Function:
* To be responsible for the automotive industry sectors in the UK & Scandinavia.
* To achieve the agreed sales / account objectives as defined annually by the Sales Manager (Automotive) Europe.
* To lead, develop and commercialise new business activities typically via multiplication of successful existing or newly developed applications at existing (and new) accounts.
Duties, accountability and responsibility
* Define targets and execute the sales / account plans derived from the various product line strategies and the UK 1 & 3-Year Plans to realize annual sales and account objectives.
* Lead, manage and support the direct report – Key Account Managers.
* Coordinate and support the Scandinavian direct and distribution business in line with the company core strategy.
* Execute negotiations about pricing, delivery etc. within boundaries set by sales and product management. Responsible for quotations, contracts, complaint ownership and consignment contracts.
* Responsible for accurate sales forecasting via CRM System.
* Responsible for defining, developing and commercialising new projects, customers and applications within the BU strategy and the ambition of individual product lines.
* Responsible for leveraging and co-ordinating Application Development and research colleagues efforts for his / her accounts and projects and to co-ordinate all internal activities concerning the account to ensure a consistent approach in sales, support and development.
* Responsible for positioning new value propositions at target accounts for commercial development and for communicating value propositions to the market.
* Accountable for initiating development agreements with customers and responsible to communicate the business case as necessary.
* Responsible for adding and maintaining projects in the CRM’s project module.
* Develop and maintain networks at adequate levels of the value chain and accounts organisation focusing on engineering, technology and sales.
* Responsible to communicate internally and to the customer new product development needs / requests / availability.
* Responsible for collecting market information and communicating current and emerging needs for existing and potential accounts within the region to drive new business development.
* Responsible for monitoring credit limits as defined by the CFO and if needed, initiating a request for a higher (or lower) credit limit to the CFO.
* Ownership for handling communication to the customer regarding complaints and proposing settlements (including product returns) to be approved by the Superior.
* Accountable for dunning and communicating timely, accurate instructions to the accounts receivable administrator.
* Responsible for the timely communication of potential bad debts and for preparing and settling rebates after internal approval.
Authorities:
* Within the commercial framework set by the UK Sales & Marketing Director, negotiates the closing of a sale with customers.
* Directs and supervises sales to meet or exceed volume, pricing and margin goals.
* Development of an account plan to partner with current and future customers for further business development to obtain sustainable, profitable growth.
* Value proposition development and improvement.
* Identify stakeholders and decision makers in the value chain and convince them of our value proposal.
* Commercialisation of targeted value propositions.
* Network building with the industry.
* Knowledge building and propagation of that knowledge with the company across the globe.
* Monitoring of Key Account Manager performance, including targets, action plans and corrective actions as necessary.
Knowledge and Educational Level:
* Minimum of Bachelor's degree in a relevant technology and/or business related field.
* Knowledge of the industry and markets, detailed know-how of products, applications, competitive materials and competitors.
* Knowledge of sales processes.
* Experience of finance, product management and additional understanding of technical service and application development.
* Excellent communication and social skills.
Required level of experience:
* Minimum of 5 years relevant B2B experience in the field of sales and business development.
* Analytical with good judgement, business sense and problem-solving skills.
* A strong negotiator able to identify customers’ needs and be persuasive when presenting ideas.
* A team player able to work interdependently.
* Creative with entrepreneurial experience.
* Relation builder with good social and networking skills.
* Structured worker with good time management and project management ability.
* Experienced in managing a sales person or sales team as necessary.