Key Account Manager 2-3, Trailer Sales

Position Title: Account Manager 2-3, Trailer

Reports To: Director, Trailer Sales

Date Last Revised: February 14, 2022

Position Summary:

The Trailer Account Manager will have sales responsibility for targeted large trailer OEM’s plus specific mid-size trailer OE’s. The Trailer Account Manager will be responsible for introducing, promoting and meeting assigned sales growth targets at their assigned trailer accounts. Relationship building will be an integral part of the position and having the skill set to work with all levels of trailer OE management will be necessary. The position will be responsible for introducing Bendix products, working with engineering and purchasing at the assigned OEM’s to gain standard business via the assigned OEM’s. The account manager will complete assigned tasks in a timely basis and support Bendix industry activities as assigned.

Essential Functions:

• Job scope will be to grow/maintain Bendix product position at assigned trailer OEM’s.
• Grow relationships at all levels of assigned trailer account customer base.
• Position will be assigned various trailer OEM's (large and mid-size) throughout the country and support all needs of those assigned accounts.
• Develop and execute trailer customer strategy and customer plan for assigned account.
• Communicate proactively with customers to ensure all their needs are understood and being met.
• Work closely with Bendix Product group organization and various internal departments to ensure customer’s needs/wants are addressed.
• Participate in Mid - Year Operating Plan (MOP) activities to develop sales plans for all assigned trailer OEM’s.
• Represent the voice of the customer and support Trailer product roadmap and new product development. Conduct technology presentations as needed.
• Support Bendix AM parts growth at assigned trailer OE’s.
• Support needed regional and national industry events as required (NTTC, NTDA, TTMA, etc.) and trailer OE specific shows/meetings
  
  
  

Knowledge:

• Strong knowledge of trailer industry, OEMs, suppliers, distribution channels, fleets, and trade associations.
• Strong knowledge of trailer products and their functionality, including the operation, design and application air brake and foundation brake systems.
• Possesses comprehensive knowledge of organizational sales policies and procedures.
  
  
  

Experience:

• A minimum of 5 years sales and marketing experience in a heavy truck industry is required.
• A minimum of 5 years’ experience with heavy vehicle brake systems, or a minimum of 3 years brake system sales experience at a heavy vehicle OEM desired.
• Trailer specific market sales experience a plus.
  
  
  

Skills:

• Self-starter and bias for action. Able to work without direct supervision and capable of meeting identified sales targets and goals.
• Excellent interpersonal, written and oral communication skills required, with the capability to communicate and interface effectively at all levels of the Bendix/Knorr Bremse and external customer organizations.
• Has demonstrated ability to build relationships within all levels at assigned customers.
• Customer focus and a team player.
• Ability to successfully collaborate with internal stakeholders and navigate Bendix processes to orchestrate customer needs.
• Ability to discuss value proposition of key trailer products.
• Proficient in Excel, PowerPoint, Word, and SAP reporting.
  
  
  

Education:

• Bachelor’s degree required; preferably BSEE, BSME or BSBA
  
  
  

Position Requirements:

• Must be capable of traveling to customers, meetings, manufacturing plants and corporate headquarters up to 50% of the time.
  
  
  

The demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.