Job Description
The Senior Manager, Commercial Account Management, is responsible for leading all commercial activities for assigned customer accounts. This position develops strategic customer relationships, manages revenue and profitability, leads contract negotiations, supports new business acquisition, and drives commercial excellence throughout the product lifecycle.
The role serves as the primary commercial interface between the customer and internal cross-functional teams, ensuring achievement of sales growth, margin targets, launch readiness, cost recovery opportunities, and customer satisfaction objectives.
Key Responsibilities
- Manage direct reports
- Serve as primary commercial contact for assigned OEM and Tier-1 customers.
- Drive account growth, revenue achievement, and margin improvement.
- Mentor and develop commercial account managers and account representatives.
- Serve as the lead commercial representative for accounts.
- Build executive-level relationships with Purchasing, Program Management, Engineering, Supplier Quality, and Manufacturing teams
- Conduct quarterly business reviews and strategic customer meetings.
- Escalate and resolve commercial issues impacting customer relationships or business performance.
- Lead customer negotiations regarding:
- Piece price changes
- Annual productivity agreements
- Tooling recovery
- Engineering changes
- Material inflation recovery
- Logistics cost recovery
- Capacity investments
- Manage long-term agreements and customer contracts.
- Ensure commercial compliance with customer terms and conditions.
- Own account P&L performance.
- Monitor sales, profitability, and margin improvement initiatives.
- Develop annual revenue forecasts and strategic business plans.
- Lead commercial approvals and financial reviews for quotations.
- Support RFQ and sourcing opportunities.
- Coordinate quote development activities across:
- Engineering
- Finance
- Purchasing
- Operations
- Program Management
- Develop business capture strategies to increase market share.
- Support product launches from sourcing through Start of Production (SOP).
- Ensure commercial commitments align with operational capabilities.
- Participate in launch readiness reviews and customer milestone meetings.
- Support issue escalation management during launch phases.
- Lead engineering change commercialization activities.
- Ensure customer-approved price changes are implemented accurately.
- Coordinate commercial documentation and tracking.
- Drive accountability for customer deliverables.
Qualifications
- Bachelor’s degree in business, Finance, Engineering, or related field.
- 10+ years of automotive commercial, account management, sales, or program management experience.
- Minimum 5 years of leadership experience.
- Automotive manufacturing or supplier experience required.
- Strong negotiation, financial analysis, and customer relationship skills.
Travel Requirement
- 30-50% travel
- Regular travel to Customer headquarters and assembly plants.
- Support customer launches and critical production events as required.
Our Investment in You
- Competitive Compensation Packages
- 11 Paid Holidays
- PTO
- Medical, Dental, and Vision Benefits
- 401k Savings
- Rewarding Healthy Behavior Program
- Life and Disability Insurance
- Supplemental Health Plans
- Employee Assistance Program
- Company Discount Program
