must possess experience working with or for a large retailer, preferably in the automotive aftermarket.

• Advanced level of experience using Microsoft Word, PowerPoint and Excel

• Experience with Business Intelligence platforms (DOMO, PowerBI, etc.)

• Strong knowledge of inventory tracking applications such as Oracle

• Strong knowledge of customer relationship databases such as Salesforce or Dynamic365

• Strong organizational and time management skills

• Strong customer service and relationship development skills

Physical Requirements and Work Environment

*Reasonable Accommodations may be provided to qualified individuals with ADA supported disabilities

Typically, the position exerts up to 10 pounds of force and/or negligible amount of force frequently or

• constantly to move an object. Visual requirements include color, depth perception and field of vision. Physical requirements include standing, walking, pushing, pulling, lifting, talking, hearing and repetitive motions. Position work environment is typically indoors in pleasant, well-lighted area with comfortable temperatures and in a controlled environment where no significant amounts of dust, fumes or odors. Unavoidable accidents and health hazards are unlikely.