Head of Regional Sales (Automotive Aftermarket) - REMOTE

SUMMARY

Responsible for regional sales in North America, fulfilling customer expectations and addressing market specific requirements. This function must define and implement the regional sales strategy and manage key account management. He/she is responsible for increasing sales, profitability, market share, brand awareness and establishment, customers and employees satisfaction.

The position is split up into three areas:

• Key Account Management

• Sales USA

• Sales Mexico

Main Accountabilities:

General Accountabilities:

• General Management

  • Manage short- and long-term goals for the organization

  • Enable and support exchange and collaboration among team members and interfacing functions

  • Maintain and develop organizational culture, values and reputation with all interfacing parties (customers, suppliers, employees and partners).

  • Define and deploy methods and tools to develop and lift competences in the sales and marketing functions

  • Employee development

    • Evaluate, select and develop the right people in the organization

    • Provide direction and manage team, mentor and maintain competent, motivated employees

    • Lead by living the MAHLE Group Leadership Principles.

• Processes, Governance and Compliance

  • Define, manage and implement business process within operational area in line with the Excellence Organization.

  • Regional Process Owner for Manage Customer Relationship and Acquire Business process (C2)

  • Actively supports activities in Provide Services and Customer Solutions process (C7)

  • Deploy methods and tools for sales excellence and customer relations

  • Adhere to organization’s policies, compliance regulations and applicable laws

  • Conduct regular internal audits to ensure compliance to processes and regulations within area of responsibility

• Cross-Functional Activities

  • Align within and across the region and conduct know-how transfer

  • Actively support job rotation in alignment with regional and functional directors

  • Conduct external benchmarking and participate in external industry associations (i.e. CLEPA, AAIMPACT etc.)

  • Drive market intelligence activities regarding market and customer trends, development, legal and political influences as well as competitors’ activities

  • Drive and enable change from “sales driven” mind-set to “profitable growth” mind-set and from single product sales to solution provider

  • Strive for continuous improvement by developing business opportunities to enhance revenue generation and increase operational efficiency

• Core Activities and Responsibilities

  • Develop and implement Regional Sales Strategy in all sub-regions, for key account management, and for service solutions to increase sales and profitability, realize business opportunities, enhance share of accounts and grow market share.

  • Assess local market conditions, identify and take advantage of current and future sales opportunities.

  • Plan, coordinate and manage product specific sales activities, including direct and specific solutions with/for key accounts

  • Ensure and conduct successful sales negotiations.

  • Introduce new products and facilitate and push cross selling across the region.

  • Manage customer satisfaction and escalate if needed to Regional Director.

  • Implement a market specific distribution strategy and sales concepts that enable profitable sales growth

  • Monitor and analyze sales performance and product profitability by customers, product groups, and sales channels. Identify unaddressed potential and derive corrective measures, making decisions rooted in data.

• Additional Responsibilities

  • Responsible for regional activities in sales and marketing to ensure profitability of product portfolio

  • Share best practices, business opportunities and needs across and between regions.

  • Accountable for the Manage Customer Relationship and Acquire Business process (C2) within the region.

  • Responsible for budgets, CAPEX, forecasting, cost control, and planning.

  • Represent MAHLE Aftermarket in the region at official events (customer events, buying groups meetings, etc.)

  • Contribute and motivate other departments in business improvement and corrective measures to meet forecast.