Sr Account Manager

Moving mobility forward

We are Aptiv - a new technology company with a proven history of enabling mobility. Operating as Delphi, we pioneered advances in the industry. Now, as Aptiv, we're more dedicated than ever to bringing the next generation of autonomous vehicles, smart cities and connectivity to life.

Join our innovative team

Want to do more than just imagine the ways our world will move tomorrow? Here's your opportunity. Join the technology company that's transforming the future of mobility today.

About Aptiv

Aptiv is an advanced technology company with a proven history of enabling mobility. We're dedicated to bringing

the next generation of autonomous vehicles, smart cities and connectivity to life. Aptiv.com

About Advanced Safety & User Experience

Revenues of $15.6 billion in 2021 Aptiv PLC, AS&UX division performance $4.06B. This segment provides software solutions that serve as the brain of the vehicle, including providing the critical software development and systems integration necessary to enable passenger safety, security, connectivity, and comfort. This segment's products include infotainment and user experience systems, controllers, and active safety software and perception systems. These solutions increase vehicle connectivity, reduce driver distraction and enhance vehicle safety. The Advanced Safety and User Experience segment also includes our newly formed Mobility Services Group, which reports to our Chief Technology Officer and includes our Automated Driving Software and Systems businesses (nuTonomy and Ottomatika), Data Analytics businesses (Control Tec and Movimento), and our Smart Architecture team.

About this position

An account manager is responsible for new business growth as well as growth and value creation for existing customers. Responsible for contributing to commercial aspects in identifying, quoting, and winning new business, while increasing the size of the opportunity space with customer portfolio. S/he will contribute to the critical sales elements - including but not limited to customer strategy, price management, stakeholder relationship management internally and externally and sales cycle.

Responsibilities and duties

Customer Strategy

• Customer Strategy: understanding and influencing what drives economic value for the customer
• Aptiv Strategy: understanding what drives economic value -profitability for Aptiv, Enterprise & Divisional
• Develop customer power maps and identify decision makers
• Ability to analyze customer relationships; proactively identify recommendations on how to increase customer engagement and opportunities
• Ability to understand and qualify our value advantage versus our competitors; understand and articulate the strength of our offerings / solutions

Price Management, profitability and delivery booking

• Understanding price point for Aptiv products; develop & maintain pricing and cost models
• Provide accurate volume forecasts that takes into consideration customer data and market/economic cycle data
• Ability to lead and establish firm quote offers to customers; provide cost breakdown
• Ability to follow a cadence in account pricing reviews; negotiate price; bringing sales to closure
• Design, create or contribute to the creation and maintenance of crisp value selling material to support Aptiv's sales pitch
• Deliver booking plan for product line and segment
• Seeking opportunities for MCIP and profit improvement

Collaboration with Key Stakeholders - Internally & Externally

• Ability to gain comprehensive knowledge & experience with Aptiv's Product Development Process and Operations (EOS)

• Ability to be an effective business partner within a matrix, global organization; establishing credibility and trusted partnership within the Divisions & Functions
• Drive internal customer pipeline review - balance customer requests with current business conditions and investment priorities to meet annual sales plans
• Identify potential / future new business opportunities including advanced development studies, communicate the potential opportunities with sales manager(s) and Aptiv team.

Sales Life-Cycle

• Develop plan for customer sales meetings. Define goals for each stage within the sales cycle, including the possible concessions

Required competencies

• 3+ years' of experience and knowledge of sales in manufacturing or technology industry
• Self-motivated and dependable individual who knows how to prioritize work and delivery quality and timely deliverables with limited management oversight
• Decision making ability with sound business acumen and clear understanding of the market and financial impact.
• Strong presentation and communication skills (oral and written) and ability to present to both internally and externally.
• Structured thinker with ability to analyze data and draw recommendations / conclusions; confident in presenting a point of view both internally and externally.
• Ability to influence others without direct authority over them.
• Respond quickly to opportunities with a can do attitude towards the organization. Not afraid to take on bold challenges.
• Build trust and adaptive to change.
• Excellent command of English

Education: BS in Sales, Engineering, Finance or related fields

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Aptiv is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.