Sales Manager, Commercial Truck & Off Highway

Tenneco•Plymouth, MI

32d

About The Position

The Sales Manager, Commercial Truck & Off Highway, will act as a liaison between customers and Tenneco Engineering, Manufacturing and Finance teams and will be the main Tenneco representative, interacting with the Purchasing, Marketing, Engineering, and Quality functions at each customer. This is an individual contributor role and will not have any direct reports. This position is responsible for developing and managing current business commercial issues and new business opportunities for Tenneco’s Powertrain Americas business unit.

Requirements

Bachelors Degree in Bussiness Administration, Enginering, Finace, Economics, or similar
5-8 years in the Powertrain/ICE industry

Nice To Haves

Valvetrain experience is preferred
Commercial truck and off-highway experience preferred

Responsibilities

Responsible for supporting one or multiple customers.
Liaise primarily with the Sales Director, Sales management and other Sales Managers, Application Engineering and Operations.
Works across all functional groups of the company and other Tenneco locations worldwide.
Act as key customer contact and be responsible for customer portals within the Tenneco organization (one face to the customer) to ensure customer requirements are met.
Evaluate and keep record of Tenneco’s competitive position and market share for every customer on a continuous basis, liaise closely with the Sales Director.
Share relevant information with the Sales Department and other functional groups of the company as well as with other Tenneco plants, as may be deemed necessary and appropriate.
Visit customers on a regular basis and support both the Sales Department and Application Engineering in developing specific sales strategies for customers, projects and parts.
Contribute actively to establishing annual sales plans and strategic plans as well as medium- and long-term sales forecasts by customer, as may be required by the Sales Department.
Support special projects and corporate activities such as material recovery, red ink recovery, SOPS, APO and profit enhancement.
Identify and propose new business opportunities for Tenneco in close collaboration with Application Engineering.
Gather information relevant to prices and supply agreements, initiate cost calculations with the plants and support the Sales Department in providing proposals for pricing and contracts, both for new and existing business.
Start and maintain RFQ process in collaboration with Sales Administration.
In close collaboration with Sales Administration, prepare and submit quotation with possible documentation to customer.
Support contract review and maintain files in the local drive-in close collaboration with Application Engineering.
Internal distribution of customer specific requirements and specifications in close collaboration with Sales Administration.
Receive requests for quotation from customers, share them with Sales Administration, provide corresponding quotations to the customers as may be appropriate, and negotiate or assist the Sales Manager in negotiating high level contracts and / or supply agreements with customers.
Follow up on current quotations with customers at regular intervals or as may be required and inform the Sales Department and Application Engineering on the progress of the corresponding engine programs.
Support the Sales Director, as may be required, in evaluating and clarifying contractual matters and other issues of particular importance with customers. Ensure best possible profitability of all OE and OES parts delivered to customers. Help analyze margins, both for existing and new business, and identify anomalies or opportunities for targeted improvements.
Have an understanding on competitors’ prices and pricing strategies, evaluate this information (“benchmarking”) whenever appropriate, and keep the Sales Director duly updated on the results.
Identify and monitor the long-term development trends marked out by customers as well as competitors’ strategies and market activities, and keep the Sales Department, R & D and Application Engineering informed.
Liaise with and support the Tenneco Aftermarket Organization, as may be required from time to time.
Support new acquisitions and joint venture activities of the Tenneco Corporation, as may be requested by the management.
Review sales plans and forecasts as well as the status of customer programs, report variances and initiate or propose corrective action, if necessary in agreement with the Sales Director and / or Application Engineering.
Lead key new business opportunity development and gate review (0-1). Drive cross functional team to develop the financials plan including capex plan to secure the opportunity.
Ensure a close and open working relationship with all relevant Tenneco disciplines, with other Account Managers and Sales Administration, with local representatives, wherever applicable, as well as with Application Engineering, Project Management, Research & Development, Logistics, Quality, Manufacturing and Finance.
Support manufacturing location decisions (MLD) and coordinate and help obtaining customer approvals for the transfer of parts to other locations.
Identify cost down opportunities (together with Application Engineering and Operations, as may be seen appropriate), liaise with the Sales Director, and maintain log of all price proposals made to customers.
Support logistics in resolving delivery problems and other critical customer issues, as may be required.
Gather regular information on new engine programs and engine build rates from customers and advise the Sales Department and Application Engineering accordingly. Make sure that these numbers are duly considered in annual sales plans and strategic forecasts.
Provide customer call reports and internal meeting minutes.
Deliver reports on new business awards, wins and losses, new business opportunities, threats, pricing and cost issues etc. to the Sales Director on a regular basis, as required.
Capable of providing support as requested by supervisor.