Head of Sales Team STLA & New Mobility OEMs

neuwerk•United States,

11d

About The Position

The Head of Customer Team has overall responsibility for the management of relations and development of business with the assigned customer(s). This role involves developing the global business strategy for the customer, defining implementation measures, and steering/guiding the global customer sales team activities. The position drives product and customer strategy and planning (forecasting, budget/SPL) for the respective customer(s) to support a profitable portfolio. Key tasks include driving activities within the sales process (pre-acquisition, G10-G30) and commercial activities in the PLC (G30-G110: change management, annual pricing negotiations). The role also orchestrates and strengthens business partner relationships on customer leadership level.

Requirements

Bachelor Degree or similar in Electrical/Mechanical/Chemical engineering or Economics
B2B Marketing or similar areas
Minimum eight (8) years experience in sales and/or engineering and/or project management in automotive business preferred
Five (5) years experience handling global customer PLC projects in automotive industry preferred
Three (3) years people leadership

Responsibilities

Responsible for customer related strategic discussions, acquisition requirements and high level negotiations for driving to remove internal and external customer obstacles.
Ensuring "one voice to the customer" representation during quotation phase and commercial negotiation in alignment with segments.
Steering & screening contract management process.
Harmonize the internal quotation process with the customer rules, standards, expectations, and requirements and be responsible for all general commercial topics (e.g. open book policy, fixed price clauses).
Handle customer escalations / issues & specific requests such as claims, contract management, accounts receivables, quality, warranty and delivery.
Lead and steer the annual price negotiations and customer business plan fulfillment process.
Initiate and conduct further cross-organizational synergy potentials (e.g. price negotiation, warranty, technical topics).
Lead budget planning process.
Responsible for all tasks / activities related to Value Selling, Order Intake, Acquisition and Quote Process, including defining, developing, and executing acquisition strategy and achieving agreed order intake targets.
Responsible for execution of all tasks of the value chain starting from technical and commercial frontloading in the pre-acquisition process until completion of the quotation process according to Quality Certification (IATF 16949 / TS 16949) requirements (G10-G30).
Prepare negotiation strategy and lead RFQ / annual pricing and contract negotiation with customer(s).
Manage commercial activities during the project / product development (e.g. Cost and Price Tracking, Change Request etc.).
Negotiate anticipated Price Reduction and Discounts (aPRDs).
Lead spare part price negotiation in collaboration with sales administration.
Lead claim negotiations from and towards customers within defined parameters, including negotiation of claims raised from our side (e.g. Tooling R&D cost reimbursements, volume shortfalls) and claims raised from the customer side (e.g. warranty, field actions, volumes).
Interact with Claim Management Process Owner by applying specific customer knowledge.
Identify and prepare relevant customer strategy considering business environment and target setting for sales, including proposing customer programs, customer specific product offerings, identifying customer needs and white spots, and being responsible for commercial competitor and market analysis.
Maintain business partner relationship on customer leadership level by managing customer relationship management rules, reviewing and updating customer interface matrix, establishing and maintaining customer network on customer leadership level, ensuring communication between internal and external business partners, being "the voice of the Customer" and representing the company in front of the customer, organizing management meetings, organizing and generating content for external meetings (tech days and events) and periodic supplier performance review meetings, and organizing and generating content for internal meetings (e.g. conventions and strategy meetings).
Act and compel colleagues to behave as ambassadors for Quality and Safety.
Understand the importance of technical compliance and ensure the adherence thereof in daily business.
Be dedicated to maximizing internal & external customer satisfaction by demonstrating ownership, dedication towards ensuring high-quality results and process-orientation.
Owning the quality of all outputs in the dedicated responsibility area as process member or process owner.
Strive for “Zero Incidents” and “Zero Accidents” by demonstrating ownership and acting as a role model for a safe environment.
Act and inspire colleagues to challenge the status quo in order to create sustainable solutions.
Innovate and/or create solutions to support our corporate sustainability strategy.
Respect defined standards and targets for sustainability.