What are the responsibilities and job description for the Sales Account Manager position at Precision Castparts?
Mission:
CUSTOMER BASED AND MARKET SHARE
Objective: To identify new product/process opportunities and develop and execute strategies to secure new business; to ensure PCC receives consideration from a technical standpoint for participation in new and existing customer programs.
Typical Activities:
Objective: To negotiate contracts regarding price, delivery, specifications and design.
Typical Activities:
Objective: To review all repeat business for desirability of program and profit opportunity; to track and report quality issues.
Typical Activities:
Objective: To review all engineering changes and tool reworks with plant to maximize profit opportunity.
Typical Activities:
Objective: To provide plant and marketing management with market information to accurately forecast new and repeat business for short and long range planning.
Typical Activities:
- Leads and acts as the key customer contact and account manager to work directly with customers, PCC Engineering, Quality, Planning, Manufacturing and Management to identify sales opportunities and develop, implement and manage strategies to assure maximum market shares and account profitability for both the short and long range.
CUSTOMER BASED AND MARKET SHARE
Objective: To identify new product/process opportunities and develop and execute strategies to secure new business; to ensure PCC receives consideration from a technical standpoint for participation in new and existing customer programs.
Typical Activities:
- Identifies target accounts and opportunities.
- Formulates strategies for promotion of PCC casting capabilities and leads PCC teams in executing that strategy within account responsibility.
- Organizes technical presentations and overall promotional direction for accounts under account responsibility; conducts presentations.
- Works with other Account Managers and Engineering to contact new customers, present plant capabilities and new technical data in order to develop relationships and secure new business; identifies potential applications for customers.
- Coordinates with Engineering, Quality, Manufacturing, etc., on design, casting, and product requirements, and strategies for fulfilling those requirements for new customers.
- Review all Requests for Quotes (RFQ) for requirements, desirability of program, and potential profit opportunities; initiates RFQ's for cost estimate; reviews cost estimates and develops pricing strategy.
- Prepares and presents PCC's proposals, including prices, tooling, lead time and any unique considerations.
- Enhances PCC's reputation as an ethical, responsive and technologically-Oriented company.
- Assists with training of new Account Managers.
- Carries out special projects as directed by the Sales Manager.
Objective: To negotiate contracts regarding price, delivery, specifications and design.
Typical Activities:
- Leads efforts to develop and implement a negotiation strategy to maximize profit opportunities and meet customer needs.
- Develops account pricing strategy as defined by Marketing Plan.
- Works closely with Contracts Administration to ensure compliance to legal environment and PCC's goals and policies; presents and negotiates proposals for Government Contracts when SF1411 is required.
Objective: To review all repeat business for desirability of program and profit opportunity; to track and report quality issues.
Typical Activities:
- Develops pricing strategy based on market information to maximize profit opportunity.
- Obtains and evaluates competitive information to allow PCC to maximize profit opportunity.
- Communicate/interfaces with customer representatives to ensure good working relationships are maintained and customer requirements are fulfilled.
Objective: To review all engineering changes and tool reworks with plant to maximize profit opportunity.
Typical Activities:
- Initiates Reports of Change (ROC) information for plant review prior to incorporation; reviews ROC comments for impacts on price, delivery, and specifications.
- Develops pricing strategy for cost and/or delivery impacts to maximize profit opportunity.
Objective: To provide plant and marketing management with market information to accurately forecast new and repeat business for short and long range planning.
Typical Activities:
- Collects data for analysis which reflects sales trends including evaluation of PCC's competitive position in the marketplace.
- Provides Marketing department with information on price and market share; identifies potential new business opportunities; advises Marketing of potential threats to current markets.
- Bachelors degree in a technical or business field and 6 - 10 years of relevant experience, or an equivalent combination of experience and training.
- Some technical positions require experience to include 3 - 5 years calling on original equipment manufacturing accounts.
- Demonstrated ability to interface with all levels of customer and PCC management.
- Demonstrated negotiation, marketing and technical expertise.
- Demonstrated excellence in communication, organizational and interpersonal relationships.
- Demonstrated ability to lead account/project teams.
- BEHAVIORAL JOB FACTORS The way in which a person gets work done is increasingly important in a team oriented environment. The impact of how an employee's behavior affects other members of a work team is critical to the overall success or failure of the individual and the team. The following list of job related behaviors was developed to round out the behavioral factors with the technical skills, knowledge, and abilities used in the selection process for all openings. There may be other behaviors which are relevant to select positions.
- Contributing to the overall success of the work group. More than simple helpfulness, this factor includes effective confrontation and criticism, as well as support of peers.
- Beyond clarity and influence of spoken and written word, this factor also includes the ability to develop and maintain effective working relationships and keeping others informed.
- This factor centers on developing better ways to work, building on or improving processes or procedures. One aspect is contributing to the continuous improvement at the individual, team and division level.
- Generally, this factor relates to producing work that fits the need and which is completed in a timely manner. It includes attention to detail, minimizing errors, and producing results which exceed the minimum requirements.
- This factor reflects how well the employee acts as a resource to the team rather than requiring close supervision. Aspects of this factor include the ability to identify and solve problems, plan and organize work, and prioritize assignments.