Sales Key Account Manager - Automotive Lighting

PROFILE:

The Sales Key Account Manager will be responsible for managing and expanding relationships with assigned automotive OEM accounts, identifying new business opportunities, leading commercial negotiations, and coordinating cross-functional activities to support customer programs from quotation through production.

This role requires a strong sales and account management background within the automotive industry, with experience working directly with OEM customers and internal engineering, program management, and operations teams.

 

RESPONSIBILITIES:
 

General

• Manage and grow strategic customer accounts within the automotive industry.
• Develop and execute account growth strategies aligned with company objectives.
• Lead commercial discussions, pricing negotiations, and contract management activities.
• Identify and pursue new business opportunities, RFQs, and program awards.
• Build strong relationships with purchasing, engineering, and executive-level customer contacts.
• Partner with plant sales teams on day-to-day customer support while maintaining pricing discipline, commercial terms, and payment conditions.
• Coordinate cross-functional customer activity (Quality, Program Management, Engineering, Operations) to deliver a consistent OEM-facing message and execution aligned to the company's strategy.
• Build and maintain the sales pipeline in the Sales Database and provide timely updates to leadership per established cadence and guidelines.
• Develop and execute account plans and growth strategies for assigned customers, including U.S. and European OEMs and their buying organizations.
• Provide commercial input to leadership for key business decisions, customer strategy, and portfolio planning.
• Contribute market and customer intelligence (competitive landscape, sourcing trends, RFQ timing) and support global coordination for customers.
• Maintain accurate sales forecasts and customer activity reports.
• Ensure all commercial activities follow company policies, customer requirements, and applicable regional regulations.
• Perform additional duties as needed to support the customer and the business.
• Model the Company’s culture, and maintain strong ethics, EHS, and compliance standards.
• Travel as required to customer locations and company facilities to support customer visits, technical reviews, and executive meetings.

Financial Responsibility

• Own pricing input in the Quote Capital system in collaboration with plant General Managers and cross-functional stakeholders.
• Support financial objectives such as annual price adjustments, raw material pass-throughs/adjustments, and timely resolution of claims and commercial issues.

Health, Safety, and Environmental Responsibility

• Ensure adherence to all safety regulations.
• Maintain compliance with established quality and housekeeping standards.
• Respond promptly to hazards, defects, or non-compliance issues.
• Participate in mandatory compliance training (e.g., anti-harassment, workplace safety).
• Understand and uphold policies prohibiting workplace violence and harassment.

QUALIFICATIONS:

Education / Experience

• Minimum 5 years of automotive sales, business development, or key account management experience.
• Bachelor’s degree in engineering, business administration, or related field (or equivalent U.S. education/experience) is an asset.

Knowledge / Skills

• Proven experience managing OEM customer relationships and driving revenue growth.
• Strong negotiation, presentation, and communication skills.
• Ability to work effectively in a fast-paced, global environment.
• Proficiency with Microsoft Office and CRM tools.

• Strong commercial acumen with the ability to understand technical content and translate it into customer value.
• Working knowledge of OEM sourcing, RFQ/quote processes, and automotive market dynamics across North America and Europe.
• Strong analytical and financial aptitude; comfortable with pricing models, margins, and cost drivers.
• Clear, persuasive communicator with strong stakeholder management and the ability to work effectively across cultures and time zones.

Physical Demands / Work Environment

• Hybrid work schedule combining in-office and remote work.
• Primarily office-based with occasional visits to manufacturing facilities.
• Must handle confidential and sensitive information.
• A valid driver’s license is required.
• Travel is up to 25%, which may include some international travel.
• Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Equal Employment Opportunity
 

The Company is an Equal Opportunity Employer and does not discriminate based on race, color, religion, sex, national origin, age, disability, or any other protected status under applicable law.