GENERAL SUMMARY Responsible for overall Customer relationship with focus on customer strategy, growth and management of commercial activities. Coordinate all new and production business, program quotations and activity for all stages of development and production together with the support of various internal  departments. Lead and manage the Account Manager where applicable. Manage commercial communications and negotiations with customer to secure the business and achieve expected profitability. Data-driven individual focused on profitable growth and has the ability to persevere through obstacles and deliver annual objectives on a consistent basis ESSENTIAL JOB FUNCTIONS A. Identifies new business opportunities within existing and new accounts. 1. Generates prospect lists for sales leads utilizing all available resources. 2. After visiting any potential source, identifies customer needs, develops a business strategy & plan to reward both the customer and company in a partnership. Uses persuasion to gain an opportunity through services, pricing and the security of the manufacturing footprint for contingency planning. 3. Internally, leads execution of business acquisition plans to obtain new profitable business awards 4. Provides call reports of visits, company news, and future potential for tracking and follow-up. 5. Gathers customer information via internet, automotive articles, industry networking and other sources and updates the organization appropriately. 6. Collects information on potential competition, new technologies, services, processes, markets and advises management of any factors that may limit business opportunities. Uses this information as applicable to support customer strategies and business acquisitions plans. 7. Serve as the primary contact to purchasing and engineering and is the lead for all new business opportunities. 8. Serve as the lead for gathering new program opportunity RFQ information. 9. Leads & guides the organization internally to overcome any open commercial item. 10. Recommend improvements to internal processes to help the sales team become more effective and efficient. B. Obtain and analyze data (drawings, supplier quotes, engineering changes, etc.), create detailed quotes, and negotiate with the customer. 1. Coordinate new and existing program quote activity at all stages for materials, components, and tooling. 2. Develop business acquisition plans and provide appropriate leadership to the organization to secure new business 3. Develop quotations for new and existing business RFQ. 4. Fully understands details and data behind each new potential award and clearly communicates to shareholders in the organization. 5. Correspond with customer on pricing details and negotiate on piece price and tooling. 6. Verify pricing conforms to company’s standards and is accurate. 7. Develop and determine intercompany pricing (including changes) for components. 8. Lead negotiations and finalize sourcing agreements (Tooling Order and Blanket Purchase Orders) in a timely manner for developing programs. 9. Compare new and existing program sales quotation with Cost Planning (CP) calculations to ensure profitability and/or identify delta items. C. Serve as the primary contact to multiple customers and act as a liaison between the Corporate Sales Office and its customers. 1. Support program management and the manufacturing facility during quotation, pre-launch and launch and throughout program life. Lead and manage Account Manager (if applicable) regarding management of commercial items for awarded programs. 2. Provide recommendations for continuous improvement within the sales function and across the organization. 3. Earn the trust of the customer by consistently delivering, and solving issues that satisfies their needs for quality, content and timeliness while meeting internal objectives and expectations. 4. Follow up on customer purchase orders for tracking and payment. Resolve any escalated AP/AR disputes that cannot be resolved through initial attempts by supporting staff. 5. Provide and explain price detail information to internal management and the customer. 6. Manage the schedule and ensure clear understanding of cost structure in preparation of customer paperwork. D. Accountable for each account’s profitable growth a. Together, with the Account Manager (if applicable), maintain and improve margins overall and through each engineering change level. 1. Submit estimates and quotations to the customer for potential Engineering Change Instructions (ECI). 2. Establish sales recovery associated with ECIs and for budget purposes. 3. Review ECI requests for financial impact and approve changes once financial responsibility has been identified. 4. Submit customer forms for pricing changes when ECIs are implemented. 5. Calculate and report financial feedback for Value Analysis/Value Engineering (VA/VE) ideas and pre-ECI documents. N b. Accountable for details behind each awarded program. Will work with operations to effectively budget & forecast using customer-provided data (take rates, trim-levels, engine platforms, etc.) E. Visit plants and customers as required to grow and maintain relationships… F. Entertain customers in off hours to nurture relationships as partners. G. Work with customers and plants to provide accurate forecasting information to support budget and capacity planning. MINIMUM QUALIFICATIONS/REQUIREMENTS Education: • Minimum of associate degree in business or engineering-related field, technical degree (tool and die certificate), or equivalent combination of education and relevant experience. • Bachelor’s degree preferred. Experience: (list using bullet points) • Minimum of (10) years of sales and/or project engineering role in the automotive industry or relevant experience. • Must possess territory and new sales development skills • Minimum of five (5) years of manufacturing experience; automotive stamping preferred. • Project cost management and/or associated automotive sales/finance experience. • Previous experience working for a Tier I or Tier II Automotive company is preferred. • Previous experience with commodity-based quotations in stampings is preferred to include exhaust materials, seat materials, ride control/NVH materials, and related tooling. Personal/Technical Skills: • Thorough understanding and working knowledge of automotive plants and processes/principles, company products, trade terminology, metal materials, stamping/welding/assembly manufacturing processes, tooling and equipment, die design and maintenance, and machine operation. • Ability to read, analyze, interpret, and understand engineering documents and blueprints such as 2D/3D automotive drawings (component, assembly, and equipment), technical standards, and ECI. • Possess a basic understanding of Geometric Dimensioning and Tolerance (GD&T) and know the AIAG (Automotive Industry Action Group) Core Tools. • Ability to use CAD to view drawings required, ability to dimension and model is a plus. • College level mathematical ability (algebra/geometry/trigonometry). • Ability to calculate figures and amounts such as discounts, interest, percentages, commissions, proportions, margins, and mark-up. • Sufficient mechanical aptitude a plus. • Strong financial acumen & data analysis is a plus. • Strong negotiation skills. • Excellent analytical skills. • Excellent time management skills. • Highly skilled in MS Excel • Strong multitasking and organization skills. • Exceptional interpersonal and communication skills. • Ability to work with a dynamic and demanding team. • Desire to research and understand market condition is vital. • Ability to compile effective and concise visual reports and graphs while understanding the data that supports. Must be able to make recommendations upon analysis. • Ability to communicate and work well with all levels of the organization. • Ability to present financial information in support of the company’s goals. • Ability to be adaptable and flexible in a constantly changing environment. • Strong negotiation skills based on deep understanding of manufacturing processes, financial acumen and data. • Ability to work in a fast-paced environment to support demanding automotive customer requirements. • Ability to be a problem solver, who defines problems, collects data, establishes facts and draws valid conclusions, and who can present all data and recommendations in a professional manner for discussion. Language Skills: • Strong verbal and written communication skills in English. • Good technical and conversational Spanish is a plus. Computer/Software: • Solid working knowledge and demonstrated experience with Microsoft Office and other computer-based applications (e.g., MS Word, MS PowerPoint, Lotus Notes/Outlook, Internet, etc.). • Proficiency in MS Excel required. • Proficiency in MS PowerPoint preferred. Training: • New Hire Orientation • Environmental, Health, & Safety • IATF 16949 / ISO 14001 • Introduction to Lean • Associate Involvement • Quick Die Change – SMED • Workplace Organization – 5S • Total Productive Maintenance (TPM) • MS Excel WORK ENVIRONMENT/CONDITIONS Office: • Open Office Environment; Moderate Noise Level Plant: Various types of manufacturing environments. • Standard automotive plant environment with moderate noise level. • PPE (Personal Protective Equipment) such as safety glasses, steel toe shoes, Kevlar sleeves, hearing protection, etc. may be required in designated engineering, manufacturing, or industrial areas. Personal attire standards may apply. • Involves moderate or occasional presence of some slightly disagreeable conditions, i.e., cold, dust, heat, odor, etc. Travel: • Must be willing to travel up to 50% of the time throughout the US, Canada and Mexico to visit manufacturing sites and customers.