Sr. Account Manager - Light Vehicle OES



Sales & Business Development
Maumee, OH, USA · Austin, TX, USA
Posted on Friday, June 21, 2024

Dana is a global leader in the supply of highly engineered driveline, sealing, and thermal-management technologies that improve the efficiency and performance of vehicles with both conventional and alternative-energy powertrains. Serving three primary markets – passenger vehicle, commercial truck, and off-highway equipment – Dana provides the world's original-equipment manufacturers and the aftermarket with local product and service support through a network of nearly 100 engineering, manufacturing, and distribution facilities.

Job Purpose

The Sr. Account Manager position will lead OES business development and sales activities with the company’s key and complex light vehicle customers.

This position is not your traditional Account Manager role, but a position where your efforts and actions will have a direct impact to the organization. The Sr. Account Manager will manage all commercial activities associated with their assigned account(s). Many of these activities are based on Dana taking steps to move manufacturing location, annual price adjustments, exit of product, and shipment recovery to address backorders and VOR’s.

This position will work independently on many items but cross functionally with the business units and an estimated 16 plants. The ability to gather detail to support strategic position can be complex and time consuming. The role itself is considered 20% managing new business and quote and readiness, with 70% associated with repricing, plant relocations and necessary approvals and day to day critical issues. 10% is to work with AP to endure past due monies are being paid by the customer.

Job Duties and Responsibilities

  • Leads and owns commercial activity for assigned customer(s) within the OES /replacement part market. Develop and manage a sales strategy with an objective to achieve AOP/business plan growth goals. Serves as voice of the customer providing executive briefings, communicate critical issues and action plans with Senior Leadership of Dana and the customer.
  • Understand customer performance metrics (customer scorecard) and lead OFI’s (opportunities for improvement) on items relating to commercial improvement.
  • Maintain accurate regional revenue forecasts and sensitivity analysis by providing analytical and thoughtful information in a data driven environment..
  • Manage commercial actions associated with repricing activities, shipment, and delivery items (including vehicles down and backorders), plant relocation changes, customer approvals and inventory reduction opportunities,
  • Manage N. American new vehicle program OES launches and works effectively with a Dana cross-functional team to improve timing of part setups ensuring timely availability of service parts. .
  • Understand customer products and organizational structure to effectively build relationships with teams.
  • Develops customer hierarchy/communication template connecting Dana and Customer leadership teams.
  • Develops and presents an annual customer all-encompassing strategy outlining current and future state of the business.
  • Supports commercially an estimated 16 Dana manufacturing sites, requiring the candidate to have strong organization skills and program management know-how. Must perform well in a multitasking environment and be financially astute.
  • Manage and negotiate pricing and other important supply chain matters (quality, delivery, and timing). Build relationships with customer at different levels, in different departments, and at locations in order to support current and future business.
  • Oversee accounts receivable activity ensuring recovery of costs, make product presentations to customer purchasing, engineering, and manufacturing departments/representatives.
  • Partner with internal Dana teams (to include pricing, product planning, and marketing) to achieve growth objectives.


The person we seek for this critical role will be an accomplished business leader with a strong sense of shareholder stewardship and the ability to motivate and plan profitable new growth avenues for the company at key customers.

Customer relationships are crucial elements in the company’s growth plans and this account leader will possess the general management capabilities, innovation, energy, and business acumen to build shareholder value and enterprise capabilities in the customer relationship.

We seek a person with the following qualifications to fulfill this demanding role:

  • Minimum of 10 years in light/commercial vehicle or OES account management experience, dealing specifically with Ford Service Parts Organization.
  • Bachelor’s degree in business with a finance and sales/marketing focus.
  • Strong analytical mindset with financial background. Familiarity calculating ROS, EBIT, IRR , CAGR
  • Strong working knowledge of the Ford Customer Portal and quote management processes, including PPAP and Packaging.
  • Proven track record of working and building product portfolio strategy to create profitable growth through customer relationships.
  • Adaptability, skilled at problem solving including ability to identify and resolve issues and challenges and contribute to team success.
  • Strong, confident interpersonal and organizational skills and able to work with people at all levels within and outside Dana in a professional manner.
  • Strong personal computer skills required, including experience with MS Office software. Must demonstrate excellence with Excel. .
  • Has confidence, intellectual capabilities, and energy to be a promotable person within the organization.


  • Accomplished business leader with the ability to work successfully in a matrix environment.
  • Proven track record of working and building customer strategy while delivering growth through project execution.
  • Must have a strong understanding of complicated technical products and light vehicle / industry market knowledge.
  • Excellent written and verbal communication skills with a detailed approach to capturing, organizing and closing program action items
  • Effective listener and communicator
  • Demonstrated excellence in Microsoft Office “ Excel”. High proficiency in PowerPoint and Word
  • Excellent analytical skills and ability to calculate financial impacts caused by commercial changes
  • Strategic thinking skills with demonstrated ability to be proactive and think forward
  • Able to effectively interface with other disciplines in the organization to drive and achieve results
  • Proven customer relationship management skills
  • Ability to manage a complex environment that required a significant amount of multitasking

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.

Unsolicited Resumes from Third-Party Recruiters

Please note that as per Dana policy, we do not accept unsolicited resumes from third-party recruiters unless such recruiters were engaged to provide candidates for a specified opening. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that Dana will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.​