Key Accounts Manager

This position would be Customer focal for certain key PV & CV OEMs with end to end ownership. Driving Top line growth while ensuring healthy bottom line Supporting for flawless launches Driving customer experience would certain key responsibilities.

Responsibilities :

Business Growth:
New Business Development by taking responsibility of customer engagment on behalf of Garrett to formally secure opportunity to quote on new businesses.
Secure information on future customer needs and feedback to Marketing team for new technology development.
Lead cross functional team in the development and execution of the project win strategy value proposition Management Operating System (MOS) and key customer contact plans.
Accountable for documenting distributing and following-up on project information to senior leadership including all subordinates deliverables.
Build present and secure business case approval for quote submission. Responsible for providing senior management team with required business case scenario analysis/ presentations containing necessary information and supporting analysis to make appropriate business decisions.
Work with Customer leadership team for techno-commercial negotiations and secure business award thorough baseline management
Continuously monitor SOD identify potential SOD increase opportunities and work on game plan to increase SOD in unserved or underserved segments / customers
Identify customers for engagement and Pursue potential POC/engagment opporutnities for Garretts Zero Emission Vehicle technology offering for automotive segment & Industrial segment product offerings.

Driving pricing actions(commercial negotiations other than business win related):
Responsible to have techno-commercial negotiations with customer purchase team securing price agreement for changes to product during development stage and drive profit margin expansion.
Post successful launch drive internally with Application Engineering and Sourcing team for cost down potential ideas during series production to mitigate profit margin impact of contractual pricing pass through.
Drive lower proto cost internally and higher proto price from customer to ensure proto profit margin of >25%.
Negotiate with customer Purchase for trade-offs against requested compensation - restrict contractual price pass through etc.
Identify non-contractual commercial opportunities during developement & series life of the program & negotiate with customer purchasing team for driving profitability improvement.

MOS Responsibility:
Responsible for providing management team with well written and oral presentations with necessary information and supporting analysis to make appropriate business decisions.
Monthly update of rolling 24-months Sales forecast for financial revenue analysis.
Responsible for preparing Yearly Annual Operating Plan and aligning with management for proposed volumes revenue etc.
Engage with customer leadership to understand future business opportunity and update 10-year rolling volume forecast in STRAP (Strategic Planning) tool
Responsible for driving periodic leadership connects with customers.

Ensure Flawless Launches:
Responsible for ensuring profitability schedule adherence and robust technical qualifications completion for launch management of new business wins.
Responsible for robust baseline management with customer on commercial and technical aspects before launching of product.
Drive transactional pricing with customer purchase team for customer linked design changes during development stage of product.
Lead commercial relationship with customer product launch teams to ensure customer satisfaction and profitable product launch.

Customer experience:
Drive customer feedback via customer experience surveys and monitor Net Promoter Score
Ensure internally process adherence to drive customer experience related actions (system updates driving 5-Why submission etc)
Drive Net Promoter Score improvement by addressing improvement areas suggested by customer
Present to Garrett leadership customer feedback in appropiate formats along with action plan to address customer suggested improvement areas
Ensure timely closure of legal contracts like purchase agreements warranty agreements etc as per customer expectations while protecting Garretts interest.

Past dues(Account Receivables from customer):
Monitor past dues with support from sales support and ensure past dues of <1% for minimum 9 months in a year
Ensure timely customer escalations to mitigate risk of cash receipt as and when risks are highlighted .

Education :Degree in Engineering. MBA in Sales/ Finance will be preferred

Experience : 8-12 years

Key Skill : Experience in leading a cross-functional team in the development and execution of the project win strategy value proposition Management Operating System (MOS) legal contracts and key customer contact plans