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Sales Manager level 2

Date:  19-Apr-2021
Country/Region:  IN
Contract Type:  Unlimited
Requisition ID:  16322

Position Description |

Title:                       Sales Manager

Reports To:                Sales Director

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:

  • 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 small 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 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 :


Minimum Education Level: Business Master Degree or Engineering Degree with a willingness to develop a career path in business


Experience :

    • Minimum 5 years of professional experience with successful track record with different commercial assignments
    • Established personal relationship with one or two OEMs within the relevant markets


Skills and competencies :

    • Fluent in english and if necessary in the Customer language
    • Business model, industry, and products knowledge
    • Strong competencies in relationship management, and negotiation
    • Comfortable with financials
    • 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


The Employee is aware and ensures the respect of the Internal Rules, Code of Ethics and Management Code applicable in the establishment to which she/he is assigned.



Job Family:            Sales

Reference job:                Sales Manager 2










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