Engagement Manager - Automotive

• Account development and management - Open new customer accounts/business units with proactive solutions and service offerings to build the highest market share within the customer account.
• Client Relationship Management - Building strong trusted relationships with Sr customer leadership in engineering and procurement and at operational level and decision makers.
• New Business Development – Responsible for building a multi-million dollar portfolio, driving revenues within the assigned account scope by being the owner of the entire Opportunity Management cycle: Prospect-Evaluate-Propose-Close.
• Identifying business opportunities, selling concepts to the client where required, and influencing the client to give additional business based on demonstrated capability and past performance.
• Conduct research, map the account, competitors, as well as conducting client presentations, estimation efforts, proposals, and negotiations.
• Collaborate with the Delivery Manager to ensure all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis to the specific client.
• Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
• Taking Go-to-market solutions to clients within the account scope -responsible for driving revenues from Go-to-market solutions being sponsored by the business unit.
• Work closely with the Solutions Leaders to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope
• Account Planning and Governance - Completely responsible for all Client Management processes: Plan-Sell-Deliver-Manage.
• Build an Account Plan for the account scope – with details of the relationships required, the opportunities that must be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed.
• Pricing decisions within the scope of the Master Services Agreement
• Pre-sales proposal support for new business development outside of account scope
• Provide necessary input for building future alliances with relevant product vendors
• Develop a sales plan that prioritizes prospects, opportunities and accounts based on input from organizations in assigned account
• Drive service offerings and capabilities into specific target account to drive revenue growth
• Responsible for the pricing in terms of a winning price and meeting and profitability targets

• 5+ years of experience with strong sales/relationship management/account management experience.
• Experience in opening new accounts (hunting), building and managing business with a minimum $1M+ account is desirable.
• Industry Experience pertaining to Automotive (Embedded or Software Solutions/Engineering Service) is preferred.
• Strong leadership, interpersonal communication, and presentation skills.
• Experience managing complex sales processes and highly consultative selling campaigns.
• Effective in sales presentations and executive management presentations.
• Excellent networking and relationship building skills.
• Excellent written and verbal communication skills.
• Using customer relationship management software to track and manage campaigns.
• Experience working with a global delivery model and working with geographically dispersed solution teams.
• Strong technical acumen with end-to-end sales/delivery/transition experience and ability to provide high level solutions to customer requirements.
• Motivated, self-starter who does not require significant oversight.
• Ability to forge relationships and build trust both within and external to organization.

• Bachelor’s Degree (engineering preferred) + MBA or advanced training in Account Management preferred.

Quest Global