Detroit Manufacturing Systems - Detroit, MI
posted 2 months ago
DMS' Purpose: We are creating a culture of service. We empower others to grow, rise and give back - accelerating positive change in the world. We lead with the heart to bring out the best in you - which brings out the best in us. We do well so we can do good. Serve Others, Enrich Lives, Rise Together and Give Back. Job Overview: Reporting to the Sales Manager of Acquisition and Costing, the Acquisition Account Manager will use their technical expertise and business acumen to lead the Sales Team in responding to RFQs and RFPs, manage internal and external teams, share ownership of acquisition profit and loss (AP&L) for assigned programs throughout the acquisition process, and develop detailed pricing sheets for each RFQ/RFP project. Their core responsibilities will include: Customer Relationships: Develop and maintain customer relationships on assigned programs; leveraging relationships to drive opportunities for the organization. Customer Negotiations: Lead or support contract negotiations, as required, with customers throughout the RFQ lifecycle to contract award. Pricing Build-Up: Prepare recommended pricing structures using Bills of Materials, drawings, or other customer-provided documentation. RFQ/RFP Response: Produce quotations for customers in a clear, detailed, accurate, and profitable manner. Including, but not limited to: proposal letters, terms and conditions, customer cost breakdowns, internal sales models. Cost Breakdown Generation: Review and interpret cost inputs from the cross-functional team to prepare detailed pricing models that can be presented to customers; often in customer-driven formats. Program Management: Manage both internal and external acquisition teams throughout the quoting lifecycle; from lead through to contract award. Value Stream Analysis: Evaluate opportunities from a high-level to ensure DMS is offering the best value to its customers while maximizing profitability through efficiencies in process. Audit Cost Inputs from XF Team: Provide input and suggestions to the Acquisition Team to achieve an optimized manufacturing process and best landed cost to customers; driving the XF Team to be lean in its processes. Contract Review: Audit, complete, and document all business award contracts for accuracy and alignment of DMS assumptions, terms, and conditions. Technical presentations: Lead technical presentations to explain products or services to potential clients, as needed. Leveraging cross functional teams when appropriate. New Technology Development: Assisting in researching and developing new selling strategies and pricing models for targeted new technologies or facilities in manufacturing. Cost Standard Generation: Work with Finance and Cost Engineering to set standard cost rates for all DMS value-added activities across all facilities. Including new, targeted technologies not yet deployed that may be needed on a case-by-case basis. Financial Business Cases: Present Acquisition P&Ls, Business Plans, or similar, to the executive and management teams. Data Management: Consolidate costing inputs from the cross functional team, follow-up as required to keep project timing on track during all phases of an RFQ or project. Program Handoff: Lead program handoff for awarded business, following the DMS APQP (“GODMS”) process. Risk Analysis: Quantify risks associated with varying pricing strategies on new business opportunities for presentation to business development and the executive team, as needed. Gap Analysis: Analyze cost and pricing gaps to market and identify ways in which DMS can compete more successfully in the market. BOM Analysis: Processing customer-provided data sets (PDFs, DWGs, CAD, etc.) and evaluating Make vs. Buy strategy for upsell opportunities. KPI management: Setting up and measuring KPIs, and regularly reviewing the sales process for improvement opportunities. Other: Other duties and special projects, as assigned.