Sales Manager Automotive

About the role

Location: Remote role but must reside in the Detroit, Michigan area

Hours: Full-Time

Type of Contract: Permanent

Application Deadline:

 

Make Sales Real! 

The role holder develops an overall strategy and targets for their sales responsibility in alignment with the mobility strategy and details individual strategies and targets for their assigned customers and countries/regions.
The role holder utilises their experience and strong expertise to grow PO volumes and margins and optimises the customer grade mix, managing a range of commercial activities
•    Sales forecasting and planning
•    Customer plans and action tracking 
•    Customer acquisition; managing customer relationships, leading customer negotiations
•    Sales execution
•    Managing stakeholder relations along the value chain
•    Management of price and commercial conditions

The role holder coordinates cross-functional customer teams where applicable, participates in Mobility projects, and selectively participates in cross-PO projects as well as in Application Marketing Teams where applicable.
•    Develops a clear strategy and targets (volume, price, profit, segments) for the overall sales responsibility in line with mobility strategy; details sales strategies and targets for assigned customers
•    Provides accurate input for forecasting and operational planning in line with mobility strategy to satisfy customer requirements and optimise the PO business
•    Effectively uses defined sales tools to articulate, communicate and deliver upon defined sales strategies
•    Plans and conducts negotiations, based on a sound understanding of relevant factors in customers' decision making, PO value propositions and market dynamics
•    Prospects, acquires and develops new customers in priority segments
•    Sells products and services based on defined value propositions and customer interaction models, driving volume growth at optimised margins 
•    Collaborates with ADTS and Marketing to launch new products at the customer in line with Mobility strategy
•    Actively drives the contribution of Sales into the AMT
•    Liaises with key stakeholders in the value chain to influence decision making, gather market intelligence, develop the Borealis brand(s) and effectively drive the mobility growth
•    Collects market/customer information to build intelligence; communicates to relevant internal stakeholders
•    Develops and sustains customer relations at all relevant levels to improve the PO commercial position, identify customer requirements and deliver on commercial plans and targets
•    Manages after-sales activities and follows up with customers on Borealis performance, develops mitigation actions; provides feedback in line with the mobility strategy
•    Proactively addresses structurally unprofitable business; continuously optimises customer profitability by active price management, using available tools 
•    Participates in mobility projects, and selectively participates in cross-PO projects as well as in Application Marketing Teams where applicable
•    Price setting above the net target grade price 
•    Claims compensation, credit policy and credit notes according to Borealis Policies and Authority Schedules and in line with the mobility strategy
•    Bonus/ supply agreements 

 

About you

Bachelor degree or equivalent
•    Financial literacy
•    5+ years relevant working experience in sales/commercial role
•    Knowledge of polyolefins products, production technology and processes
•    Knowledge of application processing technologies at customers
•    Understanding of application value proposition and strategy
•    Strategic thinking, translating application strategy into customer strategies and plans 
•    Insight into customer strategy (product portfolio/pipeline, segments, value chain)
•    Insight into of customers' financial performance
•    Insight into customers' commercial decision making, sourcing strategy
•    Understanding of value chain (e.g., players, dynamics, decision making)
•    Understanding of short term market dynamics
•    Value based selling skills
•    Agility to use short windows of opportunity, orientation to close deals
•    Ability to develop innovative and/or customised solutions
•    Ability to sell standard products
•    Contract management skills (e.g., supply, non-disclosing, bonus agreements) 
•    Ability to prospect and acquire new customers
•    Relationship building skills
•    Negotiation skills
•    Project management and coordination skills (multi-disciplinary teams, global customers)
 

Our offer