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Manager, Engine & Specialty Sales

Company Name:
Bendix
Manager, Engine & Specialty Sales
Tracking Code
11979
Job Description

This position is responsible for acting as the primary interface with Specialty and Engine Original Equipment Manufacturers (OEM). Must set direction and create strategic plans for growth of Bendix products within these markets while managing all aspects of account management amongst these diverse segments. Must support the execution of these plans within the customer base while providing input back into the Bendix product business teams that will ensure connectivity between the business and specialty OEM's.

Knowledge:

In-depth knowledge of both the domestic and foreign commercial vehicle industry.
In-depth knowledge of vehicle chassis systems and controls.
Knowledge of Bendix/KB operations, design and application of product and system strategies.
Comprehensive knowledge of the dynamics between the OEM and Aftermarket relationships on a global basis.
Required Skills

Coordinate customer strategies with Bendix strategies to effectively win and meet company's financial goals (pricing, contracts & accounts receivable management) via annual Mid-year (MOP) and Strategic Planning (STRAP) targets.
Monitor competition and communicate to product/CoC (Center of Competency) marketing teams to ensure an understanding of the external market and track competitive positioning and threats.
Customer expert for Bendix & KB to understand customers' needs and requirements, customer organization and buying behaviors, size of opportunity, timing of opportunities, who's the decision maker etc. and effectively communicate back to KB leadership.
Develop Goals & Objectives in line with Bendix Goal Tree. Diligently work to identify business opportunities with customer and set business and individual goals/objectives accordingly. Drive Opportunities at Bendix and Customer.
Be the voice of the customer for Bendix by building and maintaining relationships with internal and external customers including purchasing, marketing/sales, engineering, manufacturing, warranty and customer service, finance, etc.
Effectively communicate (oral and written) the customer's needs and requirements throughout all levels of the organization. These include customer organization and buying behaviors, size of opportunity, timing of opportunities, decision makers etc.
Interface and coordinate with Bendix application engineering and design engineering all product programs including cost reductions. Support the resolution of engineering issues with end users. Manage the coordination of new launches and modifications to existing Bendix products at customers.
Manage budget/spending as directed.
Help coordinate strategic direction for Bendix interactions with Specialty OEM markets; including - suspension, axle, military, defense, bus, coach, medium duty, refuse, construction, and off-highway OEM's.
Provide support for Bendix international and export efforts; support global KB route-to-market strategies.
Required Experience

A minimum of 7+ years of experience in heavy vehicle industry - preferably major OEM account management with sales focus in Engines and/or specialty OEM in Heavy Vehicle, Automotive and /or Component Manufacturing industry.
A minimum of 3+ years of prior management experience.
International account management experience preferred.

Skills:

Customer Focused. Ensures customer needs and relationships are prioritized in conjunction with other strategic initiatives.
Account Management/Technical sales experience in selling solutions.
Self-starter with a bias for action who must independently operate with a sense of urgency to address customer or internal issues/requests.
Develop effective team mentality that inspires and develops individual performance
Excellent leadership skills including the ability to influence and negotiate.
Strategic thinker to ensure that Bendix and Knorr-Bremse OE & Aftermarket distribution, product, and pricing strategies are aligned.
Strong interpersonal, oral and written communication skills. Capable of formal and informal discussions at all levels within Bendix/KB and external customers.
Excellent presentation skills.
Job Location
Elyria, Ohio, United States
Position Type
Full-Time/Regular
Relocation Assistance Available?
Yes
Travel Required
Up to 50%

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