Eaton Careers

Account Manager

Southfield, Michigan


Job Description

Under the direct supervision of  a Global Sales Director, this position is responsible for:
  • Managing daily sales/commercial activity as well as long-term growth/pursuit opportunities associated with the Vehicle Group Automotive Products. 
  • Develops and maintains a comprehensive customer strategy for the assigned business unit(s) products, which achieves strategic alignment between Eaton and OEM Customers 
  • Delivers performance in growth (revenue) and profitability, by selling value and providing exceptional customer satisfaction –  utilizing Customer Relationship Review (CRR) and  Customer Relationship Management (CRM) tools.
  • Delivers performance by achieving pricing actions, that result activities associated with budgetary/contractual adjustments, and other targeted price changes within the OEM and Service business
  • Delivers funnel growth but identifying new opportunities and advancing them through various sales stages – specifically stages 3-7. 
Essential Functions:
  • Manages all commercial aspects for assigned product in NA, including program bidding and negotiation, commercial warranty claims, commercial impacts to program scope changes, and all other commercial and pricing activities associated with the account(s).  Collaborates globally (as needed) with Eaton peers to solidify new opportunities, often leading the global quoting process 
  • Develops, in collaboration with the Product Strategy Manager, a comprehensive customer roadmap to define engine and platform opportunities, aligning Eaton’s portfolio with customer needs & initiatives
  • Aligns Sales Leadership to identify and communicate  critical customer expectations
  • Articulates clear understanding of current/future targets for relevant product market shares, competitive positioning, pricing strategies and standard profits which achieve Eaton's expectations. Benchmarks with other internal or external sales departments to assure best practices are utilized.
  • Relentlessly monitors market dynamics (global and regional) including customer and competitor developments, and recommends strategies to counteract these pressures to management.
  • Utilizes the Eaton Business System´s Value Cycle process and tools to develop (in consensus with product managers) and deploy comprehensive value based pricing strategies which are market driven, based on value provided, and the competitive landscape. 
  • Takes ownership of total customer satisfaction for assigned products.  Establishes and executes customer scorecard reviews with operations to ensure customer satisfaction is improves and actions are being taken, as appropriate.  .
  • Provides customer interface strategy (points of contacts, frequency) and builds strong rapport with key customer decision-makers.
  • Develops the appropriate customer sales forecast for the annual business plans (profit plan, strategic plan).
  • Spends majority of time at customer locations, supporting product development meetings and seeking new opportunities


Basic qualifications:
  • Bachelor’s degree from an accredited institution
  • Minimum of  5 years selling automotive products to OEM customers, with understanding of value based selling and pricing; and/or operations experience.
  • Candidates must reside within 50 miles of Southfield, MI to be considered.
  • Must be legally authorized to work in the US without company sponsorship.
Position Criteria:
  • Excellent interpersonal communication and planning skills
  • Demonstrated ability to achieve results in a matrix environment
  • Understanding key financial metrics such as standard costs, manufacturing profit, bill of materials, and income statements.
  • Deep understanding of excel and demonstrated ability to manage and summarize large amounts of data
  • Ability to influence outside of a direct reporting relationship and leverage resources
  • Evidence of leadership skills with the ability to develop strong relationships, align with regional business goals, think strategically, adapt to change and develop strategies are critical to this role. 
  • Broad business acumen, ability to plan and manage execution of business plans
  • Understanding of  Driveline technologies and OEM architectures
  • Proficient in all Microsoft Office applications (PowerPoint, Project, Excel)
Preferred/Additional Specialized Knowledge:
  • Demonstrated history with automotive OEM and Tier I supply base
  • Knowledge of axle and driveline systems
  • MBA

We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters. We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.

Job: Sales

Region: North America – US/Puerto Rico
Organization: VEH Vehicle Group

Job Level: Individual Contributor
Schedule: Full-time
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: No
Does this position offer relocation?: No
Travel: Yes, 25 % of the Time

Requisition ID: 051228