Challenge Manufacturing · 12 hours ago
Executive Director of Account Management
Grand Rapids, MI
Full-time
Onsite
Director/Executive
10+ years expChallenge Manufacturing is a leading tier 1 supplier of complex metal assemblies for the global automotive industry. The Executive Director of Account Management provides enterprise-wide leadership for all Account Management and commercial activities, owning the full customer lifecycle and driving sustainable growth and long-term customer partnerships.
AutomotiveIndustrialManufacturing
Responsibilities
Provide executive leadership and oversight for the Account Management organization, aligning new business acquisition and existing account growth strategies
Define and execute the company’s enterprise commercial strategy, aligning sales, account management, and market expansion with long-term business objectives
Own the commercial P&L for the customer portfolio, including revenue growth, margin performance, forecasting accuracy, and risk management
Lead OEM customer strategy at the executive level, cultivating senior relationships and positioning the company as a preferred long-term partner
Guide market entry, diversification, and customer targeting strategies aligned with company capabilities, geographic footprint, and capacity planning
Oversee all major commercial activities including:
Pricing strategy
Contract negotiations and long-term agreements
Quoting governance and commercial approvals
Ensure disciplined execution of the sales funnel, from opportunity identification through award, launch, and steady-state production
Partner closely with Operations, Engineering, Program Management, Finance, Quality, and Supply Chain to ensure commercial commitments are executable and profitable
Serve as the executive escalation point for critical customer, commercial, or performance issues, driving timely resolution and relationship preservation
Establish standardized commercial processes, scorecards, and KPIs to drive accountability, visibility, and continuous improvement
Analyze market trends, OEM strategies, and competitive dynamics to proactively adjust commercial priorities
Develop, mentor, and succession-plan senior commercial leaders (Directors and Managers) to strengthen the leadership pipeline
Represent the company externally with credibility in executive customer meetings, negotiations, and industry engagements
Foster a culture of accountability, collaboration, customer focus, and results-driven execution across all commercial functions
Qualification
Required
Bachelor's degree required in Business, Engineering, or related field
10+ years of progressive experience in automotive OEM Sales, Account Management, or Commercial Leadership
Proven experience leading both Business Development and Account Management organizations
Strong understanding of automotive manufacturing processes
Strong understanding of program economics and lifecycle costing
Strong understanding of OEM sourcing models and customer expectations
Demonstrated success driving profitable growth, market expansion, and long-term OEM partnerships
Advanced financial acumen, including pricing strategy, margin management, forecasting, and commercial risk assessment
Exceptional executive presence, negotiation skills, and ability to influence at senior OEM levels
Ability to operate strategically at the enterprise level while ensuring disciplined tactical execution
Strong leadership capability with a track record of building and developing high-performing commercial organizations
High proficiency with Microsoft, CRM platforms, and sales performance analytics
Willingness to travel as required to support customer and business needs
Preferred
Master's degree in Business, Engineering, or related field
15+ years of progressive experience in automotive OEM Sales, Account Management, or Commercial Leadership
Experience leading commercial strategy across multiple OEMs and vehicle platforms
Background in Tier 1 automotive manufacturing environments
Experience managing long-term agreements (LTAs) and complex commercial negotiations
Exposure to new market entry, electrification platforms, or next-generation vehicle programs
Proven experience implementing enterprise-wide commercial governance models and KPI frameworks
Track record of developing successor leaders and scalable commercial organizations
Benefits
Medical, dental, and vision insurance
Health Savings Account with annual employer contributions
Flexible Spending Accounts
Company-paid Short-Term Disability and Basic Life Insurance
Voluntary Life and Long-Term Disability options
Employer 401k Match
ESOP shares
Tuition reimbursement
Referral Bonus Program
Challenge Incentive Program
Paid time off
Company
Challenge Manufacturing
Challenge Manufacturing is an automotive company offering stamped and welded automotive assemblies.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$100M2021-02-02Debt Financing· $100M
Leadership Team
Doug Bradley
President & CEO
Recent News
2025-08-05
Business Wire
2023-10-16
Company data provided by crunchbase