Account Manager 3

Illinois Tool Works · Beauchamp

Job Description:

Position Summary

We are seeking a driven and commercially minded Account Manager to join our dedicated Stellantis Sales Team, based preferably in Beauchamp, France, and reporting to the KAM Stellantis.

The role is focused on profitable growth, new business acquisition and defending existing business within a defined application perimeter. The Account Manager will identify and convert opportunities by combining strong customer relationships, commercial and data analysis, and sufficient technical understanding to work effectively with customers and internal engineering teams.

A key requirement for this role is a strong Aggressive Growth Mindset. The successful candidate will proactively anticipate opportunities and will translate customer needs into innovative, robust and commercially attractive solutions that create measurable value for Stellantis and ITW.

OVERALL TARGET

Deliver valuable & sustainable revenue growth, over market pace.

MAIN TASKS RESPONSIBILITIES:

Build an opportunity pipeline:

Identify new business development areas & also areas at risk.
Collect specific customer insights (pain-points, requests, …) in a structured way, to feed opportunity assessment (“EXPLORE”).
Prioritize & rank growth opportunities, consistently with Division strategy, using Impact vs Effort tools.
Understand customer organization and decision process.
Select growth lever: New solution development (CBI) or proliferation of existing solutions.
Build the Value Proposition following Value Selling process.
Grow customer network – nurture the “trusted advisor” reputation at customers.
Ensure qualitative technical promotion at customers.
Collect information about competitors & market trends.

Convert opportunities into business awards

Build the quotation replying to customer tender, or to support selling initiative.
Collect feasibility study results & gather costs.
Based on value proposition and competitive situation, develop a pricing strategy.
Build the corresponding Business Case, ensure profitability and get approvals.
Develop a value selling tactics to ensure business success, while optimizing profitability for ITW.
Close the deal, book award & support revenue planning process (budget).

Project Management:

Be the main Project interface to customer & ensure customer satisfaction.
As project leader, achieve the Quality, Cost & Performance targets within the Schedule.
Coordinate the actions of Project contributors (Engineering, Lab, Operations, Purchasing, Logistic...).
Keep and maintain project schedule & open topic list.
Organize & lead project reviews.
Regularly report to Division leadership – Escalate when necessary.
Keep project data clean / prepare & participate to Innovation gate reviews & APQP gate reviews.

Adjacent tasks if a specific Tier1 customer account is assigned:

Lead yearly negotiation.
Manage global frame agreements.
Be the main ITW representative to the customer & ensure customer satisfaction.
Support global OEM strategies & ensure consistency with Tier1 customer strategy.

Soft skills:

Aggressive Growth Mindset - proactively and strategically pursue profitable growth with a disciplined execution, speed, resilience, and strong accountability for results.
Strategic thinking.
Business acumen – negotiation skills.
Ambition & hunting skills: strong desire to win, sets challenging goals, seeks continuous improvement.
Leadership & sense of urgency: executes with urgency.
Accountability / Entrepreneurial mindset.
Problem solving.
Data driven approach: strong analytical skills to identify trends, prioritize opportunities and translate data into actions.
Ability to focus on the ’80 topics / capacity to delegate.
Proven ability to collaborate with cross-functional and global team: learns from others, shares good practices and recognizes that diverse perspectives strengthen decisions, innovation and customer solutions.
Excellent communication skills - Interpersonal & Intercultural ease.
Curiosity / Capacity to investigate / Ability to challenge the status quo, actively seeks feedback and translates constructive criticism into improved performance.
Mobility - willingness to travel.

Hard skills

Experience in Automotive industry at OEM, or in a role interfacing OEM.
Experience in project management / APQP or Automotive product development.
Experience in Plastic injection is a plus.
Experience in Automotive fasteners is a plus.
Fluency in English & customer or location language.
Basic skills in Mechanics.
Basic skills in Finance (product cost structure).

Bachelor's degree in Engineering, Economics, Business or equivalent

Compensation Information:

65000 - 75000 K EURO

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