The posting
Job#83477
Reference#SAN231010SQ1
Job Purpose/Mandate
- Responsible for a key Customer Strategic Account - prime the relationship with the customer service/supplier organizations, product teams, and internal communications links between plants/divisions.
- Act as local commercial contact in these interactions, escalation point, and in ensuring alignment to global strategic account direction, initiatives & goals.
- Drive revenue achievement and growth in assigned accounts/services/vertical integration segments by analyzing and meeting customer needs and developing account plans.
- Understand customer strategies and future product plans/evolutions as part of developing penetration strategies for new business opportunities.
- Own & drive completion of incremental business opportunities/RFQs, including coordinating corporate & plant resources as required, through to submission of effective, innovative proposals to the customer and the negotiation of associated terms to capture profitable business.
- Develops proposals & solutions to address Customer strategies & win business.
- Direct account and plant/corporate teams to optimize the relationship focusing on sales strategy, customer service, technology development/alignment to Customer technology roadmaps.
- Partner with the operations & program management teams to address customer specific initiatives and strategies.
- Establish senior communication links internally & ensure cross-plant/divisional interactions and communications links exist and are effective; act as escalation point as needed.
- Drive/negotiate pricing for products and services to accomplish profitability targets, including non standard services/solutions as business needs evolve.
- Monitor and support product transfer activities.
- Enforce all aspects of the contract, ensuring compliance with the terms and conditions. Identify and solution any gaps that may evolve as business needs evolve.
Specific Duties and Responsibilities
- Understand customers business and product requirements, and identify/action alignment of Sanmina's technology & product/capability/services roadmaps.
- Responsible for specific Strategic Accounts, working with Operations and Program management in servicing Customer needs as well as alignment to operational profitability targets. Act as escalation point.
- Drive profitable growth in the account actively seek out and action opportunities, including coordination/completion of quotations and developing innovative proposals/solutions to address Customer strategies/needs, with support from the Strategic Account Team.
- Establish and foster strong relationships with Customers, Account Team and Senior level Plant Managers/VPs of internal divisions as part of carrying out duties, including when needed to resolve escalations.
- Define competitive environment across all markets (PCB's, Metal, Cables, Modules, PCBA's, etc.), and actively promote vertical integration where possible.
- Coordinate all aspects of customer/VIP visits and presentations in Ottawa, Thailand and elsewhere as needed.
- Actively seek out opportunities to meet with Customers as part of fostering strong relationships based on trust and understanding.
Communication
- Enjoys networking with key contacts outside own area of expertise.
- Meets and presents to all levels of management at the customer and complements the existing account team.
- Skilled at developing and maintaining strong relationships internally and with customers.
- Ability to generate common understanding around complex issues/situations.
Customer Focus
- Supports and drives results aligned to company and customer requirements, expectations related to revenue and profitability targets, inventory, service, product delivery and quality.
- High focus on understanding Customer Experience goals, and driving internally to support achievement while satisfying company objectives.
- Very respectful of customer/internal deadlines.
Problem Solving
- Assists with critical supply chain issues, product transfers, new product introductions, specific actions or projects, manages the settlement of various commercial claims and insures account receivables are current per terms. Coordinates Quarterly Business Reviews (QBRs), plant and customer site visits for various business functions.
- Experienced in contract & terms negotiations, and ongoing administration.
- Ability to generate common understanding on complex issues, as part of driving to the optimal solution supporting Customers and Sanmina.
- Seeks to understand Customer roadmaps, challenges & markets and works with Customer and internal divisions to develop innovative, disruptive solutions to support Customers success.
Job specific skills
- Ability to travel globally.
- Very proficient with usual software tools as part of proposal/presentation development, data analysis etc (Word/XL/Powerpoint).
Leadership
- Acts as the prime/single point of contact into company services.
- Highly skilled in influencing without authority and leading/inspiring cross-functional teams across departments/divisions.
- Grit passion to do whats right for the Customer and the Company, and to work through challenges that arise as part of developing the best solution in achieving success!
Innovation
- Develops, presents, manages and executes business plans, new business development strategies and tactics including vertical integration initiatives and comprehensive RFQ business proposals.
- A desire to innovate and constantly search out better ways to address our Customers evolving needs.
- Organization/Project Management
- Strong project management skills; comfortable managing multiple projects/initiatives and exercises solid judgement in prioritization and managing expectations internally and with Customers, as priorities evolve.
Education/Experience
College or University degree in Business or equivalent. 5 plus years of experience in a similar role (account/program/business unit management), in electronics manufacturing or related business.
