What you’ll do:

Position Overview: Managing daily sales/commercial activity as well as long-term growth/pursuit opportunities associated with the Vehicle Group products (torque, Differentials, ePowertrain, eMobility components, etc.) for General Motors within the NA region. Develops and maintains a comprehensive customer strategy for the assigned business unit(s) products, which achieves strategic alignment between Eaton and assigned customers. Delivers performance in growth (revenue), by selling value and providing exceptional customer satisfaction – utilizing Customer Relationship Review (CRR) and Customer Relationship Management (CRM) tools in C360 application. Delivers profitability performance by achieving pricing actions, that result activities associated with budgetary/contractual adjustments, and other targeted price changes within the OEM, Tier and service businesses. Delivers funnel growth by identifying new opportunities and advancing them through various sales stages (specifically stages 3-7) within Eaton’s C360 system. Seek and develop new opportunities and/or customers.

Additional Responsibilities:

• Manages all commercial aspects for assigned products in NA, including program quoting and negotiation, commercial warranty claims, commercial impacts to program scope changes, and all other commercial and pricing activities associated with the accounts. Collaborates globally (as needed) with Eaton peers to solidify new opportunities, often leading the global quoting process for global programs.
• Develops, in collaboration with the Product Strategy Manager, comprehensive customer roadmaps to define platform opportunities, aligning Eaton’s portfolio with customer needs & initiatives.
• Aligns Sales Leadership by identifying and communicating critical customer expectations.
• Articulates clear understanding of current/future targets for relevant product market shares, competitive positioning, pricing strategies and standard profits which achieve Eaton's expectations. Benchmarks with other internal or external sales departments to assure best practices are utilized.
• Relentlessly monitors market dynamics (global and regional) including customer and competitor developments and recommends strategies to counteract these pressures to management.
• Utilizes the Eaton Business System’s Value Cycle process and tools to develop (in consensus with product managers) and deploy comprehensive value-based pricing strategies which are market driven, based on value provided, and the competitive landscape.
• Takes ownership of total customer satisfaction for assigned products. Establishes and executes customer scorecard reviews with operations to ensure customer satisfaction improves and actions are being taken, as appropriate.
• Provides customer interface strategy (points of contacts, frequency) and builds strong rapport with key customer decision-makers.
• Develops the appropriate customer sales forecast for the annual business plans (profit plan, strategic plan).
• Visits customers regularly for seeking new opportunities, supporting existing pursuits and building customer relationships.

Qualifications:

Required qualifications:

• Bachelor’s degree in Business or Engineering from an accredited university
• Minimum of 5 years combined experience with business to business commercial /sales experience, with deep understanding of value-based selling and pricing
• Experience in one or more of the following industries: On / Off-highway Commercial Engines / Commercial Vehicles, automotive OEMs / Tier or Power Sports OEMs.
• No relocation is offered for this position. Only candidates that reside within a 50-mie radius of the work location (Southfield, MI) will be considered for this position.
• No sponsorship is offered for this position. Must be authorized to work in the United States without company sponsorship now or in the future.

Preferred Qualifications:

• Understanding of the Tier 1 and OEM purchasing organizations and negotiation tactics for multiple accounts
• Understanding of financial/analytical skillsets (cost estimating, pricing, ROS, NPV, IRR)
• Development and maintenance of material economics as needed (market indexing for metals, freight, etc.)

Skills:

• 
  Excellent interpersonal communication and planning skills
• Ability to think and act strategically
• Ability to identify, track, and report on key metrics and identify activities to improve results
• Demonstrated ability to achieve results in a matrix environment
• Demonstrated ability to deal with large amounts of data, manage as needed and consolidate and report critical summaries of the data.
• Demonstrated managerial courage and ability to influence outside of a direct reporting relationship and leverage resources
• Broad business acumen, ability to plan and manage execution of business plans