Aleris

Manager, Key Account - Automotive

Function
Sales & Marketing
Relocation Available
Yes
Position Type
Full Time

Overview / Job Summary

Aleris is a global leader in the manufacture and sale of aluminum rolled products, with approximately 14 facilities in three geographically aligned business units in North America, Europe and China. We serve a variety of end-use industries, including aerospace, automotive, defense, building and construction, transportation, packaging, and consumer goods.

The Automotive division of our North American business unit is seeking to add a talented Key Account Manager (KAM) to its Sales and Marketing team at our Innovation Center located in the Detroit, MI area. 

The KAM is responsible for the accomplishment of the multi-yearly business plan with the assigned customers. This position will develop the necessary tools and activities to reach and exceed the planned volume, margin, customer and product mix and reports accordingly. The KAM will lead a cross-functional team to proactively and systematically identify, create, capture and sustain value for Aleris and its customer.

Responsibilities Include

Business Planning

  • Establish account plans for main accounts including a growth strategy, action plan and lead activities. Present them to the management and defend the strategy. Take the strategic input from management into the account plan and update this regularly.
  • Build a multiyear vision for the order portfolio including volumes and margins.
  • Develop the customers in line with the general Sales and Marketing and Automotive strategy.
  • Steer and manage an interdisciplinary team to assure that customer business development meets long term strategic planning. Chairs the cross-functional account team with representatives out of different internal Aleris departments. Ensures the team works actively breaking down the strategy defined in the account plan.
  • Develop a key account plan including potential, strategic direction and necessary actions.
  • Manage the business development plan for customers, including global product and pricing strategy/tactics in close cooperation with the team members. 

Sales Management

  • Manage sales activities for current and new business programs.
  • Act as the main and first entry point in the relationship with customer.
  • Develop strategic relationships with key accounts to achieve long term, sustained and measurable business value for both parties.
  • Ensure as regularly as requested a volume and price forecast for the customer base. Liaise with Customer Service in order to have this forecast translated into the necessary system reservations as well as helping defining the necessary Service Level Agreement.
  • Maintain a close relationship with all customers through regular visits, frequent contact and high reactivity on every solicitation coming from the customer base. Ensure communication about this contacts by visit reports and ad hoc info briefing. Bring voice of the customer inside Aleris organization.
  • Provide quotations and prepare negotiations using the mandate preparation and discussion as a main tool. Lead (jointly or not) the negotiations with customers within the defined limits.
  • Work out value propositions towards the customer.
  • Protect and improve profitability margin by analysing the data coming from available systems, steer the customer- and product mix .
  • Apply strict internal policies (ie pricing, credit, etc.) and uses the deviation rules where applicable.
  • Support credit management and encashment in their role whenever needed by obtaining the requested information or action from the customer.
  • Ensure a regular, swift and complete circulation of all relevant information coming from the market place regarding customers, competitors and market segments.
  • In case of contract, ensure all necessary information is available to book the orders immediately. Liaise with the customer in case of need for clarification or of counterproposal. Manage customer contracts such as price indexation, tooling purchase orders, piece price purchase orders, Terms and Conditions, etc and reviews for accuracy and consistency.
  • Build business case for new business/product development initiatives. Support Aleris Product Management (APM) process.
  • Actively participate and contribute to technology projects within the APM stage-gate process of Aleris; take commercial project lead of technology projects for the allocated customers.
  • Together with the Field Engineer form the “core team” and assure seamless information flow.
  • Establish and maintain a key-account-management tool.
  • Report out on regular basis about status & actions related to main KPI’s (volume, margin, DSO, aged inventory, etc.).

Other Responsibilities:

  • Represent the Sales Director when requested.
  • Entertain a close relationship with professional bodies, visits trade fairs and conferences, reads the specialised press, etc.
  • Ensure regular contact with relevant teams in the various plants for which he/she sells.
  • Present the Key-Account-Management of the customers at executive meetings.
  • Assess customer satisfaction. Follow-up customer KPI’s. Establishes and implements corrective actions.

Required Qualifications

  • Bachelors Degree in Business field or Engineering required. MBA preferred.
  • Minimum of seven (7) years of automotive experience in this or a related field.
  • 3-5 years of experience in similar environment in sales.
  • Good knowledge of the markets and customers.
  • Experience in working in an international environment.
  • Experience and proven track record in key-account-management with Auto OEMs.

Skills & Attitude

  • Good negotiation skills
  • Customer oriented
  • Analytical skills
  • Result oriented
  • Superior oral and written communication
  • High professional standard
  • Leadership (steering, managing a team without being the boss)
  • Team player

Aleris is an equal opportunity employer and supports diversity in the workplace. Qualified applications will receive consideration for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Our HR teams will reach out to the applicants who met the qualifications and most closely aligned with requirements of the positions.

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