Strategic Client Partner – Automotive (m/f/d)

Munich (Germany)
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Strategic Client Partner – Automotive (m/f/d)

Munich (Germany)




The Strategic Client Partner is responsible for the profitable growth of the automotive account mainly outside the existing footprint, leading and growing the senior relationships and owning the P&L. Understanding customer’s needs and strategies and creating value-added solutions to key problems. He/she will work closely with the Global Business Head, delivery head and senior leadership of our client. The SCP leads the Virtual Business Unit (VBU) for the Automotive Account, including a global team supporting this customer and a team of account managers. The mission is to develop the "Automotive Account" into a sustainably growing and profitable business. Balancing digital and mechanical engineering on a local and global scale to become the trusted thinking partner of choice and create continuous, sustainable, tangible and perceived value for the customer. Responsibilities: • Revenue and Profit Growth: o Lead overall effort to grow automotive account revenue and profit to emerge as a key strategic partner for the customer. • Unsolicited Campaigns: o Identify and lead unsolicited, strategic campaigns to grow the account. Leverage company’s relationships, influence customer decision makers, monitor milestones, track action item progress and lead the campaign proposal effort. • Expand to New Locations/ Divisions: o Develop and implement plans to enter new geographies or divisions of this automotive account as per the strategic account plan. • Relationships o Leverage existing and build new customer relationships with automotive account engineering influencers and decision makers at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level customers. • Customer Communications o Hold quarterly customer reviews, lead/author Account Branding Newsletters and other communications for each process. • Account Analysis, Plans and Implementation: o Develop and implement in-depth analysis and strategic account planning (StrAP) for this account to identify focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, company’s relationship summary and capability gaps. Make key business decisions on what services/solutions to pursue and invest in. Skills and Qualifications: • Deep domain knowledge of the Automotive Industry with a focus on digital, software and vertical integration. Knowledge of products & lifecycle, engineering & manufacturing processes, major OEMs, major engineering services suppliers, external drivers and funding. • Strong relationships with senior and mid-level technical managers • Engineering processes including design, manufacturing, analysis, aftermarket, quality, fielded product support (both software & hardware) − challenges related to cost, delivery, schedule, or support − internal funding process including timing, influencers and approvals − outsourcing processes, funding, upcoming changes and leadership − existing major outsourcing suppliers including SWOT and customer’s assessment of respective suppliers. • Fluency in German and English Education: • Bachelor’s Degree – Engineering. Master’s degree/MBA – preferred • Formal training/experience in program management, negotiations and strategic selling

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