Director of Sales - Automotive OES

Sika AG•Madison Heights, MI

7d•Onsite

About The Position

Direct the planning, coordination, and execution of sales programs for Automotive OES accounts in North America (US and Mexico). Ensure sales activities are consistent with, and meet the Automotive Unit’s sales, growth, margin, and profit objectives. Support regional Key Account, Technical Service, and R&D team members in pursuit of aligned objectives including coordination with EU-led global key accounts. Lead regional process improvement initiatives related to supply chain optimization, introduction and domestication of new products, market pricing, and AR/expiring inventory management. In summary, the Director of Sales position blends technical product knowledge with strong sales and relationship-building skills, targeting both new business development and existing customer growth across assigned accounts.

Requirements

Bachelor’s degree or equivalent required, preferably in business or engineering field
7-10 years of experience (including minimum three years in managerial positions) and a deep understanding of the Automotive interior and exterior trim adhesives market including both applications and market segment trends.
Excellent networking, relationship building, negotiating, and assessment skills with a strong ability to market new value propositions, products, and services.
Technical understanding of adhesive technologies (Epoxy, Acrylics, Polyurethanes, Hot Melts, Silicones, Water-based, etc.).
Must have proven record of creativity, innovation, sales growth, and significant achievement

Responsibilities

Achieve sales goals, margin, and growth objectives on an annual basis for assigned accounts based on coordinated and targeted action plans, pricing, and product mix strategies, and effective control of sales expense budgets
Lead development of annual and three-year strategic sales plans for Interior and Exterior adhesive customer accounts in accordance with the Automotive Unit’s sales and profit objectives; recommend and execute agreed-upon sales strategy and marketing plan/programs according to annual budget and three-year plan to meet sales, growth, margin and profit objectives.
Manage, develop, and motivate assigned Key Account Managers in day-to-day sales activities to achieve planned growth in assigned account/technology segments and to prepare them to assume increasing levels of sales responsibilities
Establish a robust innovation and opportunity pipeline for assigned accounts and technologies using available market intelligence, customer input, global alignment, and CRM records
Conduct product trials, application support, and technical demonstrations to showcase and promote Sika solutions
Lead collaborative efforts with Marketing, R&D, Technical Service, and global colleagues to develop and deliver strategic plans aligned with business unit strategy.
Recommend, develop, and communicate sales policies and procedures to sales personnel
Manage employee performance planning and review process for assigned sales personnel; identify and provide opportunities for personal career growth planning and development
Participate in developing and measuring the effectiveness of marketing programs for new and existing products, as well as new and existing applications
Ensure effective management and resolution of issues related to customer service responsibilities, including invoicing, re-bills, debits/credits, customer response effectiveness, etc.
Perform special projects and other duties as required by the VP of Sales