Sales Manager

BG / Division / Site FCM
Directly reporting to CBU Director FCM India
Functionally reporting to NA
The main missions of the role are:
o Develop in-depth intimacy with Customer contacts (Purchasing, Engineering, Programs) :
o Interfaces with the customer at 1st management level
o Develop the relationship with his direct counterparts at the customer and with the assigned contacts by the sales network
o participate regularly to customer meetings (progress reviews, quality reviews, commercial global meetings)
o Monitor what competition is doing
o Prepare and check/validate the commercial offers to answer on due time to the Customer requests :
o Get a good understanding of the costing files ( hands on )
o Build up and get validated the targeted pricing and the negotiation path / tactics to convince the customer
o Ensure proper documentation of all prices and written communication to customer
o Check coherence of all offers and validates offers regarding technical changes and mandated components
o Understand and apply the guidelines proposed by the hierarchy regarding contractual management
o Support claims negotiation at the appropriate level at the customer
o Serial Life :
o Responsible for on-time / on-profit customer ECRs ( Engineering Changes Requests ) negotiation
o Detailed understanding of piece price, tooling and D&D impact
o Follow the Variable Cost Margin of the products
o Coordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze management
o Understanding and execution of VA-VE commercial mechanisms
o Deep understanding and commercial management of local economics (inflation, exchange rate)
o Understanding and rigourous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdues )
Oversees commercial management for Spare Parts
o Programs :
o Oversees several programs from Sales perspective
o Supports the negotiation of ECRs and claims
o Follow the profitability of the Program
o Participate to the CBU / Division Program reviews
o Acquisitions :
o Part/Leader of the Acquisition Team
o Understanding of the Business Plan & RFQA
o Preparation and update / improvement of the commercial offers through the negotiation loops
o Develop & lead the execution of the lobbying plan
o Beat competition ! with satisfactory financials

Your profile and competencies to succeed