Sales Manager LWS

Essential responsibilities and duties Integrated within the Sales Organization of LWS, the Sales Manager is responsible for the Sales development for customers based in Germany (Program, Serial Life, Acquisitions), within ZE Division in Europe.

The main missions of the role are:

Business development  

Investigate all new RFIs RFQs linked to composite
Promote current products and innovations (ie organo supported by Product Line Mgr & his line Mgr)
Contact new customers (Truck, Bus, Agriculture)

Develop in-depth intimacy with Customer contacts (Purchasing, Engineering, Programs):

Interfaces with the customer at 1st management level

Build and Develop the relationship with his direct counterparts at the customer and with the assigned contacts by the sales network

Look for customers’ feedback and investigate to understand their needs

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

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 rigorous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdues…)

Oversees commercial management for Spare Parts

Manage customer portal to ensure interface properly the customers (RFQ, logistic, quality) together with LWS colleagues (Sales Admin, Techcenter in Saint Malo and with plants (in Theillay & Saint Méloir

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 strategic plan (SP) to meet order intake targets

Soft skills:

Easy communication with customers & French colleagues

German/English speaking mandatory (French is nice to have)

Ability to investigate new contacts (business development)