大客户经理 Key Account Manager

Company Description

Do you want beneficial technologies being shaped by your ideas? Whether in the areas of mobility solutions, consumer goods, industrial technology or energy and building technology - with us, you will have the chance to improve quality of life all across the globe. Welcome to Bosch.

Job Description

Acquisition part: Responsible for acquisitions within the cross functional customer team

• Define of the acquisition strategy for specific OEM sourcing

• Lead the cross functional acquisition team

• Lead acquisition specific pre-selling activities aligned with customer team, GCT/RCT and CCE in particular

• Select, define & apply acquisition tools (battle plan e.g., job stopper, war gaming, specific acquisition man mapping), aligned with Stakeholders

• Identify acquisition specific customer trends and requirements, market activities and competitor information in collaboration with EO

• Initiate Sales Price analysis for respective product/component

• Ensure release of SE1/2/3/4 (incl. bottom-line)

• Define, align and implement pricing strategy

• Check quotation specific terms and conditions (e.g., customizing sales business frames)

• Manage acquisition negotiations and closure within released "bottom line" (product price, application costs, tooling, logistics, samples etc.)

• Prepare and release customer quotation letter, compliant with Sales Business Frames standards

• Assure involvement and prepare proper project handover with Customer Project Manager and Commercial Manager, incl. necessary documentation

• Prepare lessons learned after each acquisition, incl. won/lost analysis

• Enter generic customer requirements into CRS Tool and ensure completion of requirements evaluation

• Ensure and provide best practice exchange with other accounts

Commercial part: Responsible for the commercial aspects of a product/component within the cross functional

customer team

• Evaluate business cases, clarifies Sales business frame with BU

• Negotiate EWAK, Logistic, Packaging with customer

• Negotiate customer and tier-x contracts (e.g., terms and conditions, RMI impact, prices)

• Monitor/track negotiation of project specific EOS, DOP, EDOP

• Price management: Globally prepare or lead PCR negotiation considering volume effects, ECM-/RPP-measures and RMI impact analysis, management of contract updates based on additional customer requirements

• Customer Price Checking for 4-eye-principle (into Global Price Master: Pricing Workflow): Responsible in ramp up/ series phase

• ECM-/ RPP-implementation: Responsible for implementation of ECM-/RPP-measures for the global account with support of customer team and BU/PRM-C. Proposes & defines change bundles of multiple products within global team based on change roadmap under consideration of customer change windows and account profitability.

• Preparation of customer quote letter according to customer-template (legal entity) in ramp-up/series phase, including dual signature policy / co-signing, coordination of Tech reviews.

• Confirmation of purchase order according to customer-specific standards or project specific contracts.

• Responsible for Sample planning and Sample price management, aligned with PjM and SCP

• ISAC reporting: Responsible for regular AcT-tracking and -reporting including ISAC data update, prepares Acquisition review

• Business planning: Responsible for VPZ planning (incl. ECM-/RPP-measures), Price planning, Special revenue planning and Risk planning (Quick savings)

• PLCM: Assures on time (by end of series) cancellation of part numbers, quality of PLC-data and handover to After Market

• Support EO/SCC on GB-specific account receivable issues

• Key user Customer IT Portal, aligned with SCP

• Data management in customer IT Portal, e.g. Covisint c-time, e-docs, TTS, WBV, aligned with SCP

Qualifications

• CN NEV OEMs experience preferred

• Bachelor, Major in engineering area, prefer in Automotive

• Good knowledge of automotive industry

• Good sales basic skill, incl. communication, negotiation, presentation, marketing, etc.

• Good sense of customer orientation and services to others

• Be willing of traveling frequent and working under high pressure

• Be familiar with Microsoft office: PPT, EXCEL, OUTLOOK

• Good command of English language both written and spoken, use English as working language

• Familiar with target customer process& man-mapping is plus

• At least 3-5 years of sales experience in automotive industry

Additional Information

Internal Referral bonus of this vacancy: RMB 3000(Valid only for Bosch associates).For the detailed regulation. please refer to Bosch China Internal Referral Policy