The business unit thyssenkrupp Dynamic Components is one of the leading automotive suppliers and development partners for highly complex drivetrain technologies. Around 3,500 employees produce 27 million drivetrain components a year at ten locations in Germany, Liechtenstein, Hungary, China, USA, Brazil, and Mexico. The product range mainly comprises assembled camshafts, valve train systems, and rotor shafts for high-end combustion, hybrid, and electric engines. Further products for battery electric vehicles are already at an advanced stage of development. With our manufacturing and automation expertise, we make a significant contribution to reducing emissions for sustainable mobility.
The Director of Sales position is a pivotal position with the priority of successfully managing the commercial responsibility for Camshaft customers. Specifically responsible for directly managing the team, ensuring support and resources are available, coordinating and directing efforts to support internal and external customers. The Director of Sales leads a team dedicated to excellence in sales; building customer relationships and achieving annual sales objectives.
Responsibilities
- Be the lead, North American based, customer commercial representative for thyssenkrupp Camshaft products.
- Develop and deploy comprehensive customer strategies that improve the profitability and growth of thyssenkrupp Camshafts.
- Develop the customer interface strategy (points of contact, frequency) and build strong rapport with key decision makers.
- Coordinate customer commercial negotiations for thyssenkrupp Presta Camshafts manufactured products to defined standards.
- Develop sales forecasts for use in the OPL planning process and monitor market trends throughout the year for use in forecast adjustments.
- Report on office activities, market forecasts/developments, and potential new customers.
- Identify technology trends to support the alignment/implementation of internal R&D efforts.
- Support internal departments in the resolution of customer issues.
- Ensure internal/external procedures are in accordance with IAFT 16949 criteria.
- Support thyssenkrupp Camshaft global market development.
- Interact and support BA-AT and thyssenkrupp RHQ initiatives.
- Manage customer commercial activities.
- Receipt, distribution, and retention of customer requests for quotes (RFQ).
- Lead internal pre-nomination activities through adherence to RFQ Work Flow Process in negotiation of piece price, tooling, and ED&T for program awards.
- Construct and submit commercial offers per Authority Definition.
- Manage acceptance, retention, and distribution of customer contracts, purchase orders, nomination letters, letters of intent, tooling orders, piece price changes, etc.
- Participate in standard customer program activities (e.g., SOP, run-at-rate, aging accounts collection) in support of the internal team.
- Negotiate and implement agreements to maximize revenue and profitability.
- Establish and maintain relationships through all levels of the customer organization.
- Participate in the investigation of customer quality issues per Customer Complaint Management process with the goal of a mutually agreed outcome.
- Support the biennial Customer Satisfaction Survey process.
- Create customer-specific strategies to accomplish sales goals.
- Identify, evaluate, and report on technology trends and new business opportunities that align with R&D efforts. Support opportunities through customer presentations and interaction with collaborating tier one partners.
- Create and deliver commercial and technical presentations to varied audiences.
- Construct comprehensive forecasts for budget planning.
- Gather market intelligence and competitive price data to build an understanding of competitors’ positions.
- Communicate customer expectations to the internal team.
- Monitor customer scorecards and take actions to improve identified deficiencies.
- Coordinate customer visits to manufacturing facilities.
- Maintain technical competence relative to assigned products.
- Participate in internal company events.
- Lead and coordinate with other functional areas all cost reduction ideas.
- Support commercial discussions impacting other Camshafts global locations, as required.
Supervisory Responsibility
Directly supervises the Key Account Managers in the Troy, Michigan office.
Qualifications
To perform this job successfully, a successful candidate will be able to perform each essential duty satisfactorily.
- Education: Minimum of a Bachelor’s degree from a four-year college or university in Engineering field; Master’s Degree preferred.
- Experience: 10+ years of sales experience in the automotive industry or similar.
- Competency with customer web portals such as Covisint or equivalent.
- Understanding of material economics and application to customer programs preferred.
- Understanding of Valvetrain/powertrain functionality and operation.
- Experience with metallic components and their manufacturing techniques.
- Experience within a multi-cultural, global organization is essential.
- Technically competent (able to rapidly gain a thorough knowledge of camshafts) and demonstrated understanding of automotive sales performance as a Key Account Manager or closely related experience.
- Technology: Ability to interact and understand SAP or equivalent ERP system as well as other financial reporting software.
- Travel: Occasional travel, up to 50%, including international.
The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Benefits
- Paid Time Off (PTO)
- Supplier Discounts
- Tuition Reimbursement
- Paid Company Holidays
- Medical, Dental, Vision, Prescription Drug Coverage
- Exclusive free medical services through our partnership with Everside Healthcare for employees and their dependents 3+ years of age.
- 401(K) Plan with 5% Company match!
- Annual 20% Target Bonus potential
- Company cell phone, car allowance