Key Account Manager - Peterbilt

Position Title: Key Account Manager (KAM) – Peterbilt

Reports To: Sr. Director, Sales PACCAR

Date Last Revised: September 16, 2024

Position Summary:

*This person should be located in Dallas, TX or Seattle, WA area*

This position is responsible for implementing strategic customer account initiatives as well as leading the interface with the Engineering, Product Planning, and Operations Groups to drive business results in line with those of the company.

Essential Functions:

• Establish and maintain strong relationships at the Assistant GM, Chief Engineer and senior levels of the division, specifically with the engineering, product planning, operations, and service organizations.
• Provide the Voice of the Customer within Bendix and adequately represent Bendix to the Customer.
• Provide support to Customer Sales and Marketing events on behalf of Bendix for the Truck Brand.
• Participation in the development of customer strategies for North America based on interaction with Bendix CoC (Center of Competency) Directors and the Account Team.
• Support the coordination and introduction of new Bendix Technologies via alignment of Product Plans and Technology Roadmaps.
• Participation in creation of customer budgets incl. coordination with Controlling
• Help develop short and long term sales plans via the Sales Planning Process
• Effectively monitor, track and communicate key activities as they relate to product development and product launches with Bendix departments.
• Possess a basic understanding of the impact that decisions made surrounding program strategies have on a global basis.
  
  
  

Knowledge:

• Thorough understanding of the technical aspects of the Bendix Product Line including the operation, design and application of air brake and foundation brake systems.
• Working knowledge of all areas in the transportation industry including Suppliers, OE, Fleets, Original Equipment Service (OES), independent distribution channels, etc.
• Possess thorough knowledge of Department of Transportation (DOT) regulations and rulemaking.
• Extensive competence in customer service, customer relationship management, sub-project responsibility and conflict management.
• Solid knowledge of marketing strategies.
• Working knowledge of computer based programs. (Word, Excel, PowerPoint).
  
  
  

Experience:

• A minimum of 7 years experience in account management within the heavy vehicle industry 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.
  
  
  

Skills:

• Must possess the ability to both articulate the value proposition and Unique Selling Proposition (USPs) of Bendix products to potential customers
• Must possess the ability to obtain the Voice of the Customer (needs and preferences) and articulate that concisely to product development and other business teams.
• Must possess the ability to work with Customer’s Safety and Compliance teams to discuss potential product performance issues.
• Must possess the ability to work independently.
• Excellent customer relationship skills are a priority.
• Excellent Negotiating Skills
• Ability to understand and conduct market analysis and develop business strategies.
• Excellent problem solving skills including the ability to develop creative solutions that address customer needs.
• Excellent written and oral communication skills that facilitate effective formal and informal discussions.
• Excellent Presentation Skills
• Proficient in Excel, PowerPoint, Word and SAP reporting.
  
  
  

Education:

• B.S. Degree required. Engineering discipline preferred; MBA a plus.
  
  
  

Position Requirements:

• Must be able to travel domestically 20% per year, with the potential to occasionally travel internationally.
• Customer based position, must be domiciled near Denton, Texas.
  
  
  

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.