Careers

ACCOUNT MANAGER JOB DESCRIPTION

Job Title: Account Manager
Department: Sales
Reports To: Vice President of Sales
FLSA Status:  Exempt

SUMMARY: Carries out regular contact and communication with customer purchasing, engineering, material control, quality and manufacturing groups to increase sales revenue (and margins) utilizing a technical sales approach. The primary objective of this position is to increase sales (and margins) at new and existing customers.

The ideal candidate is highly motivated, self-starter, a “do what it takes to get the job done” individual that will correctly position Company’s expertise and capabilities to add value to our customers business.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Establish goals and develop strategy to achieve goals.
• Determine customer needs and how to position the Company to meet these needs.
• Sell the Company to the Customer.
• Provide day-to-day support to technical sales activities (e.g. quotes, feasibility reviews, VA/VE activity, trouble shooting).
• Provide senior level Account Management for all assigned customer accounts via both direct personal efforts and engaging the support of all pertinent internal departments (Engineering, Quality, Manufacturing, Materials, Finance).
• Establish and maintain very strong direct relationships with key customer(s) contacts, targeting their purchasing, engineering, material control, quality and manufacturing groups.
• Attend product development meetings, plant tours & tryouts and follow-up on information requests from the customer.
• Coordinate and review all incoming requests for prototype, tooling and production quotations. Provide estimating with the required information to put together an accurate quotation.
• Review and submit all quotes and other correspondence at assigned accounts. Participate in customer meetings to substantiate quote assumptions and content.
• Follow-up on quotations and provide quotation feedback (provide target pricing when possible), so the Company can work to “win” the business.
• Monitor assigned customer portals.
• Identify and follow-up with assigned customers to proactively address and close ALL open issues
• Follow engineering changes with customer and within the Company to ensure proper implementation.
• Support the APQP process.
• Works with Customer Service and customer to resolve production issues as they affect the customer (e.g. short shipments, incorrect releases, packaging shortages).
• Prepare presentation materials for sales meetings and customer meetings.
• Prepare detailed meeting notes for internal and external meetings.
• Monitor the Company’s competitive position (e.g. capabilities, quality, price, delivery, customer penetration, market perception) and inform Management.
• Maintain knowledge of latest available processes, materials, tooling, and in-house production processes.
• Monitor written and electronic media for developments regarding the customer.
• Adherence to all company policies and procedures (e.g. Quality Policies, Employee Handbook, etc.)
• Utilize and maintain Company MRP/ERP system with the most up to date information, where appropriate.
• Acquire new customers in previously established and new markets.
• Identify and follow-up with potential customers through various business prospecting techniques (e.g. cold calling, trade shows, industry events, networking) and relationship building activities.
• Frequently visit customer facilities, assuring that the Company is meeting or exceeding customer requirements.
• Establish and maintain personal rapport with customers in all departments and at levels of the organization.
• Act as a positive conduit for Company’s senior management to interface with key customer(s) senior management as often as possible.
• Provide prompt (responsive and available) service to ALL customers.
• Other duties as assigned.

In conjunction with the Vice President of Sales:

• Develop sales and marketing plans to maintain and expand Company’s customer base in target markets.
• Develop specific account level strategies and tactics to grow the Company’s sales, improve margins, and further entrench the Company in customers business as a supplier partner.
• Assist in the preparation of sales forecasts (including build out), sales funnel projections and negotiations.
• Prepare and maintain financial tracking documentation on existing booked business, including open commercial issues, gross margin, material margin and contribution margin analysis.

Time Management:

• Hours of work requirement: 40+ hours typical, subject to work demands.
• Days of week work requirement: Monday through Friday is typical, but some weekend work may be required.
• Ability to travel domestic (40% – 60% of the time), and internationally if needed.

Company Relations:

• Comply with all company policies and operate within the expense budget.
• Work and develop positive relationships, communicate and coordinate activities with employees in Sales, Operations, Finance, Human Resources and Materials Management.
• Must be a team player. Contribute to the Company’s success through effective communications and personal performance.

IMPACT ON CUSTOMER QUALITY  Failure to perform these activities will likely result in dissatisfaction to the internal/external customer.

• Follow established instructions and quality standards.
• Must ensure customer requirements are properly documented and communicated to Company personnel.

QUALIFICATIONS  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

• Business, Marketing, Engineering, Technical Degree or equivalent job experience.
• Technical background (including knowledge of blank, progressive and transfer dies, deep draw, resistance & robotic welding, and assembly processes).
• Understanding of business financials (e.g. margin reports, income statement, cash flow), budgeting process, and calculating Return on Investment (e.g. NPV, IRR).
• 10+ years of proven technical sales experience in the metal stamping industry; experience selling configured blanks, and value-added assemblies is a plus.
• Proficient with selling based on value-added pricing, outsourcing and complex sales cycles.
• Consultative sales engineering skills including problem solving and conceptualization. Must be able to clearly articulate ideas to a diverse range of customer personnel from front office to shop floor.
• Sound understanding of mechanics, basic manufacturing processes, and demonstrates competent analytical skills.

LANGUAGE SKILLS Ability to read and write documents such as safety rules, production and quality recording and manufacturing work instructions.

PHYSICAL DEMANDS AND WORK ENVIRONMENT Items described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands:

• Duties include but are not limited to: stand, walk, twist, bend, lift, see, talk, and hear.
• The employee must occasionally lift and/or move up to 25 pounds.

Work Environment:

• Office environment and manufacturing shop floor environment
• Duties include but are not limited to: stand, walk, twist, bend, lift, see, talk, and hear.

When you join the Dennen team you will receive outstanding benefits. In addition to regular wages, Dennen is very pleased to be able to extend benefit opportunities to all full-time associates and their dependents. What follows is an overview of the benefits available to each of our associates.

Highlights of Benefit Opportunities with Dennen:

• Medical, Dental and Vision insurance offered to associates and their families effective the 1st of the month after 30 days employment
• 401k retirement plan and company matching – effective the 1st of the month following 90 days employment
• Company paid life insurance (1X base wages up to $50,000)
• Company paid Short Term Disability after 1 year of service
• Additional life insurance for self, spouse, or children available
• Long Term Disability
• Flex spending and Dependence Care
• Generous PTO and Vacation packages
• Nine paid holidays
• Associate Assistant Center – confidential service at no cost to associates or anyone in their household