Account Manager

Position Summary

Help develop and implement business development strategies, plans and programs geared towards existing and new regional markets. Execute (and coach others to execute as needed) business development and account management activities that optimize growth and profitability for a given regional market segment.

• Assist in developing detailed growth strategies for the region by understanding competitive advantages/disadvantages of our product and service offerings.
• Contribute to the identification and development of new business opportunities within the region.
• Help prepare business cases for new opportunities.
• Support key relationships with customers, particularly in purchasing, design, engineering, and advanced product development.
• Participate in customer LTA negotiations and commercial pricing strategy discussions.
• Provide technical support to customers and help resolve customer disputes and escalations.
• Update and maintain relevant documentation, including: quotes, customer price breakdown forms, cost sheets, price information, and commercial pricing strategies.
• Maintain account information for customers, including: cadence charts, organization charts, customer debits/credits, and customer scorecard.
• Present data to and respond to requests from customers in a professional, timely, and accurate manner.
• Create innovative solutions for our customers through experience and creativity.
• Evaluate quoted prices in light of changed specifications.
• Review and identify discrepancies related to costs for labor, raw material, purchase parts, and purchased operations.
• Conduct tool invoicing and maintain quote records for all projects.
• Lead cross-functional development projects.
• Support business unit strategic planning, sales forecasting, and budgeting.
• Contribute to new service assessments, marketing research and literature development, including competitor analyses, market trend analyses, and cost benchmarking analyses.
• Drive cost optimization actions for maximum profitability.
• Review and scrutinize Plex inputs and outputs with account financial manager.
• Complete NPV/IRR analyses and advanced product development inputs.
• Leverage EC management to improve IRR/margins.
• Support BPP phases and challenge design assumptions from the engineering team.
• Execute VAVE strategy internally and external with the customer.
• Manage the win/loss database.
• Identify new applications for existing Shape product/process technology.
• Support collaboration with Shape SAP and JV partners.
• Provide direction and coaching to less experienced team members.
• Contribute to recruiting and talent management activities for less experienced team members.
• Identify and train a back-up(s) to manage key tasks when absent.
• Additional functions not specifically outlined in this position description as directed by the leader.