大客户经理Key Account Manager_EM

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
• 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

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