What are the responsibilities and job description for the Key Account Manager - OEM position at MANN+HUMMEL?
Key Account Manager – Passenger Car OEM
Location: Troy, MI; Portage, MI; Gastonia, NC; or Raleigh, NC
MANN HUMMEL is seeking a highly motivated Key Account Manager to drive growth and strengthen customer relationships within the Passenger Car OEM market. This role will primarily support Ford Motor Company accounts while also supporting additional customers and regions as business needs require.
The Key Account Manager is responsible for managing strategic customer relationships, securing new business opportunities, leading commercial negotiations, and delivering profitable growth. This position serves as the primary commercial interface between the customer and MANN HUMMEL while partnering closely with cross-functional teams to support successful program execution from quotation through production launch.
Main Tasks
- Manage and grow relationships with assigned OEM and Tier 1 customer accounts.
- Drive acquisition opportunities from RFQ through award while achieving profitability targets.
- Identify, pursue, and secure new business opportunities aligned with company objectives.
- Lead quotations, pricing reviews, contract negotiations, and commercial discussions with customers.
- Own customer-related financial performance, including sales growth, profitability, forecasting, and annual planning.
- Lead open-book costing and cost model discussions to support profitable business growth.
- Collaborate with engineering, manufacturing, program management, and operations teams to support customer programs from concept through launch.
- Act as the key liaison between customers and internal teams to ensure successful program execution.
- Support customer capacity studies, feasibility reviews, and product development activities.
- Lead complex local and global quotation projects involving multiple customer and MANN HUMMEL locations.
- Monitor market trends, competitive activity, and customer requirements to identify growth opportunities.
- Travel domestically and internationally as needed to support customer programs and business objectives.
- Act as a key liaison between OE and Aftermarket teams to support first-fit filtration programs and continuous process improvements.
- Review customer performance metrics and scorecards while leading improvement initiatives to enhance customer satisfaction.
- Present project updates and business cases to local and global steering committees as required.
Qualifications
Education
- Bachelor's Degree in Engineering, Business Administration, Marketing, or a related field.
Experience
- Minimum of 3 years of account management, sales, program management, or business development experience within the automotive industry.
- Experience managing commercial relationships with Passenger Car OEMs and/or Tier 1 automotive suppliers.
- Experience supporting RFQ, quotation, pricing, and contract negotiations within an automotive manufacturing environment.
- Experience driving new business acquisition and managing customer programs from quotation through production launch.
- Proven success developing customer relationships and driving profitable business growth.
- Experience supporting Ford Motor Company or other major North American OEMs is highly desirable.
Skills & Competencies
- Strong sales, negotiation, relationship management, and customer-facing communication skills.
- Excellent verbal, written, presentation, and interpersonal communication abilities.
- Strong analytical and business acumen with the ability to interpret financial and cost data.
- Experience with open-book costing, cost model analysis, and profitability management.
- Proficiency with Microsoft Office applications; SAP experience preferred.
- Ability to travel up to 50% domestically and internationally as needed.