Associate Director, OEM Account Management

About the Role: Grade Level (for internal use): 12 The Role: Associate Director, OEM Account Management S&P Global Mobility and Market Scan Partnership We are looking for a seasoned OEM Account Manager to develop, orchestrate and deliver go-to-market program strategies that will increase the adoption of Market Scan products in the US automotive industry.
At S&P Global Mobility, our most strategic alliance partners are the automotive manufacturers and OEMs at the corporate and regional levels.
This highly visible role will work with the executive teams of S&P Global Mobility and Market Scan to build OEM partnerships, strengthen our value proposition, create broader market awareness, and generate new business opportunities.
In addition, they will develop presence and brand awareness within assigned OEMs and ensure high customer satisfaction throughout the sales and onboarding process.
Responsibilities: S&P Global Mobility is looking for an experienced account manager and business development leader to contribute to the revenue, margins, growth and retention of the OEM business.
This position will have full relationship management responsibility for designated OEMs assigned by headquarters.
This person must understand the OEM's business, goals, strategies, industry trends, direction, and how they map to S&P Global Mobility & Market Scan products and solutions.
In addition, this role will be responsible for defining overall strategy, collaborating on marketing integrations, and demonstrating the continuous value of our Market Scan Sales and Marketing platform.
Cultivating established relationships with OEM senior leadership will be critical.
Account Management: Identify, form, and maintain senior-level relationships with key decision-makers at the OEM headquarters.
Collaborate, consult, and influence senior-level contacts on our ability to support their sales and loyalty targets.
Collaborates with the Automotive Insights and PAS OEM account team to ensure transparency and collaboration on OEM national and regional efforts.
Drive new and existing account revenue growth through passionate advocacy of Market Scan’s value proposition.
Collaborate cross-functionally with peers and colleagues to share best practices and ensure that the customer’s voice is reflected in marketing, product, operational, and financial decision-making processes.
Create and present new business opportunities for assigned OEM partnerships to drive growth.
Develop, orchestrate, and deliver go-to-market program strategies that will increase the adoption of Market Scan products.
Develop a comprehensive understanding of the client’s business objectives to advocate for Market Scan’s integrated OEM-customized solution appropriately.
Serve as an escalation point for issues that impact the success of Market Scan and work cross-functionally to identify issue resolution and risk mitigation.
Work collaboratively with OEM partners to ensure we are supporting key business goals and objectives.
Conduct regular OEM stakeholder meetings to review performance and discuss opportunities to leverage S&P Global Mobility further to support OEM sales and marketing plans.
Work with business leaders to use customer feedback and analytical insights to form new products/solutions.
Sales Requirements: Delivering revenue objectives associated with Market Scan sales and retention.
Promote Market Scan and S&P Global Mobility adoption with OEM accounts.
Product technology expertise with the ability to demo Market Scan products for prospective clients.
Oversee OEM product and technical integration after the sale.
Oversee OEM process integration after the sale.
Daily management of terms and conditions of OEM contracts.
Embrace a high level of autonomy and accountability.
Develops, tracks, and reports business management statistics and OEM key performance indicators.
Understand and utilize a strategic selling process.
Responsible for developing and maintaining account plans for assigned accounts.
Strategy Requirements: Develops and executes strategic business plans by OEM based on the Company’s strategic objectives.
Understand internal and external market dynamics affecting the performance of each OEM.
Understand the competitive landscape and assess strategic opportunities to support new product development by providing feedback to Product Managers regarding customer needs, market dynamics, and competitive assessments.
Keeps current with the product, industry, and competitive knowledge.
Provides input on new product development projects (voice of the customer).
Able to clearly articulate the S&P Global Mobility and Market Scan value proposition.
What We’re Looking For: Bachelor’s degree or higher required in sales, marketing, or business field with at least 10 years of business-to-business direct consultative selling experience, account management, or equivalent combination of education and experience.
Minimum of 5 years of OEM experience preferred.
Able to travel up to 50% of the time, including nationwide travel.
Extensive and progressive experience in software Sales or with automotive OEMs.
Proven track record.
Sound business acumen and problem-solving skills; thrive in a fast-paced, dynamic work environment.
This role will manage multiple OEM relationships simultaneously and requires superior time management, organizational skills, ability to work in a highly matrixed role, and full accountability for OEM engagement and revenue goals.
Ability to cultivate C-suite relationship engagement and management.
Excellent spoken and written communication, interpersonal, relationship-building, and presentation skills.
Ability to work independently (and with a team), operate in a less/unstructured role, and manage day-to-day activities.
Great at execution: data and results-driven, detail-oriented, organized self-starter.
Proven track record in achieving sales targets, conquest new business, selling broad-based solutions, and is proficient at solutions selling techniques.
Proven ability to take on leadership initiatives and be a change agent.
History of developing and executing partner Go-to-market plans.
History of successfully developing and leading multiple strategic sales with and through relationships.
Proficient level understanding of value proposition and sales process.
Proactively solicits feedback, asks questions, and resolves issues in a non-confrontational way.
Demonstrated ability to develop customer relationships.
Thinks quickly, works fast, and embraces change.
This role requires up to 50% travel nationally as needed.
Candidate can live and work remotely and must be able to travel to our Detroit, MI office and OEM locations to support sales and marketing initiatives regularly.
Candidates should also expect to attend NADA annual meetings and OEM-specific events as needed.
About S&P Global Mobility At S&P Global Mobility, we provide invaluable insights derived from unmatched automotive data, enabling our customers to anticipate change and make decisions with conviction.
Our expertise helps them to optimize their businesses, reach the right consumers, and shape the future of mobility.
We open the door to automotive innovation, revealing the buying patterns of today and helping customers plan for the emerging technologies of tomorrow.
For more information, visit www.
spglobal.
com/mobility .
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2 - Middle Professional Tier II (EEO Job Group) Job ID: 298493 Posted On: 2024-02-27 Location: Southfield, Michigan, United States