Customer Account Manager

What You'll Do

The Customer Account Manager is responsible for leading growth opportunities through the stages of the selling cycle for Eaton Aerospace in India. This process requires application of value selling and Eaton Business System (EBS) tools with particular emphasis on developing winning capture strategies and selling value. This position will focus on Military and Commercial OEM & Aftermarket opportunities in support of growth strategies predominantly in India, which include management of existing customer relationships, developing new customers, appointing new distributors or agents to penetrate the target market, as well as driving the performance of distributors / agents to achieve desirable business results.

• Coordinate with Eaton resources across divisional lines, facilitating a "One Eaton" face to the customer and ensure uniformity in response and approach. Keep customers current on Eaton capabilities;

Identify, analyze, assess on major new business opportunities; Coordinate activities across all Eaton divisions for targeted new business in both OEM and Aftermarket segments in India.

Apply Eaton Business System (EBS) and value cycle tools in the new business capture processes; lead or supports capture teams throughout the business capture process; work with the capture team to develop proposals and present the Eaton value proposition to the customer as required.

Responsible for supporting the organization to retain existing (momentum) business and manage sales opportunities through the stages of the selling cycle resulting in improved win rates and improved business cases.

Manage customer relationships; develop and act on Relationship Maps; coordinate Executive level and new campaign meetings within the territory and clear relationship "roadblocks".

Understand customer perception of Eaton Aerospace and strive for continuous perception improvement. Coordinates the resolution of momentum business issues raised by the customer resulting in increased customer satisfaction.

Drive performance of local distributors / agents to achieve desirable business results and identify new distributors / agents to penetrate the target market.

Support the development of market trend / dynamics analyses and how they impact intake performance. Proactively develop and execute action plans to ensure intake goals are achieved and plant health metrics are Green.

Conduct market analysis such as Customer Needs Analysis to ascertain customer needs and objectives.

Support the strategic planning process through understanding and effective communication of customer needs. Maintain a thorough knowledge of the product line, new technology needs, and future application requirements. Maintain a current knowledge of competitor's products and identifies strengths and weaknesses compared to Eaton Aerospace products.

Qualifications

BE-Mechanical / Electrical / Electronics

Experience - Overall 15+ years and 8-9 years&apos experience in commercial / Military Aerospace, Sales and aftermarket experience will be preferred

Effective in a matrix management environment

Strong Business Acumen – must understand market and customer trends, customer needs and impact on future product development programs, new business case financials.

Be capable of developing and managing relationships with personnel or all levels

Strong Customer interface skills. Ability to uncover customer needs and translate into winning capture strategies and value propositions.

Technical knowledge of electrical / mechanical aerospace components and aircraft and engine types in the commercial and military domain

Broad understanding of the Aerospace product portfolio (OEM and AM, Military and Commercial)

Knowledge of the aerospace market and specifically the aftermarket business

Knowledge of the Indian Airline & Military market and customer base

Experience With Hindustan Aeronautics Limited Is Preferred

Experience with airline maintenance or aerospace OEM campaign is preferred

Skills

Effective in an matrix management environment

Strong Business Acumen – must understand market and customer trends, customer needs and impact on future product development programs, new business case financials.

Be capable of developing and managing relationships with appropriate personnel.

Strong Customer interface skills. Ability to uncover customer needs and translate into winning capture strategies and value propositions.

Broad understanding of the Aerospace product portfolio and good working knowledge of Aerospace OEM and military procurement processes

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Skills Required

Market Analysis, value selling, Customer needs analysis