Sales Manager - SAL12702

Function: Sales & Marketing
Localization: Mexico - Queretaro (South)
Contract type: Standard jobs
Publication date: 7th February 2018
Faurecia is an Equal Opportunity Employer
"Technical Perfection and automotive passion" is what defines Faurecia. We design, engineer and provide the best in technology, systems and services for automobile makers in every major market on all five continents. If you share our ambition for technical perfection and our passion for all things automotive, Faurecia has a career for you.
"Faurecia, a driving force…for your professional growth."
Our Clean Mobility Division is looking for a Sales Manager for its plant at Querétaro, Mexico.
Job summary :
 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.
Essential Tasks and responsibilities:
The main missions of the role are to :
  • Develop in-depth intimacy with Customer contacts (Purchasing, Engineering, Programs) :
    • Interfaces with the customer at 1st management level
    • Develop the relationship with his direct counterparts at the customer and with the assigned contacts by the sales network
    • participate 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 customer
    • Ensure proper documentation of all prices and written communication to customer
    • Check coherence of all offers and validates offers regarding technical changes and mandated components
    • Understand and apply the guidelines proposed by the hierarchy regarding contractual management
    • Support 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 processes
    • As and when properly staffed and organized, responsible for coaching, developing and promoting the Sales team
    • Assign 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 impact
    • Follow the Variable Cost Margin of the products
    • Coordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze management
    • Understanding and execution of VA-VE commercial mechanisms
    • Deep 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…)
    • Oversees commercial management for Spare Parts
  • Programs :
    • Oversees several programs from Sales perspective
    • Supports the negotiation of ECRs and claims
    • Follow the profitability of the Program
    • Participate to the CBU / Division Program reviews
  • Acquisitions :
    • Part/Leader of the Acquisition Team
    • Understanding of the Business Plan & RFQA
    • Preparation and update / improvement of the commercial offers through the negotiation loops
    • Develop & lead the execution of the lobbying plan
    • Beat competition ! with satisfactory financials
The ideal candidate will have/be :
  • Education :
    • Business Master Degree or Engineering Degree with a willingness to develop a career path in business
  • Experience :
    • Minimum 10 years of professional experience with successful track record with different commercial assignments
    • Established personal relationship with one or two OEMs within the relevant markets
  • Technical skills :
    • Fluent in English, Spanish and German
    • Very broad functional knowledge and depth understanding of business expertise
    • Strong competencies in relationship management, and negotiation
    • Comfortable with financials
  • Behavioral skills :
    • Good communication and presentation skills, and capacity of empathy
    • Business international mindset
    • Accountable and results oriented – Get the things done
    • Team player and ability to work in a matrix organization

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