Purpose of the Role
To manage assigned commercial vehicle OEM accounts, retain and increase Share of Business (SOB), and develop new business opportunities. The role also covers customer relationships, warranty and zero-KM complaints, payment collection, debit control, and field service coordination.
Qualification:
Diploma or B.E./B.Tech in Mechanical, Automobile or a related engineering discipline.
Experience:
Experience in automotive component sales or OEM account management, preferably with commercial vehicle manufacturers. Experience in braking products will be an advantage.
Preferred Industry Background:
Automotive component manufacturers supplying commercial vehicle OEMs, particularly suppliers of braking systems or other vehicle safety components.
Key Responsibilities
- Monitor existing SOB, identify risks and develop plans to increase business through new applications, platforms and products.
- Maintain regular contact with OEM Purchase, Quality, Service, R&D, Design and Plant teams.
- Track customer sourcing plans, competitor products, pricing and activity at OEM plants.
- Coordinate timely investigation and closure of warranty cases, including root-cause analysis and corrective actions.
- Ensure every zero-KM complaint receives immediate attention, containment, reporting and follow-up.
- Support field visits, product inspections, trials and complaint investigations with the Field Service team.
- Monitor outstanding payments, follow up with customer teams and coordinate reconciliation with HO Finance.
- Verify customer debit claims, challenge incorrect or excess debits, and pursue reversals or credit recovery.
- Identify opportunities for MEI’s SASA, CB, ADB and other braking products.
- Support RFQs, quotations, validation, trials and nomination activities.
- Maintain SOB, warranty, complaint, competitor, collection, debit and new-business trackers.
- Submit timely reports to HO and escalate critical issues with action plans and target dates.
Required Competencies
- Understanding of CV OEM account management and automotive component business.
- Ability to handle customer quality, warranty and zero-KM complaint coordination.
- Working knowledge of RFQ, quotation, validation and nomination processes.
- Commercial awareness in payment follow-up, debit verification and SOB management.
- Strong customer relationship, negotiation, communication and problem-solving skills.
- Ability to coordinate effectively with cross-functional teams and travel within the assigned territory.
Key Performance Indicators
- Retention and growth of SOB with assigned OEMs.
- New business pipeline and programme nominations.
- Timely closure of warranty and zero-KM complaints.
- Reduction in repeat complaints and warranty costs.
- Collection of overdue payments.
- Prevention and recovery of incorrect customer debits.
- Timeliness and accuracy of customer and competitor reports.
