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- Develop in-depth intimacy with Customer contacts (Purchasing, Engineering, Programs) :Interfaces with the customer at 1st management levelDevelop the relationship with his direct counterparts at the customer and with the assigned contacts by the sales networkparticipate regularly to customer meetings (progress reviews, quality reviews, commercial global meetings)Monitor what competition is doing
- Prepare and check/validate the commercial offers to answer on due time to the Customer requests :Get a good understanding of the costing files ("hands on")Build up and get validated the targeted pricing and the negotiation path / tactics to convince the customerEnsure proper documentation of all prices and written communication to customerCheck coherence of all offers and validates offers regarding technical changes and mandated componentsUnderstand and apply the guidelines proposed by the hierarchy regarding contractual managementSupport claims negotiation at the appropriate level at the customer
- Manage a team of Sales Engineers :Ensure the proper talent at the right place through internal or external recruitment processesAs and when properly staffed and organized, responsible for coaching, developing and promoting the Sales teamAssign objectives and follow-up
- Serial Life:Responsible for on-time / on-profit customer ECRs ("Engineering Changes Requests") negotiation Detailed understanding of piece price, tooling and D&D impactFollow the Variable Cost Margin of the productsCoordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze managementUnderstanding and execution of VA-VE commercial mechanismsDeep understanding and commercial management of local economics (inflation, exchange rate)Understanding and rigourous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdues...)Programs :Oversees several programs from Sales perspectiveSupports the negotiation of ECRs and claimsFollow the profitability of the ProgramParticipate to the CBU / Division Program reviewsAcquisitions :Part/Leader of the Acquisition TeamUnderstanding of the Business Plan & RFQAPreparation and update / improvement of the commercial offers through the negotiation loopsDevelop & lead the execution of the lobbying plan
Sales Manager_ Japanese - Shanghai, 中国 - Faurecia
描述
Job Description
Essential responsibilities and duties
Integrated within the Sales Organization of a given Customer Business Unit ("CBU"), the Sales Manager is responsible for the Sales development for a specific Account or part of this Account (Program, Serial Life, Acquisitions), within a Division / Region.
The main missions of the role are:
Oversees commercial management for Spare Parts