Sales Manager/Snr Sales Manager

Tenneco•Grass Lake, MI

About The Position

At Tenneco, we don’t follow industry standards; we set them, and we don’t settle for being best-in-class because we hustle to be better than best-in-class. Whether it’s our Core Values–radical candor, simplify, organizational velocity, tenacious execution and win–or our Get Stuff Done (GSD) mindset, we’re determined to become the most trusted partner and best manufacturer and distributor to the transportation industry. With a product portfolio as expansive as it is innovative, an obsessive commitment to quality and excellence, and a global presence, we’re all about getting stuff done, so we can win. How do we make it happen? Through the Tenneco Way. Fueled by our Core Values, a winning mindset and a relentless commitment to excellence, the Tenneco Way is how we win. It’s what keeps Team Tenneco bold, driven, and unapologetically focused on pushing past limits and redefining success. Here, you’ll work alongside a team of relentless problem-solvers who are committed to making a tangible impact. If you’re ready to break boundaries, deliver results, and enjoy the ride along the way, you’ll thrive here. Want to learn more about who we are? Check out our website to discover the Tenneco Way. POSITION SUMMARY The Sales Manager is responsible for managing their assigned customer(s). This involves managing and coordinating all Commercial and Sales aspects of including: quoting New business, quoting Engineering changes, establishing and improving platform profitability, managing pricing, and collecting receivables. This position serves as the primary customer contact for all commercial related program concerns including current projects, new projects as well as the business plan.

Requirements

Bachelor’s degree or Minimum 5 years experience in tier 1 or OEM automotive environment in a Business Discipline (Marketing, Sales, Finance, Operations)
High level of proficiency with the Customer Systems.
Excellent written and verbal communication skills
Must be able to prepare and deliver professional presentations
Required to work independently, under pressure, with the ability to drive projects to closure
Must be able to successfully handle multiple priorities and deadlines
Exceptional negotiating skills with proven success in dealing directly with OEMs (or equivalent)
Reports to Director, Sales NA CA

Responsibilities

Customer Relationship Management: Build strong cross functional relationships with Customer Purchasing, Engineering, and Quality
Meet with Customer on a weekly basis to track and manage open issue
Embrace role as primary customer interface
Lead customer negotiations to a profitable conclusion in a timely manner
Program Profitability: Own profitability of customer account.
Champion VA/VE, TVM and Lean activities and lead cross functional teams in establishing and achieving improvements to profitability
Support all phases of TENPlus and lead interaction with manufacturing, engineering, finance, supply chain management etc., to deliver committed profitability
Report out on profitability in Profitability reviews, Program Reviews and Exec Program reviews
Strategy and Business Management: Assist with preparing short-term, medium-term and long-term customer strategy as well as the customer specific planning of revenue and results (AOP, battle plan)
Observe and analyze the market and the competition
Assist in resolution of Supply Chain Management issues
Effectively track and manage open issues relating to purchase orders, tool orders, customer payments, obsolescence, accruals, royalty payments, PGM settlement, past due account receivables, etc.
Administer the Quote Approval and Contract Review process
Assist in BOS management, tracking and report out
Assist with managing Book of Business for your customers
New Business Acquisition/Change Management: Lead cross functional Sales team in pursing and winning new business
Screen Engineering Change Notices and establish commercial parameters and estimating resource requirements (capital, SGA & E, development etc.)
Create, negotiate and maintain all Sourcing Agreements (CNAs) and related documents needed to secure business
Work with Cost Estimating group to establish pricing and profitability per established guidelines.
Prepare business cases for review and approval, including in support of Capital Appropriation Requests
Procure all purchase and tool orders from the customer prior to Tenneco capital and tool spending.