Garrett - Key Account Manager

Garrett is looking for a seasoned Key Accounts Manager who would drive Business Growth within respective customer accounts and look for opportunities within customer accounts/at new customers to expand SOD in unserved/under-served segments. Key Accounts Manager would also be responsible to ensure profitability improvement, driving Net Promoter Score improvement (Customer Experience), supporting in flawless product launch, internal MOS adherence for management reporting etc.

A) Business Growth:

- New Business Development by taking responsibility to engage with customer through oral and written communication 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 subordinate's deliverables.

- Build, present and secure business case approval for quote submission.

- Responsible for providing senior management team with well written and oral 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

B) Drive Net pricing at customer accounts:

- 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.

- Negotiate with customer Purchase for trade-offs against requested compensation -restrict contractual price pass through, etc.

- Work with Legal General Counsel and customer Purchase Teams, Legal team for sign-off of Basic Purchase Agreement.

C) 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.

D) 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

E) 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

Qualification:

- Degree in Engineering.

- MBA in Sales/ Finance will be preferred.

- 8 to 10 year's minimum automotive industry experience.

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

- Experience in handling Indian, Japanese, European Automotive OEMs