OEM Account Manager in Cleveland, OH at Arconic

Date Posted: 1/13/2020

Job Snapshot

Job Description

Arconic is looking for an OEM Account Manager to join our Arconic Wheel and Transportation Products (AWTP) business unit in Cleveland, OH.
Arconic (NYSE: ARNC) creates breakthrough products that shape industries. Working in close partnership with our customers, we solve complex engineering challenges to transform the way we fly, drive, build and power. Through the ingenuity of our people and cutting-edge advanced manufacturing techniques, we deliver these products at a quality and efficiency that ensure customer success and shareholder value. 
Alcoa Wheel and Transportation Products (AWTP) is a business with a rich tradition and a bright future. We literally invented the forged wheel in 1948 and, as a result of​ staying close to our customers and consumers, have remained the global leader in providing safe, strong, light-weight and innovative aluminum transportation products ever since. ​ AWTP serves the commercial vehicle, automotive, and defense and employs 2,000 people at 14 locations worldwide.
Job Description:
Under the direction of the Vice President of Sales, AWTP, NA, this position is accountable for:
•       Developing and executing an approved sales plan for a key Truck OEM (PACCAR) account with the purpose of achieving or exceeding assigned unit, revenue, margin, and EBITDA plan in a manner consistent with Alcoa policies and business practices.  
•       Meeting or exceeding key metrics that support Alcoa Wheels overall business performance including but not limited to the following:
•       Achieving shipments and revenue targets against plan
•       Limiting past due Accounts Receivable
•       Submitting an accurate monthly forecast as part of S&OP process
•       Providing timely appropriate data as requested by the business (ie. Share, Penetration, etc.)
•       Building and fostering strategic relationships with all levels within the OEM’s organization including the following:  Purchasing, Sales, Marketing, Engineering, Quality, Accounts Payable, Supply Chain, Logistics, and Planning.  The incumbent will also build and foster relationships within the dealership network.
•       Manage key customer initiatives; supplier performance programs, VAVE programs, etc.
•       Monthly review meetings with PACCAR purchasing
•       Engage internal resources to address performance program weaknesses and build action plans to address them
•       Engage with other PACCAR functional groups as needed to resolve discrepancies and gain insight that will help us increase our supplier performance score
•       Provide quarterly management review of supplier programs and our initiatives to improve performance
•       Negotiating and executing a long-term agreement to position Alcoa Wheels in a favorable position in all PACCAR OE data books, retain sub-assembly and logistics service business, and maintain a reasonable working relationship with PACCAR Parts.
•       Monitor adherence to all elements of the agreement, and take prompt action if necessary
•       Managing all customer marketing programs.
•       Peterbilt and Kenworth events – plan, manage and participate
•       PACCAR Parts events – plan manage and participate
•       Adhering to a high standard of Sales Excellence.  This includes full utilization of the Counselor Sales Process, effective sales call pattern with the necessary preparation/follow up, and participation in industry/customer events.  This also includes representing Arconic well in any interfacing with customers or industry personnel as well as being current on events that affect Alcoa Wheels, customers, and the industry.
•       Effectively utilizing tools available to assist with customer relationships:
o   SalesForce.com
o   Customer Scorecard
•       Adhering to administrative guidelines (ie. staying with T&E budget, submitting expense reports in a timely manner, etc.)
•       Resolving issues associated with supply, payments, quality, etc.
•       Participating in global efforts with other AWTP regions servicing PACCAR to align our strategy.
This position is a key part of our global Commercial Vehicle Wheel Business.  This position will operate in a team environment, coordinating with other Account Managers and Fleet Territory Managers.
•       This position reports to the VP of Sales, AWTP, NA.
•       Internal cross-functional contacts include Arconic Sales Managers, fellow Fleet and OEM Account Managers, inside sales, marketing, manufacturing, product development, supply chain, and credit departments.


Basic Qualifications:
•       Bachelor's Degree from an accredited institution.
•       Minimum of 10 years of professional experience.
•       Incumbent must be able to travel up to 50% of the time.
•       Employees must be legally authorized to work in the United States.  Verification of employment eligibility will be required at the time of hire.  Visa sponsorship is not available for this position.
•       This position is subject to the International Traffic in Arms Regulations (ITAR) which requires U.S. person status.  ITAR defines U.S. person as an U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.
Preferred Qualifications:
•       Bachelor's Degree in business or engineering
•       Excellent written and verbal communication and presentation skills. Strong critical thinking and analytical skills are also required. 
•       Strong sales background; a thorough understanding of commercial markets and customers.  The incumbent should also have excellent commercial and customer relations skills as this is a key part of properly executing this role. 
•       Demonstrated ability to deal effectively with varying circumstances including challenging commercial negotiations.


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