Commercial Sales Manager, Automotive

Job Description

Our client is an established manufacturer of plastics for OEM and Tier 1 automotive customers. For their operations in Germany, they are looking for an experienced Commercial Sales Manager.

Required Education and Experience

 MBA in business administration/finance/economy/ engineering

 5+ years experience in Automotive Industry

 5+ years experience in Automotive Sales and Marketing sector working directly with OEMs and Tier 1 Customers.

 Experience and active network with BMW, Stellantis and Seat

 Plastic-related market knowledge will be a plus.

 Technical background and understanding in Injection Molding Production (drawing requirements, tolerances, materials, production processes, pricing methods, etc.)

 Proficient user of Microsoft Office, PLM (Teams center Siemens), ERP (Priority), etc.

Personal Skills

Personal qualities and interpersonal skills

 Ability to work in a dynamic and changing environment.

 Good interpersonal relationships and excellent communication skills.

 Ability to easily work in a multicultural environment.

 Excellent presentation Skills.

 Positive and open Mindset

 Going the extra Mile

 Negotiation skills.

 Ability to travel as needed and for face-to-face meetings with customers on a weekly basis.

Expect some trips to be conducted on short notice.

Main interfaces

 Site Managers.

 Technical Sales Engineer.

 HQ Account Manager.

 Supply Chain and Purchasing Department.

 Central Engineering & Innovation.

 Project Management.

 Quality department.

 Customer Purchasing, Quality, Logistics, Development Departments. Sub Suppliers.

Job Description

 Full responsibility for new Account/s development and/or Sections of Activity within a strategic account as part of a major account team and/or Operate agents/distributors.

 Translate Sales and Marketing plans into detailed action plan to meet goals

 Execute Sales and Marketing plans in an effective and consistent manner.

 Execute sales plan in parallel with portfolio customers and managing day to day activity.

Essential duties and responsibilities

 Understand the Company’s goals, identify gaps in reaching these goals and proactively build action plans to close gaps.

 Identify and develop new business opportunities on new applications or product segments

 Understand the profitability of the responsible accounts and develop an action plan to improve them.

 Coordinate all departments to assure and address the right performance in front of the customer.

 Serve as the point of contact with the purchasing department of the customer for pre-sale and post-sale commercial activities apart from ECRs.

 Actively participate in the Customer evaluation process for new and existing projects

 Responsible for managing the RFQ activities and plan the needed resources.

 Propose the offer strategy, Red Lines for quotations and present it in the Management Committees

 Work closely with Corporate Engineering and Costing teams to prepare the quotations.

 Present quotes to Customer , lead discussions on cost breakdowns, timing, and any other customer expectations.

 Lead all negotiations between RFQ and receipt of Purchase Order.

 Lead and coordinate customer meetings like offer presentations, negotiations or escalation meetings.

 Facilitate open and effective communication channels between sales and marketing team to HQ functions, production sites, customers.

 Lead annual price negotiations for serial and Spare part business

 Ensure customer payments and frequently the follow up of the open topics.

 Lead the Claim Management Process for the specific customer accounts and prepare an action plan to reach the company squeeze targets.

 Awareness of competition situation and market shares for the responsible customer accounts.