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Strategic Account Manager - Powertrain - Automotive Job


Location: 

Farmington Hills, MI, United States

Employment Type:  Regular
Category:  Sales
Posting Date:  Jan 30, 2023

Situation in Organization

  • Reports to the National Sales Manager Automotive
  • Engages with phenolic chemist and PLM to screen and evaluate new opportunities and complaints related to current business.
  • Direct access to shared resources: R&D, Legal, Marketing, Technical Support, Analytical and MARCOM

 

Job Dimensions

The role is a dedicated sales account manager responsible for phenolic resins and nitrile phenolic adhesives sales in automotive power train applications.    The role will be part of the Automotive team based in Farmington Hills MI.   This person will maintain a mature territory of approximately $15m in sales revenues and 28 accounts while also identifying new opportunities in the current account base and new prospects in transmission, brakes, clutches, etc.

 

Activities

 

Automotive powertrain and friction (AMAS)

  • Account management – provide appropriate support and touch points for sizable automotive friction accounts Knowlton, Borg Warner, Brady, and Raybestos, developing relationships with various functions at these complex organizations.
  • With support from PLM monitor price and margin taking action in a timely manner to maintain and grow margin
  • Identify new targets and applications within powertrain and generate new projects and prospects in this space.
  • Map out opportunities for phenolic resins and nitrile phenolic adhesives in the US and execute plan  to approach targeted customers by identifying and attending powertrain, transmission, brake, and axle conferences and symposiums.
  • Map out targeted corporations to determine the decision makers and influences within the org hierarchy.  Important to find the key adhesives decision maker versus materials leads.
  • Initiate technical development for adhesive solutions for targeted accounts and/or opportunities
  • Clearly document existing and new company approach in SF.com which included building the contacts, opportunities and visit reports
  • Develop Market Intel within SF.com as the system comes on line.  This could involve customer material usage information and/or competitive information leaded through discussion

 

Strategic market intelligence activities

  • Generate deep insights in the regional market structure, needs and trends, through market studies and analysis
  • Participate in local market intelligence and competition benchmarking 
  • Understand the consumer’s expectations and evolutions directly and through our customers or other “stake holders” (entities that may have influence in the market trends and product choice, like equipment manufacturers, designers etc.)
  • Identify unexploited or new applications, new customers and opportunities in the region
  • Help set the R&D priorities for new products development and to resolve technical challenges in a timely manner

 

Context and Environment

  • New role within Durable Goods Mobility Automotive focusing on phenolic powertrain friction
  • Balance of business maintenance and growth of new business.  

 

Accountabilities

  • Year over year sales – maintain and grow
  • Margin – to be maintained as the floor and expanded where feasible
  • Growth – this is a mature market but Bostik has not saturated the market – the powertrain account manager will seek and find new prospects to grow the business.  

 

Qualifications/Experience Required

  • Excellent technical background with BS in Chemistry or Chemical Engineering preferred,
  • Powertrain experience and automotive supply chain experience.
  • Entrepreneurial spirit
  • Ability to analyze and structure data for customer and internal presentations
  • Comfortable presenting to large groups
  • 8 years’ experience in territory management. 
  • Frequent traveling ~ 50% on average
  • Flexible working attitude, understand prioritization and urgency
  • Team spirited and ability to work well in groups
  • Excellent interpersonal skills for internal and external communication and management of resources
  • Dynamic & Innovative with open and flexible mind-set
  • Negotiation skills

 

A career with Bostik offers a collaborative work environment and supportive development to reach your career goals, with benefits starting day one as part of our competitive total rewards strategy.  Bostik, an Arkema company, is a leading global adhesive specialist in construction, consumer and industrial markets. For more than a century, it has been developing innovative adhesive solutions that are smarter and more adaptive to the forces that shape daily lives. From cradle to grave, from home to office, Bostik’s smart adhesives can be found everywhere. With annual sales of €2 billion, the company employees 6,000 people and has a presence in more than 50 countries. www.bostik.comThe diversity of our employees is an asset we value and commit to from recruitment through career management.  Bostik is an EEO/AA/Drug Free Workplace.  The above information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications


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