Your mission, roles and responsibilitiesDevelop in-depth intimacy with Customer contacts (Purchasing, Engineering, Programs and the other relevant functions):- Interfaces with the customer at 1st management level
- Develop the relationship with his/her direct counterparts at the customer and with the assigned contacts by the sales network
- Participate regularly to customer meetings (progress reviews, quality reviews, commercial global meetings)
- Monitor what competition is doing
Prepare and check/validate the commercial offers to answer on due time to the Customer requests:- Get a good understanding of the costing files ("hands on") & customer breakdowns
- Build up and get validated the targeted pricing and the negotiation path / strategy to convince the customer
- Ensure proper documentation of all prices and written communication to customer
- Check coherence of all offers and validates offers regarding technical changes and mandated components
- Understand and apply the guidelines proposed by the hierarchy regarding contractual management
- Lead or support claims negotiation at the appropriate level at the customer
Serial Life:
- Responsible for on-time customer ECRs ("Engineering Changes Requests") negotiation to improve program operating income
- Detailed understanding of piece price, tooling, D&D impact, and steel surcharges
- Coordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze management
- Understanding and execution of VA-VE commercial mechanisms
- Deep understanding and commercial management of local economics (inflation, exchange rate)
- Understanding and rigorous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdues...)
- Oversees commercial management for Spare Parts
Programs:- Oversees several programs from Sales perspective
- Act as Program Sales Leader - part of the Program Core Team
- Leads the negotiation of ECRs and claims
- Follow the profitability of the Program
- Participate to the CBU / Division Program reviews
- Understand the business plan and RFQA
- Maintain the thorough and up to date cash tracking for his/her respective program and reporting out updates to the team regularly
Acquisitions:- Part/Leader of the Acquisition Team
- Contributes to development of commercial quote strategy
- Understanding of the Business Plan, RFQA and Go NoGo process
- Preparation and update / improvement of the commercial offers through the negotiation loops
- May act as Acquisition Manager for program acquisitions
May manage one or more direct reports:- Ensure the proper talent at the right place through internal or external recruitment processes
- As and when properly staffed and organized, responsible for coaching, developing, and promoting the team
- Coordinate actions of the team, regardless of reporting structure
Will perform some work typically done by Sales Director (sales and VA/VE budgeting, revenue recognition, claims management, management of accruals, forecasting, past due management, tooling recovery, etc.)
Your profile and competencies to succeed- Minimum Education Level: Business Bachelor's Degree (Business Master's Degree preferred) or Engineering Degree with a willingness to develop a career path in business
- Minimum 7 years of professional experience with successful track record with different commercial assignments
- Established personal relationship with one or two OEMs within the relevant markets
- Deep understanding of customer specific commercial processes
- Fluent in English and if necessary, in the Customer language
- Business model, industry, and product knowledge
- Strong competencies in relationship management, and negotiation
- Understands program financials and how commercial actions impact program OI
- Good communication and presentation skills
- Business international mindset & ability to work cross-culturally
- Accountable and results oriented
What we can do for you- At Forvia, you will find an engaging and dynamic environment where you can contribute to the development of sustainable mobility leading technologies.
- We are the seventh-largest global automotive supplier, employing more than 157,000 people in more than 40 countries which makes a lot of opportunity for career development.
- We welcome energetic and agile people who can thrive in a fast-changing environment. People who share our strong values. Team players with a collaborative mindset and a passion to deliver high standards for our clients. Lifelong learners. High performers. Globally minded people who aspire to work in a transforming industry, where excellence, speed, and quality count.
- We cultivate a learning environment, dedicating tools and resources to ensure we remain at the forefront of mobility. Our people enjoy an average of more than 22 hours of online and in-person training within FORVIA University (five campuses around the world)
- We offer a multicultural environment that values diversity and international collaboration. We believe that diversity is a strength. To create an inclusive culture where all forms of diversity create real value for the company, we have adopted gender diversity targets and inclusion action plans.
- Achieving CO2 Net Zero as a pioneer of the automotive industry is a priority: In June 2022, Forvia became the first global automotive group to be certified with the new SBTI Net-Zero Standard (the most ambitious standard of SBTi), aligned with the ambition of the 2015 Paris Agreement of limiting global warming to 1.56C. Three principles guide our action: use less, use better and use longer, with a focus on recyclability and circular economy.
