ROLE SUMMARYLocation: Gastonia OR Raleigh, NC
#LI-Onsite
The
Sales Account Manager (SAM) is responsible for maintaining regional customer relationships, developing assigned customer accounts, and supporting business growth, including profit and loss responsibility and overall business steering.
JOB RESPONSIBILITIES- Serve as the Sales Account Manager and representative voice of the customer within MANN+HUMMEL.
- Act as the main interface with the customer, especially for all commercial topics, while maintaining strong relationships across multiple customer levels, such as purchasing and engineering.
- Analyze market and competitive conditions and develop conclusions and action plans, including marketing activities, to support sales targets.
- Conduct face-to-face sales activities with new and existing customers, managing day-to-day interactions to identify cross-selling and repeat-sales opportunities.
- Prepare sales opportunities by establishing customer intimacy and identifying leads and opportunities based on commercial and technical requirements.
- Assess customer needs and recommend appropriate products, services, and/or solutions.
- Develop and deliver sales bids, proposals, presentations, and product demonstrations.
- Develop medium- to long-term sales plans and strategies to protect, grow, and diversify relationships with targeted customers.
- Prepare strategies to grow profitable business within assigned accounts.
- Work with customers across all product levels, including standard products with configurations, adaptations, and new customer-specific development projects.
- Follow up on business opportunities before receiving an RFQ or, where applicable, provide an initial offer through the quotation and decision phase until product launch, including customer development afterward.
- Coordinate customer-specific projects, including pricing, technical, commercial, legal, and timing-related dimensions, while involving other relevant internal functions.
- Submit various types of quotations, from standard parts to new developments, and negotiate individual pricing based on the offer package.
- Negotiate customer-specific contracts in alignment with the legal department.
- Continuously monitor the fit between customer expectations and demands and MANN+HUMMEL's offer, including technical, commercial, and ecological requirements, and document deviations and negotiation points with the customer.
- Analyze the competitive situation in the market segment where the customer is active and compare MANN+HUMMEL's position with other market players at the customer on a regular basis.
- Conduct win/loss analysis for selected projects, including lessons learned with the appropriate internal team.
- Perform other duties as assigned.
REQUIREMENTSEducation:- Bachelor's degree in Business Administration, Engineering, or a related field.
Experience:- 3-5 years of sales or customer-facing sales engineering experience within industrial manufacturing environments.
Required Skills:- Proficiency using SAP or other ERP systems.
- Excellent English communication, negotiation, and conflict-management skills.
- Strong Microsoft Office skills, including Excel, Word, and PowerPoint.
- Proven and successful presentation skills.
- Technical ability and understanding.
- Ability to travel up to 40-50%, primarily domestic travel.
Preferred Experience & Skills:- Customer-facing technical sales experience in oil-mist separation filtration solutions.
- Previous sales or sales engineering experience in add-on equipment.
- Electro-static/EDM equipment and tool shop knowledge.
