UNITED KINGDOM| Target and intended purpose: • To achieve the agreed sales / account objectives as defined annually by the Sales Manager. • To identify, develop and commercialize new business typically via multiplication of successful existing or newly developed applications at existing (and new) accounts. Duties, accountability and responsibility: • Define (and after approval) execute the sales / account plans derived from the various product line strategies to realize annual sales and account objectives. • 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 defining, developing and commercializing new projects, customers and applications within the BU’s 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 to the sales manager for approval. • Responsible for adding and maintaining projects in the project module. • Develop and maintain networks at adequate levels of the value chain and accounts organization focusing on engineering, technology and sales. • 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 accurate sales forecasting. • Responsible for monitoring credit limits as defined by the MD and if needed, initiating a request for a higher (or lower) credit limit to the MD as well as for the timely communication of potential bad debts. • Responsible and for preparing and settling rebates after approval of the Sales Manager & MD. • Ownership for handling communication to the customer regarding complaints and proposing settlements (including product returns) to be approved by the Sales Manager. Authorities: • Within the commercial framework set by the Sales Manager, negotiates the closing of a sale with customers. • Development of an account plan to partner with current and future customers for further business development to obtain sustainable, profitable growth. • Identify stakeholders and decision makers in the value chain and convince them of our value proposal. • Network building with the industry. Knowledge and Educational Level: • Minimum of Bachelor’s degree in a relevant technology and / or business related field. • Knowledge of the Automotive market in the UK, detailed know-how of products, applications, competitive materials and competitors. • Knowledge of sales processes. • Established contacts at Automotive T1's and OEM's • 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 judgment, 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. |
