Overall Responsibilities And Duties
Integrated within the Sales Organization of a given Customer Business Unit (CBU), the Sales Manager is responsible for the Sales Department for all Customers (Current Business and ECN/ECR), within a Division / Region.
The Main Missions Of The Role Are
- Develop in-depth intimacy with Customer contacts (Purchasing, Engineering, Programs, Accounting, Finance, Parts Control, R&D, and etc.) & Interface with the customer at 1st and 2nd management level
- Develop the relationship with his direct counterparts at the customer and with the assigned contacts by the sales network participate regularly to customer meetings (progress reviews, quality reviews, commercial global meetings)
- Monitor what competition is doing
- Coordinate with Global Sales Team for each customer
- Prepare and check/validate the commercial offers to answer on due time to the Customer requests :
- Get a good understanding of the costing files (hands on)
- Build up and get validated the targeted pricing and the negotiation path / tactics to convince the customer
- Ensure proper documentation of all prices and written communication to customer
- Check coherence of all offers and validates offers regarding technical changes and mandated components
- Understand and apply the guidelines proposed by the hierarchy regarding contractual management
- Support claims negotiation at the appropriate level at the customer
- Manage a team of Sales Engineers
- Responsible for on-time / on-profit customer ECRs (Engineering Changes Requests) negotiation
- Detailed understanding of piece price, tooling and D&D impact
- Management of Parts Price Amortization, LTA, Business Link, and etc. with customers.
- Manage Price Change Controls according to company process in SAP System
- Follow the Variable Cost Margin of the products and Operating Income for each existing business
- Coordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze management
- Manage Price increase and inflation pass throughs to customers (Commercial Actions)
- Understanding and execution of VA-VE commercial mechanisms
- Deep understanding and commercial management of local economics (inflation, exchange rate)
- Understanding and rigorous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdues)
- Oversees commercial management for Spare Parts
- Close cooperation support to program management team and acqusition team.
Qualifications:
Minimum education level: Bachelor's degree in Electronics engineering or related.
Experience: 5 years of sales management professional experience with successful track record with different commercial assignments in the automotive industries
Established personal relationship with one or two OEMs within the relevant markets
Skills & Competencies
- Electronic background shall be a plus
- Fluent in English and if necessary in the Customer language
- Very broad functional knowledge and depth understanding of business expertise
- Strong competencies in relationship management, and negotiation
- Strong enthusiam to meet assigned targets in specified timeframe
- Comfortable with financials
- 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
The Employee is aware and ensures the respect of the Internal Rules, Code of Ethics and Management Code applicable in the establishment to which she/he is assigned. As an employee, you are also required to: Secure internal control with the support of financial controller and finance network
Abide by the Faurecia Code of Ethics. The code is summarised as below:
- Respect for fundamental rights.
- Development of economic and social dialogue.
- Development of skills.
- Ethics and business conduct.
