Strategic Account Manager

Company OverviewFor over 70 years, our organization has been a leader in providing innovative product protection, masking solutions, and custom molded components. We pride ourselves on delivering top-quality service and a broad range of capabilities to meet our customers’ diverse needs. Job OverviewSUMMARY: Responsible for leading and growing our Automotive/General Manufacturing revenue in Michigan, transitioning the business from a long-standing rep‑agency model to a direct sales ownership structure. This role will serve as the primary commercial owner of key OEM, Tier 1, and Tier 2 accounts, with responsibility for revenue growth, strategic account development, pricing discipline, and long-term relationship management. The SAM will work cross-functionally with internal sales, engineering, and operations teams to drive profitable growth and deepen Caplugs’ position as a preferred supplier. This position is strategy + execution and requires strong autonomy, credibility with automotive and general manufacturing customers, and a disciplined approach to account planning.ESSENTIAL DUTIES AND RESPONSIBILITIES: Other duties may be assigned.· Own and manage the full Michigan portfolio, including OEMs, Tier suppliers, and Key Integrators· Develop and execute account growth plans focused on share expansion, new program launches, and specification wins· Identify and pursue new opportunities w/focus on Auto aligned with Caplugs’ core product portfolio· Ensure a structured transition from rep agency coverage to direct customer ownership· Absorb and retain key customer relationships while elevating Caplugs’ direct presence and responsiveness· Establish consistent sales cadence, visit plans, and forecasting discipline across key accounts· Lead high-level customer interactions with purchasing, engineering, quality, and program management· New product introductions, launches and design-in / specification activity· Act as a trusted advisor on cost, material options, and lifecycle considerations· Own pricing strategy within assigned accounts, including contract pricing, annual negotiations, cost recovery / margin protection· Drive accurate forecasting, pipeline management, and CRM discipline· Collaborate with leadership on long-range demand planning and capacity visibility· Coordinate with Sales Engineers and Market Development leadership· Serve as the single point of accountability between customer expectations and internal execution.· The highly successful Strategic Account Manager has a strong understanding of North American Automotive ecosystems and customer segments and has proven success in driving regional growth and managing a team of direct reports.· Must reside in Michigan with preference in the Detroit area and be able to travel (50%) the entire geographical territory.· Excellent communication, negotiation and leadership skills are required.· Responsible for complying with the company’s Environmental Policy Manual, applicable work instructions and reporting any environmental nonconformance and/or potential nonconformance to supervision or management.QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.EDUCATION and/or EXPERIENCE: Bachelor's degree (B. A.) from four‑year College or university is required; a concentration in engineering, business, marketing or related field is required, MBA preferred, not required.A minimum of 5 years in the Automotive industry with a focus on market development, strategy or sales is required. Outside solution-oriented sales experience to OEMs is required; experience selling to OEMs of industrial products is preferred but not required.Join us as a Strategic Account Manager and become a vital part of a forward-thinking team dedicated to delivering innovative solutions while building lasting client partnerships. Your expertise will help shape our growth trajectory as we continue to lead in our industry!