UNITED KINGDOM| Target and intended purpose: • To be responsible for the Automotive market in 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 (Automotive). • 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 Director, Sales & Marketing UK, 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 automotive 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. For further details or for an initial confidential telephone discussion please contact Piotr Smukowski on 0044 1789 266 660 / 0044 7718 346 204 or via email peter@simplexrecruitment.com |
