Sr. Account Manager - Retail Accounts

The Dana Aftermarket, Senior Account Manager, Retail Sales is responsible for the growth, maintenance, and new business development for the Spicer and Victor Reinz product lines within the automotive retail parts channel. This position will be responsible for building and maintaining strong relationships with key automotive parts retailers while increasing sales and profitability for Dana. The position also contributes to many Dana cross functional areas.

• Maintains current light duty aftermarket business with automotive retailers.
• Develops new business for Victor Reinz and Spicer Products in the retail parts channel.
• Works closely with Dana cross functional teams including customer service, pricing, finance, product planning, and content to ensure maximum customer service levels.
• Manages respective rep agencies who represent the Victor Reinz and Spicer product lines in the retail channel.
• Initiates and executes on category reviews.
• Management of retail customer portals including document uploads, downloads, and data management
• Performs necessary fieldwork with Retail Salespersons / Rep Agencies.
• Solicits competitive intelligence.
• Understand profitability requirements of aftermarket customers.
• Strong negotiation and problem-solving skills.
• Solicit Dana VOC (Voice of Customer) information on products for improvement.
• Performs Quarterly Business Reviews with key retail customers.
• Enters and maintains new and existing customer information in Salesforce.com
• Develops strong win-win customer relationships.
• Performs all other duties as assigned.

EDUCATION AND QUALIFICATIONS

• Minimum bachelor's degree, or equivalent industry experience required.
• Minimum of 5 years' experience with the automotive aftermarket.
• Minimum of 10 years industry sales and business development experience with proven results and success in building customer relationships and negotiation.
• Prior retail account management experience
• Working knowledge of the internal combustion engine and suspension parts.
• 60% travel required.

SKILLS AND COMPETENCIES

• Accomplished business leader with the ability to work successfully in a matrix environment.
• Proven track record of working and building product portfolio strategy to create significant profitable growth through customer relationships in a managerial or leadership role.
• Has confidence, intellectual capabilities, and energy to be a promotable person within the organization.
• Must have a strong understanding of complicated technical products and market knowledge of the light vehicle markets as well as industry knowledge.
• Proven success in starting and maintaining customer relationships in the automotive retail industry.
• Excellent written, verbal and presentation skills.
• Effective listener and communicator.
• Proficient technical skills Microsoft Office, PowerPoint, Excel.
• Excellent analytical skills.
• Demonstrated ability to be proactive and think forward.
• Able to effectively interface with other disciplines in the organization to achieve result.
• Demonstrated ability to drive results.
• Proven excellent customer relationship management skills.
• Ability to effectively lead a team.