Sales Manager – Automotive OEM

Essential responsibilities and duties

Integrated within the Sales Organization of a given Customer Business Unit (“CBU”), the Sales
Manager is responsible for the Sales development for a specific Account or part of this Account
(Program, Serial Life, Acquisitions), within a Division / Region.

The main missions of the role are:

▪ Build and maintain strong relationships with key customer stakeholders across Purchasing, Engineering and Program Management :
　o Interfaces with the customer at 1st management level
　o Develop the relationship with his direct counterparts at the customer and with the assigned contacts by the sales network
　o participate regularly to customer meetings (progress reviews, quality reviews, commercial global meetings)
　o Monitor what competition is doing

▪ Prepare and check/validate the commercial offers to answer on due time to the Customer requests :
　o Get a good understanding of the costing files (“hands on”)
　o Build up and get validated the targeted pricing and the negotiation path / tactics to convince the customer
　o Ensure proper documentation of all prices and written communication to customer
　o Check coherence of all offers and validates offers regarding technical changes and mandated components
　o Understand and apply the guidelines proposed by the hierarchy regarding contractual management
　o Support claims negotiation at the appropriate level at the customer

▪ Manage a team of Sales Engineers :
　o Ensure the proper talent at the right place through internal or external recruitment processes
　o As and when properly staffed and organized, responsible for coaching, developing and promoting the Sales team
　o Assign objectives and follow-up

▪ Serial Life :
　o Responsible for on-time / on-profit customer ECRs (“Engineering Changes Requests”) negotiation
　o Detailed understanding of piece price, tooling and D&D impact
　o Follow the Variable Cost Margin of the products
　o Coordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze management
　o Understanding and execution of VA-VE commercial mechanisms
　o Deep understanding and commercial management of local economics (inflation, exchange rate)
　o Understanding and rigourous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdues...)
　o Oversees commercial management for Spare Parts

▪ Programs :
　o Oversees several programs from Sales perspective
　o Supports the negotiation of ECRs and claims
　o Follow the profitability of the Program
　o Participate to the CBU / Division Program reviews

▪ Acquisitions :
　o Part/Leader of the Acquisition Team
　o Understanding of the Business Plan & RFQA
　o Preparation and update / improvement of the commercial offers through the negotiation loops
　o Develop & lead the execution of the lobbying plan

Beat competition ! with satisfactory financials

Max Salary: 14M annual + 12% performance bonus.

Qualifications

The ideal candidate will have/be :

• Minimum Education Level: Business Master Degree or Engineering Degree with a willingness to
  develop a career path in business

Experience :

• Minimum 10 years of professional experience with successful track record with different
  commercial assignments
• Established personal relationship with one or two OEMs within the relevant markets

Skills and competencies :

• Fluent in English and Japanese
• Very broad functional knowledge and depth understanding of business expertise
• Strong competencies in relationship management, and negotiation
• Strong commercial and financial acumen
• Good communication and presentation skills, and capacity of empathy
• Business international mindset
• Accountable and results oriented – Get the things done
• Team player and ability to work in a matrix organization