大客户经理Key Account Manager_EM

Acquisition part: Responsible for acquisitions within the cross functional customer team - Define of the acquisition strategy for specific OEM sourcing - Lead the cross functional acquisition team - Lead acquisition specific pre-selling activities aligned with customer team, GCT/RCT and CCE in particular - Select, define & apply acquisition tools (battle plan e.g., job stopper, war gaming, specific acquisition man mapping), aligned with Stakeholders - Identify acquisition specific customer trends and

, market activities and competitor information in collaboration with EO - Initiate Sales Price analysis for respective product/component - Ensure release of SE1/2/3/4 (incl. bottom-line) - Define, align and implement pricing strategy - Check quotation specific terms and conditions (e.g., customizing sales business frames) - Manage acquisition negotiations and closure within released "bottom line" (product price, application costs, tooling, logistics, samples etc.) - Prepare and release customer quotation letter, compliant with Sales Business Frames standards - Assure involvement and prepare proper project handover with Customer Project Manager and Commercial Manager, incl. necessary documentation - Prepare lessons learned after each acquisition, incl. won/lost analysis - Enter generic customer requirements into CRS Tool and ensure completion of requirements evaluation - Ensure and provide best practice exchange with other accounts Commercial part: Responsible for the commercial aspects of a product/component within the cross functional customer team - Evaluate business cases, clarifies Sales business frame with BU - Negotiate EWAK, Logistic, Packaging with customer - Negotiate customer and tier-x contracts (e.g., terms and conditions, RMI impact, prices) - Monitor/track negotiation of project specific EOS, DOP, EDOP - Price management: Globally prepare or lead PCR negotiation considering volume effects, ECM-/RPP-measures and RMI impact analysis, management of contract updates based on additional customer requirements - Customer Price Checking for 4-eye-principle (into Global Price Master: Pricing Workflow): Responsible in ramp up/ series phase - ECM-/ RPP-implementation: Responsible for implementation of ECM-/RPP-measures for the global account with support of customer team and BU/PRM-C. Proposes & defines change bundles of multiple products within global team based on change roadmap under consideration of customer change windows and account profitability. - Preparation of customer quote letter according to customer-template (legal entity) in ramp-up/series phase, including dual signature policy / co-signing, coordination of Tech reviews. - Confirmation of purchase order according to customer-specific standards or project specific contracts. - Responsible for Sample planning and Sample price management, aligned with PjM and SCP - ISAC reporting: Responsible for regular AcT-tracking and -reporting including ISAC data update, prepares Acquisition review - Business planning: Responsible for VPZ planning (incl. ECM-/RPP-measures), Price planning, Special revenue planning and Risk planning (Quick savings) - PLCM: Assures on time (by end of series) cancellation of part numbers, quality of PLC-data and handover to After Market - Support EO/SCC on GB-specific account receivable issues - Key user Customer IT Portal, aligned with SCP - Data management in customer IT Portal, e.g. Covisint c-time, e-docs, TTS, WBV, aligned with SCP Job Qualification: - CN NEV OEMs experience preferred - Bachelor, Major in engineering area, prefer in Automotive - Good knowledge of automotive industry - Good sales basic skill, incl. communication, negotiation, presentation, marketing, etc. - Good sense of customer orientation and services to others - Be willing of traveling frequent and working under high pressure - Be familiar with Microsoft office: PPT, EXCEL, OUTLOOK - Good command of English language both written and spoken, use English as working language - Familiar with target customer process& man-mapping is plus - At least 3-5 years of sales experience in automotive industry