Account Management Director
| Req Number: | WAZKME |
| Location: | Columbus or Indianapolis |
| Posted: | 11/25/2024 |
| Category: | Industrial : Automotive |
| Job Type: | Permanent |
COMPANY OVERVIEW
APPLY NOW
About Atmus Filtration Technologies
Atmus Filtration Technologies (NYSE: ATMU) is a global leader in filtration solutions for on-highway commercial vehicles and off-highway vehicles and equipment. Atmus designs and manufactures advanced filtration products that enable lower emissions and provide superior asset protection.
Atmus combines its culture of innovation along with deep industry experience to deliver superior filtration for its customers. The Atmus technical team develops technologies ranging from filtration media, filter element formation and filtration systems integration to service-related solutions such as remote digital diagnostic and prognostic platforms and analytics.
Founded by Cummins in 1958, but independent in 2023, Atmus continues to build on a 65-year history, differentiating itself through a vast global footprint, comprehensive portfolio of premium products, technology leadership and multi-channel path to market.
Atmus At A Glance
- Annual Revenue: $1.6B
- Global Headquarters: Nashville, TN
- 4,250 employees and operates in 150 countries and territories.
- 9 manufacturing sites and 5 technical centers
Purpose and Values
The purpose set forth by Atmus is to create and innovate every day. With a forward focus, Atmus never sits still. The Atmus team realizes the world is bigger than them, and they aspire for a better future and shared humanity. The Atmus products protect its customers’ equipment and their livelihoods.
Atmus operates according to a set of key values outlined below:
- Build trust in every relationship every day.
- Be inclusive by embracing differences and building a community where everyone feels valued.
- Have courage to speak up, take action and shape the future.
- Show caring by engaging with kindness and consideration for the wellbeing of others.
“Atmus continues to innovate and develop the solutions that keep our customers operating. Our global footprint is supported by best-in-class technology, an iconic brand recognized for premium products, partnerships with leading OEMs, and a multi-channel path to market which allows Atmus to meet your needs and deliver upon our commitments.” - Steph Disher, Chief Executive Officer
Solutions
Its culture of innovation combined with its 60-year industry knowledge enables Atmus to deliver filtration technologies that protect and enhance the performance of their customers’ equipment. From its iconic Fleetguard brand to its first-fit relationships with leading OEMs – its credentials speak for themselves.
Industries
Through its Fleetguard brand of filtration, coolant, and chemical products, Atmus covers the widest scope of engine applications on the market, including:
Environmental Sustainability
Atmus is committed to creating a better future by protecting what is important. Atmus believes environmental sustainability is central to what it does and is dedicated to acting as an environmental steward to proactively enable a cleaner and more sustainable world.
Social Responsibility
As a company that leverages innovative product technologies to help create a cleaner and safer world for all, social responsibility is in the Atmus DNA. Atmus is therefore committed to protecting the environment, championing equality of opportunity and promoting access to education, while upholding its values of trust, inclusion, courage and caring at all times.
Leadership & Governance
Atmus Filtration Technologies features a diverse and highly talented leadership team, with biographical profiles outlined at: https://atmus.com/leadership.
Atmus also has a highly experienced board of directors, as outlined at: https://www.atmus.com/our-board-directors
Ethical and responsible governance is essential to achieving long-term shareholder value. Atmus’ strong ethical principles are deeply rooted in its association for 65 years with power leader, Cummins; a company that is recognized today as a world leader in business ethics.
ACCOUNT MANAGEMENT DIRECTOR – KEY RESPONSIBILITIES:
The Account Management Director sets and directs execution of the strategy in support of key business customers. The Account Director directs/mentors selling and relationship building by the account management staff and appropriate customer resources. They will be responsible for the development and expansion of existing customer relationships.
Additionally, specific responsibilities will include:
- Develops long-term, strategic business relationships with complex, cross-region accounts supporting the organization's sales strategy.
- Builds and maintains excellent relationships with customer business executives and internal leadership.
- Identifies current and emerging customer/account needs within a region, segment or markets.
- Uses this insight to identify opportunities and develop strategies to grow share. Sets and directs execution of account strategies in support of key businesses, cross business unit account development, and use of appropriate Atmus resources.
- Develops growth or new business opportunities jointly with accounts. Models and leads customer evaluation of Atmus product and solution benefits by helping customers make sense of available data and information.
- Grows Atmus’ share of accounts’ business. Conducts highly complex contract negotiations with major accounts, including managing customer questions and managing accounts receivables and payment terms.
- Drives cross-business unit account development in support of account strategy. Assures good communication, coordination and alignment across sales roles and with multiple levels of customers and management; works with key internal stakeholders to achieve results.
- Achieves revenue and share goals associated with revenue and profit targets. Champions the voice of the customer within the business. Directs data-based measurement of customer satisfaction and loyalty.
- Fosters the development of new methods, processes, procedures and initiatives to improve customer satisfaction and value and to strengthen relationships with customers.
- Resolves highly complex issues. Oversees/ensures consistent account management staff use of the Atmus' Sales Process. Provides accurate reporting and forecasting through utilization of Atmus tools and processes and Customer Relationship Management systems.
- Develops strategy for key accounts, maintains it in an account plan and works with key stakeholders in the business to achieve optimum results. Leads/Fosters initiatives to increase customer value.
- Leads, motivates, mentors, and develops account management staff. If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: Sets goals for their training and development, performance, and career planning and provides ongoing, consistent coaching and development.
- Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives.
- Develops and manages budget, financial controls, and risk ensuring operations are executed efficiently and within established budgets.
YEAR ONE CRITICAL SUCCESS FACTORS
The following critical success factors represent those deemed most critical to be accomplished in year one to ensure success:
- Maintain or improve the customer scorecard, which includes metrics on quality, schedule, delivery, cost, and contract renewals.
- Growth: Pipeline development; Develop a plan for account support across channel and regions.
- People leadership – Coach and identify development plans for team. Develop leadership pipeline.
PROFESSIONAL EXPERIENCE/QUALIFICATIONS:
- Lead the integrated account team for the large account (>$200M) while executing the account strategy.
- Develop the strategy to retain the account beyond the terms of the commercial agreement and leveraged position to grow with new business such as ZEV.
- Lead the execution of the strategic partnership principles to grow the global business for both the company and customer in the aftermarket. Lead the team through synergized initiatives to support aftermarket growth. Led initiatives that improved operational performance and aftermarket competitiveness for the account in global regions.
- Execute the Master Supply Agreement with the account for both first fit and distribution business and delivered the key commercial commitments under those agreements throughout their term.
- Set the stage to renegotiate or extend the commercial agreements with the account to achieve the best outcome for both business and created a long-term plan for success.
- Develop key relationships with the account’s decision makers and influencers beyond the typical to ensure a positive engagement. Ensured company leadership maintained quality engagement with counterparts.
- Liaise between company regional teams and account decision makers to resolve conflicts at an appropriate escalation. Delivered strategic content for the leadership engagement through joint leadership reviews with the account.
- College, university, or equivalent degree in Sales, Marketing, or a related subject, or an acceptable combination of education and experience required.
- This position may require licensing for compliance with export controls or sanctions regulations.
******
Korn Ferry shall provide equal employment opportunity to all qualified candidates, and will refer candidates without regard to race, color, religion, national origin, sex, age, disability, veteran status or any other legally protected basis.
Apply
APPLY NOWSimilar Jobs
| Title | Location | Date Opened |
|---|---|---|
| Director, Management Services Greater Vancouver Nov 14, 2024 | Greater Vancouver | Nov 14, 2024 |
| Director, Financial Risk Management Toronto, Canada Oct 18, 2024 | Toronto, Canada | Oct 18, 2024 |
| Regional Director Detroit, MI Jul 1, 2024 | Detroit, MI | Jul 1, 2024 |
| Director, Policy & Advocacy New York, NY Oct 24, 2024 | New York, NY | Oct 24, 2024 |
| Executive Director - Laureus USA New York Sep 23, 2024 | New York | Sep 23, 2024 |
| Director, Strategic Engagement Greater Vancouver Sep 24, 2024 | Greater Vancouver | Sep 24, 2024 |
| Medical Director of Oncology Trenton Nov 15, 2024 | Trenton | Nov 15, 2024 |
| Managing Director, Nuclear Fuels London Nov 20, 2024 | London | Nov 20, 2024 |
| Executive Director, CCRC Raleigh, NC Sep 24, 2024 | Raleigh, NC | Sep 24, 2024 |