Strategic Account Manager, OE/OES

Tenneco is one of the world's leading designer, manufacturers and marketers of automotive products for original equipment and aftermarket customers, with approximately 78.000 team members working at more than 300 sites worldwide. Through our four business groups, Motorparts, Ride Performance, Clean Air and Powertrain, Tenneco is driving advancements in global mobility by delivering technology solutions for diversified global markets, including light vehicle, commercial truck, off-highway, industrial, motorsport and the aftermarket.

PURPOSE

The purpose of this job is to coordinate and execute business plans for existing and new customer accounts. Strategic Account Managers work to generate value for partner accounts while driving revenue growth through identification of new category and market opportunities. They are responsible for earning the trust and respect of account stakeholders, optimizing business opportunities, and delivering on commitments and transforming account insights into innovative ideas for tomorrow.

Strategic Account Manager

OES Strategic Account Manager provides specialized support for key wholesale distribution and OE/OES accounts. They work closely with partner accounts to develop and execute 1-3 year strategic plans, focusing primarily on sustaining current margins while also driving growth for existing and underpenetrated product lines. As the primary DRiV point of contact, the SAM is responsible for providing direction for the sales organization in support of key account objectives.

ESSENTIAL TASKS AND RESPONSIBILITIES

Strategic Partner

• Execute business plans to increase sales and revenue in support of DRiV strategy
• Collaborate with partner accounts to identify ways that DRiV can help them accomplish their business goals
• Organize, lead, assign, and track activities for development, implementation, and maintenance of value-generating activities to meet customer needs
• Develop timelines and activity reports to drive on-time completion of critical tasks

Relationship Management

• Build relationships with key decision-makers in partner organizations
• Address customer concerns in a swift and effective manner to maintain customer satisfaction
• Monitor financial account status and collaborate with key partners to ensure alignment

Communication & Collaboration

• Develop forecasts, monitor performance and report the status of sales goals to DRiV leadership
• Inform partners on pricing updates, new products, or special offer programs
• Present, persuade and educate customer audiences on the value of DRiV's portfolio
• Communicate with cross functional teams to identify opportunities and retain partnerships
• Ensure sales and engineering collaboration is sustained throughout organization (new/existing business)
• Maintain records of customer market and industry intelligence utilizing Salesforce/Cloud
• Develop product recovery plans for strategic customers in all applicable categories
• Partner with product team and plant controllers to ensure margin objectives aligned with DRiV expectations

Eye for Opportunity

• Negotiate sale of products and programs based on opportunity analysis
• Research account objectives to identify new opportunities for account development
• Recommend products/services based on identified customer needs to generate additional value
• Leverage multiple sales data sources to expand account sales for new DRiV products
• Prepare commercial documents and presentations for internal management approval

SPECIALIZED KNOWLEDGE, SKILLS, & ABILITIES

Knowledge

• Sales/marketing principles and techniques
• DRiV brands and services
• Partner account information
• Logistic management principles (i.e. Risks associated with product supply logistics)
• Data reporting systems
• Financial calculations: Margin, performance to AOP, fill rates

Skills

• Software: Microsoft Office, SAP/Cloud for Customer or other CRM platforms
• Data analytics/visualization: Microsoft PowerBI, Excel, PowerPoint
• Project management
• Coordinating collaborative team efforts
• Conflict resolution

Abilities

• Strategic focus - Prioritize tasks based on urgency
• Communication and collaboration across functional disciplines
• Public speaking
• Communicate importance, urgency, and priority in order to motivate action

QUALIFICATIONS

• 4-year degree in business, marketing, or relevant field
• 3+ years of progressive experience in sales, account management, or marketing
• Computing skills:
  • Microsoft PowerPoint & Excel
  • Reporting & Data Analytics (Microsoft Power BI)
  • SAP-driven point-of-sale data
• Analytical skills
  • Able to read and interpret data, communicate insights to customers, and identify growth opportunities
• Presentation skills
  • Able analyze data metrics and present findings to internal stakeholders and customers
• Communication skills
  • Microsoft Teams, phone, other virtual meeting software
• Ability to travel
  • Will require travel to account sites, distribution centers and manufacturing plants
• Preferred:
  • Business, finance, accounts payable knowledge
  • C4C experience

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.