Sr. Sales Engineer - Key Account Manager - Retail

As Business Unit Automotive & Speciality Lamps we support our vision and strategy by expanding our leading position in the automotive lighting market in OEM and Aftermarket. We are in a global leadership position in the automotive lamps business in traditional and LED applications and offer industry leading products in LED lighting to global OEM customers (e.g. with exchangeable LED light sources). We also tackle new growth opportunities in the Aftermarket with our automotive care and equipment portfolio.

The KAM is responsible for maximizing the key account penetration and profitable growth of the assigned accounts in Retail sales channels in the country and region, for the OSRAM Automotive Aftermarket Mexico: Opening, leading, steering and finally developing the business with the customer.

Key Responsibilities

• Creating and executing a compelling annual line review strategy to ensure consistently growing business results for us and our customer base.
• Be a strong and vocal advocate for the customer internally to make sure their needs are met on time, to their satisfaction. Foster strong relationships internally with all essential support functions in order to rally forces in times of need efficiently and effectively.
• Open, lead, steer, and develop key accounts in the Americas region for the Retail channel for OSRAM Automotive Products.
• Develop Joint Business Plans (JBP) with Retail customers in line with brand strategies.
• Perform ROI analysis and promotion plan optimization for key Retail accounts.
• Identify and lead new business opportunities within the retail channels
• Drive sales growth through marketing investments, promotional activities, and customer collaborations.
• Execute customer initiatives, from planning to evaluation, with excellence.
• Analyzes customers’ market, business targets & strategy, issues, needs, processes, value chain and key business drivers.
• Benchmark, gap analysis and custom elaborated approach of major retailers’ prospects
• Contract, offer and tender negotiation and handling on a regional basis
• Weekly/Monthly reporting on the customer in a total overall view (Hi-Low; Figures like turnover, profit, MKT spending, activities, etc.).

Qualifications

• Min 3 years of experience of sales handling Retailer key accounts like Autozone, and others in America’s region.
• Bachelor’s degree in Business Management, Marketing or related.
• Negotiation Skills on high level; excellent Communications, ability to discuss tenders and deals terms and conditions and reach the win-win situation.
• Problem-solving and decision-making skills.
• Excellent English Language written and spoken.