Sales Account Manager

Transforming how we interact with our vehicles to make the driving experience more enjoyable, connected, and safe.

Enabling a software-defined, electrified future.

Visteon is a technology company that develops and builds innovative digital cockpit and electrification products at the leading-edge of the mobility revolution. Founded in 2000, Visteon brings decades of automotive intelligence combined with Silicon Valley speed to apply global insights that help transform the software-defined vehicle of the future for many of the world's largest OEMs. The company employs 10,000 employees in 18 countries around the globe and generated $3.76 billion in sales (USD) in 2022.

Mission of the Role:

The Sales Account Manager's primary mission is to drive sales growth and customer satisfaction for assigned accounts while contributing to the company's business objectives and strategic direction. The role demands that the successful candidate should understand their clients' needs, business objectives, and pain points to provide the right solutions to clients and build lasting relationships.

The ideal candidate should be an experienced sales manager with a proven track record of managing global accounts, developing new business opportunities, and driving sales growth in the automotive industry, particularly in the electronics sector. The candidate should possess the ability to think creatively and strategically to support the company's objectives and interests while applying sound business judgment and quantitative analytics.

Key objectives of this Role:

1. Manage and grow existing client accounts, achieve sales targets, and maintain high levels of client satisfaction
2. Build and maintain strong relationships with key decision-makers at client organizations, becoming a trusted advisor and advocate for the company
3. Understand key customers' requirements such as cost, functionality, features, and other performance metrics and promote the corresponding Visteon products
4. Identify and pursue new business opportunities within the account/s for Displays, IVI, ADAS/Autonomy, Electrification, Driver information/Clusters, and other Visteon product lines and offerings to the customer, resulting in increased revenue and market share
5. Forecast sales and revenue, track performance, and develop action plans to address gaps
6. Collaborate with finance and operations teams to develop pricing strategies and manage profitability
7. Support active program/design engagements to ensure that customer deliverables are being met, actively working with Product Delivery and/or Engineering and Product Marketing teams to make sure gaps are addressed
8. Utilize standard business tools such as Word, Excel, and PowerPoint to develop presentations and reports that communicate complex information in a clear and concise manner

Key Performance Indicators:

1. Client Satisfaction: The Account Manager should maintain and improve customer satisfaction levels for their assigned accounts, as demonstrated by client feedback surveys and retention rates.
2. Account Planning: The Account Manager should aid in the development and lead the implementation of the comprehensive account plans for their assigned accounts, including objectives, action plans, and KPIs. This KPI can be measured by tracking the achievement of strategic milestones and objectives over time.
3. Profit Margin: The Account Manager should manage pricing strategies and profitability for their assigned accounts, achieving a profit margin target provided. This KPI can be measured by tracking the profit margin percentage for the account/s.
4. New Business Development: The Account Manager should identify and pursue new business opportunities, resulting in increased revenue and market share. This KPI can be measured by tracking the percentage of new business generated from existing clients.

Key Year One Deliverables:

1. Develop, support, and implement account plans for assigned accounts in alignment with the company's overall strategic objectives
2. Maintain and/or improve customer satisfaction levels for assigned accounts, as demonstrated by client feedback surveys and retention rates
3. Manage pricing strategies and profitability for assigned accounts
4. Identify and pursue new business opportunities with existing and potential clients, resulting in increased revenue and market share
5. Collaborate with cross-functional teams to ensure successful project delivery, including engineering, operations, and finance

Qualification, Experience and Skills:

• Bachelor's degree in Business, Engineering, or a related field
• 3-5 years of experience in sales or account management in the automotive electronics industry or related experience
• Proven track record of sales success and client relationship management
• Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and internal stakeholders
• Strong analytical and problem-solving skills, with the ability to think creatively and strategically
• Self-starter with the ability to work independently and as part of a team

• Inspiring, creative and anticipates change, proactively considers the customer's perspective, seeks out new ideas and solutions
• Analytical thinker able to focus on the key drivers of a decision and think through the down-stream consequences of various options. Considers implications, financial impact, strategic alignment and influence to customer's strategy when making decisions
• Results orientated, builds commitments and enthusiasm to meet deadlines and achieve goals

• Proficiency in standard business tools such as Microsoft Word, Excel, and PowerPoint

These qualifications and deliverables are indicative and may vary based on the specific needs of the organization and the Account Manager's role.

Desired Competencies:

• Degree in business or technology
• 5+ years of experience within the automotive industry
• Work experience at an Auto Tier 1, 2 or OEM

Key Leadership Behaviors: As a leader, an Account Manager should display several key behaviors to effectively manage their account and achieve their objectives. Including the Visteon leadership trait, here are some specific leadership behaviors that an Account Manager should display:

• Building Strong Teams through collaboration: An Account Manager should be able to work collaboratively with cross-functional teams, including engineering, operations, and finance, to ensure successful project delivery. They should be able to build strong relationships with team members and stakeholders to foster a culture of collaboration and teamwork
• Being a critical thinker - An Account Manager should be able to think strategically and creatively to identify new business opportunities, develop account plans, and achieve their objectives. They should be able to apply sound business judgement and quantitative analytics to make informed decisions.

Overall, an effective Account Manager should lead by example, inspire their team to achieve their goals, and foster a positive and collaborative work environment that supports the company's overall business objectives.

Reporting Structure: The account manager will report to the director of sales.

Visteon Culture: If you thrive in a fast-paced, organizational culture that requires agility, adaptability, and a growth mindset from its employees to thrive and stay ahead of the curve Visteon is the place. We value high performance and a drive for results. Innovation, risk-taking, and continuous learning help us keep up with the ever-changing landscape of our industry and be Market leaders. At Visteon you can be more.