Head of Sales Management

Forvia, a sustainable mobility technology leaderWe pioneer technology for mobility experience that matter to people.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 levelDevelop the relationship with his/her direct counterparts at the customer and with the assigned contacts by the sales networkParticipate regularly to customer meetings (progress reviews, quality reviews, commercial global meetings)Monitor what competition is doingPrepare 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 breakdownsBuild up and get validated the targeted pricing and the negotiation path / strategy to convince the customerEnsure proper documentation of all prices and written communication to customerCheck coherence of all offers and validates offers regarding technical changes and mandated componentsUnderstand and apply the guidelines proposed by the hierarchy regarding contractual managementLead or support claims negotiation at the appropriate level at the customerSerial Life:Responsible for on-time customer ECRs (“Engineering Changes Requests”) negotiation to improve program operating incomeDetailed understanding of piece price, tooling, D&D impact, and steel surchargesCoordinate or take directly in charge the commercial productivity proposals with a detailed understanding of Squeeze managementUnderstanding and execution of VA-VE commercial mechanismsDeep 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 PartsPrograms:Oversees several programs from Sales perspectiveAct as Program Sales Leader - part of the Program Core TeamLeads the negotiation of ECRs and claimsFollow the profitability of the ProgramParticipate to the CBU / Division Program reviewsUnderstand the business plan and RFQAMaintain the thorough and up to date cash tracking for his/her respective program and reporting out updates to the team regularlyAcquisitions:Part/Leader of the Acquisition TeamContributes to development of commercial quote strategyUnderstanding of the Business Plan, RFQA and Go NoGo processPreparation and update / improvement of the commercial offers through the negotiation loopsMay act as Acquisition Manager for program acquisitionsMay manage one or more direct reports:Ensure the proper talent at the right place through internal or external recruitment processesAs and when properly staffed and organized, responsible for coaching, developing, and promoting the teamCoordinate actions of the team, regardless of reporting structureWill 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 succeedMinimum Education Level: Business Bachelor’s Degree (Business Master’s Degree preferred) or Engineering Degree with a willingness to develop a career path in businessMinimum 7 years of professional experience with successful track record with different commercial assignmentsEstablished personal relationship with one or two OEMs within the relevant marketsDeep understanding of customer specific commercial processesFluent in English and if necessary, in the Customer languageBusiness model, industry, and product knowledgeStrong competencies in relationship management, and negotiationUnderstands program financials and how commercial actions impact program OIGood communication and presentation skillsBusiness international mindset & ability to work cross-culturallyAccountable and results orientedWhat we can do for youAt 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. Globally minded people who aspire to work in a transforming industry, where excellence, speed, and quality count. 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 1.5C. Why join usFORVIA is an automotive technology group at the heart of smarter and more sustainable mobility. We bring together expertise in electronics, clean mobility, lighting, interiors, seating, and lifecycle solutions to drive change in the automotive industry.With a history stretching back more than a century, we are the 7th largest global automotive supplier, employing more than 157,000 people in 43 countries. You'll find our technology in around 1 out of 2 vehicles produced anywhere in the world.In June 2022, we became the 1st global automotive group to be certified with the SBTI Net-Zero Standard. We have committed to reach CO2 Net Zero by no later than 2045.As technological innovation and the need for sustainability transform the automotive industry, we are ideally positioned to deliver solutions that will enhance the lives of road-users everywhere.Department:Sales