Senior Account Manager, Commercial Vehicle Products

Littelfuse is one of America’s Best Mid-Sized Companies (Forbes) and has been named one of the Best Places to Work in Illinois (Best Companies Group) for 11 consecutive years. With its global headquarters in Chicago, Illinois, USA, Littelfuse is a leading, global manufacturer of electronic components serving more than 100,000 end customers across industrial, transportation, and electronics end markets. We have more than 17,000 employees with operations in 15 countries. From semiconductors to sensors… switches to fuses and more… we produce billions of electronic components that help our customers empower a sustainable, connected, and safer world. In 2021, Littelfuse had net sales of $2.1 billion.

Position Overview & Primary Responsibilities:

Implements sales strategy for increasing sales and profits for specified accounts.  Responsible to manage a portfolio of accounts and are responsible for building strong customer relationships, developing account management strategies, coordinating with internal teams to deliver solutions that meet customer needs, and identifying opportunities to grow accounts.   Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

• Manages large/complex/global or key customer accounts.

• Maintains strong relationships with a specific group of customers; responsible for issuing sales quotes, identifying new business opportunities, and maintaining customer relationship.

• Creates sales strategies and long-term plans to maintain and increase pipeline.  Understands customer and/or market barriers and develops solutions to overcome barriers.

• Understand market conditions and competitor activity; identifies barriers that may affect client base as well as business unit sales. Identifies potential solutions.

• Voice of Customer and Feedback Loop: Relay customer feedback on pain points, customer and product needs, and field issues to internal engineering and product teams for improvements.

Responsibilities:

1. Leading and managing the account and cross functional team to ensure maximum growth & profitability potential with the customer through quality, customer service, and innovation.

• Identify and understand customer applications, how Littelfuse products provide value, and communicate to organization.

• Knowledge and awareness of customer topics globally.

• Customer profitability health.

• Customer growth through share and additional product expansion.

• Coaching, mentoring, and coordinating local team to ensure proper support of the customer.

• Leading and coordinating all commercial related topics and escalation/high urgency/critical customer related topics.

• Defining collaboration method for team's success (regular internal only team meetings, Teams Organization for data/communication).

2. Customer Focus: Deep understanding of customers and driving detailed strategic account plans considering market and growth information to support customer growth.

• Foster strong relationships with customers, understanding their needs and ensuring exceptional customer satisfaction.

• Respond to and coordinate all internal and external activities associated with assigned accounts.  This would include but not be limited to expediting, quoting, providing samples, coordinating meetings, delivery and scheduling issues and negotiating contracts, LTA's, etc. to ensure continued profitable business, price erosion prevention and expansion of core technologies.

• At assigned accounts, develop, and maintain strategic relationships at various levels within the organization.

• Understand customer applications and problem opportunities and how Littelfuse can provide that solution either with existing products or new product development. 

• Comprehensive understanding of customer needs and shares information internally.

• Work with advanced engineering to position Littelfuse for future technologies.

3. Growth, Business Acumen & Profitability: Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

Achieve sales targets consistently achieving and surpassing revenue and profitability targets.

• Driving growth for the customer and region considering full business implications.

• Involvement in all new business acquisitions/RFQs; and pricing strategy to meet or exceed business unit targets.

• Execution of awarded business: ensuring we realize the awarded business profitability.

• Driving profitability for all existing and new business awards to meet or exceed CVP targets.

• Responsible for review and accuracy of CVP awarded/existing business.

• Develop sales forecasts for assigned accounts to support the S&OP and business planning process.

• Provide market intelligence from competitive and customer needs perspective to aid in Littelfuse strategic product strategies.

4. Strategic: Ensure that there is a clear strategy. Taking a long-range, broad approach to problem solving and decision making through objective analysis, thinking ahead and planning.

• Develop Short- and long-term customer strategy utilizing the Customer Strategic Account Plan

• Responsible for completion and accuracy of NBO Planning and Revenue Planning (Sales Plan & Strat Plan)

• Responsible for identifying and understanding gaps from Revenue Plan/Strat Plan and defining action plans to meet strategic plan.

• Coordination with Regional Sales Directors for all the above.

Qualifications and Experience:

• General understanding of the products and technologies.

• Strong communication and interpersonal skills and the ability to negotiate at high levels of customer management and deliver CVP message.

• Must be able to make sound decisions based on objective data gathering consistent with CVP goals and objectives.

• Must be a self-starter and results oriented. Must have good time-management and planning skills. Proficient in both written and oral communication in English.

•   Must project a positive image that is well-respected, both internally and externally. 

• Must be skilled in giving presentations.

• Must be able to lead individuals and teams in the organization to meet customer requirements in the most cost-effective manner.

• Must be proficient in office software such as Microsoft Teams, Excel, Word, PowerPoint and Littelfuse Business Center.

• Foreign language skills may be required as dictated by the customer base.

• A strong understanding of product development with intimate knowledge of customer program requirements.

Education and Experience:

• Bachelor’s degree in a Technical or Business Field and 7+ years of experience or equivalent combination of education and experience required. 

• Experience with global manufacturing companies.

• Experience with transportation OEMs and Tier suppliers.

Physical Demands

• Ability to work several hours at a computer.

• Ability to travel 40% (domestic and international) as needed.

Littelfuse is an equal opportunity employer committed to empowering every associate to make a difference — everywhere, every day.

We offer a comprehensive benefits package, including:

• Medical, dental, and vision coverage

• 401(k) with company match and annual contribution

• Paid time off and 11 holidays

• $850 Lifestyle Spending Account

• Tuition reimbursement (up to $20,000)

• Lean Six Sigma certification and career development opportunities

• Life, disability, and voluntary insurance options

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Salary Range:

The salary offered will vary depending on your location, job-related skills, knowledge, and experience.