Position Summary:
Develop and implement global customer strategies focused on existing and new markets. Manage a global sales team in the execution of business development, account management, and program management activities that optimize growth, program health, profitability, customer relationship, and people development for a given key account.
Essential Job Functions include, but not limited to, the following:
· Create customer vision and strategy in coordination with engineering and divisional partners and manage execution.
· Highlight gaps to vision, strategy, and voice of customer and coordinate internal action plans to address.
· Identify and develop new global and regional business opportunities. Responsible for the acquisition of new business.
· Develop and maintain solid relationships with customer key stakeholders in purchasing, engineering, and advanced product development, particularly at the executive level.
· Set global pricing strategy and lead customer LTA negotiations and commercial pricing strategy discussions.
· Lead all activities associated with customer strategic planning, sales budgeting, forecasting, and pursuit management.
· Oversee business cases for new business opportunities. Review and scrutinize quote inputs and outputs.
· Provide support for customer presentations and the completion of price breakdown forms.
· Coordinates and prepares presentations for leadership events and meetings.
· Ensure that technical support is provided to customer, as necessary.
· Oversee program execution and health to ensure internal and customer targets and achieved.
· Oversee the management of account information for customers, including: cadence charts, organization charts, customer debits/credits, customer scorecard awareness, disputes, and escalations.
· Manage internal and customer KPIs and lead organization to develop necessary actions to meet targets.
· Ensure resolution of discrepancies with costs related to raw materials, purchase parts, and purchased operations.
· Settle warranty claims.
· Oversee the management of tool invoicing activities.
· Lead competitor and market trend analysis and provide sound input into cost benchmarking.
· Ensure that engineering change is leveraged to continuously improve IRR/margins.
· Ensure that the sales team is effectively challenging design assumptions from the engineering team and escalating as appropriate.
· Guide the execution of VAVE strategy and the win/loss database.
· Guide the team in identifying new applications of existing Shape product/process technology.
· Negotiate framework agreements and terms and conditions of business. Communicate updates to customer specific requirements to the organization.
· Collaborate with Shape SAP and JV partners.
· Conduct timely and complete performance evaluations of direct reports and ensure timely and complete performance evaluations of team members reporting under indirect supervision.
· Assess the skill sets and development needs of direct reports and take steps to coach and develop them appropriately.
· Manage the interview and selection process for new candidates.
· Identify and train a back-up(s) to manage key tasks when absent.
· Additional functions not specifically outlined in this position description as directed by the leader
QualificationsPosition Skills and Experience Requirements:
To perform this job successfully, an individual must be able to perform each essential duty effectively. 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 essential job functions.
· A minimum of ten years of technical sales experience in the automotive industry.
· Bachelor's Degree of Science in Engineering or Business, Engineering preferred.
· Master's Degree preferred.
· Prior experience effectively managing global accounts and a global sales team.
· Advanced knowledge of Shape's manufacturing processes and materials.
· Proven ability to build trusted relationships at all levels of the organization across regions/cultures, internally and externally.
· Proven experience developing and driving sales strategy.
· Ability to coach others in BPP, MPR, DFM and VSM analysis.
· Solid foundation in business processes, financials, and cost accounting. Strong business acumen.
· Exceptional verbal and written communication skills.
· Expert negotiation and stakeholder management skills.
· Expert problem-solving and continuous improvement skills.
· Advanced proficiency in Microsoft applications and a company ERP.
· Prior experience managing a global team.
· Ability to travel domestically and internationally up to 20 percent of the time.