JOB SUMMARY: The Key Account Manager, Off-Highway will build, strengthen, and manage strategic partnerships with North American off-highway customers. This role analyzes each customer's market position, business strategy, challenges, needs, processes, value chain, and key drivers-and effectively communicates these insights to the Stoneridge Electronics Division. The KAM will identify and pursue strategic business opportunities by developing strong relationships and internal champions within each account, enabling these champions to successfully advocate for Stoneridge solutions.
The Key Account Manager is also responsible for engaging with key industry influencers to create a comprehensive catalogue of Voice of Customer (VOC) requirements for new products, features, and services. Including managing and leading strategic discussions across multi-million-dollar customer accounts.
This role will work closely and persistently with Product Management and Engineering to ensure that new opportunities and roadmap priorities are informed and driven by VOC insights.
PRINCIPLE RESPONSIBILITIES:- Own and lead the overall customer relationship for high-profile, revenue-generating accounts as the primary point of accountability for all account-specific matters, including commercial, program, and quality management, while building and maintaining strong relationships with key customer stakeholders and decision-makers
- Build and maintain strong, long-lasting customer relationships. Be "Stoneridge's voice" at the customer ensuring that the customer understands our direction, leadership, product pipeline etc.
- Lead the identification of new business opportunities and collaborate with internal teams to develop strategy on how to best position Stoneridge to win business
- Grow current portfolio of business, ensure profitability and identify areas for improvement, for both the customer and Stoneridge
- Ensure the timely and successful delivery of Stoneridge solutions, according to customer needs and objectives
- Act as "Voice of Customer" in discussions with internal stakeholders; understanding customer needs, technology trends, processes, strategy, decision makers etc.
- Drive quotation process with support from product line management, ensuring quotes are submitted on time and in a professional manner, managing the RFQ process through its entirety
- Document and track customer open issues. Drive aggressively their resolution with all the other relevant functions (e.g., engineering, operations...).
- Drive contract negotiations with support from the Legal team
EDUCATION, EXPERIENCE AND KNOWLEDGE:- Bachelor's degree in Business, Engineering, or related field, required. MBA, preferred.
- Minimum of 10 years Key Account Management/Senior Sales or related experience with a track record of successful performance, including leading discussions with multi-million-dollar accounts.
- Minimum of 5 years of experience within the Off-highway market segment
- Demonstrated experience or capabilities in engineering or technical sales, highly preferred
- Executive-Level communication & presentation skills.
- Extensive experience in team building, coordination, collaboration, and detailed strategy planning and execution, required
- Willingness to travel up to 50%, domestic mainly, potential international travel
