Strategic Account Manager

Company Overview

For 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 Overview

SUMMARY: 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!