Tenneco is one of the world’s leading designer, manufacturers and marketers of automotive products for original equipment and aftermarket customers, with approximately 78.000 team members working at more than 300 sites worldwide. Through our four business groups, Motorparts, Ride Performance, Clean Air and Powertrain, Tenneco is driving advancements in global mobility by delivering technology solutions for diversified global markets, including light vehicle, commercial truck, off-highway, industrial, motorsport and the aftermarket.
Position Summary:
The Executive Director Sales & Program Management Clean Air EMEA effectively takes ownership of the customer strategy and in doing so delivers the committed performance in terms of profitable revenue growth, develop commercial & product technology winning strategies and focus on customer relationship and satisfaction.
The Executive Director Sales & Program Management represents Tenneco and all Clean Air Products and Services sold to Light Vehicle, Commercial truck and Off-Highway customers.
Job Responsibilities:
· Defines, develops and deploys a comprehensive customer strategy aimed at growing the revenues and the profitability in alignment with customer's key issues/initiatives
· Manages team of customer account managers interfacing with assigned customer.
· Functions as key focal point for all strategic customer issues on a Regional basis and is aligning strategies and actions with the other regional and global leads.
· Articulates clear understanding of current/future targets for relevant customer market shares/technology offerings, competitive positioning, pricing strategies and expected gross margins
- Monitors market dynamics (global and regional) including customer and competitor developments; and recommends strategies to cope with them to senior management.
· Takes ownership of total customer satisfaction. Establishes and nurtures customer relationship including a review process and corrective action plans together with Account leads, as appropriate.
- Develops and deploys (in consensus with Global Engineering & other cross-functional teams) a product technology roadmap which effectively translates customer needs into product/service features.
- Embraces responsibility of commercializing new product that are an outcome of R&D investments.
· Provides customer interface strategies (points of contacts, frequency) and builds strong relation with key customer decision-makers
· Drive cash generation, focusing on customer DSO conditions and past due collection
· Develops the appropriate customer sales forecast for the annual & 5 year business plans (profit plan, strategic plan).
· Drives new project business and white space customer win strategies supported by thorough business case data & analysis.
· Ensures Flawless New Product Launches meeting customer milestone and Tenneco expectation according to internal TenPlus process.
· Assures account team’s compliance with Quality System procedure
· Successfully negotiates terms and conditions with the customer while making them fully understood and agreed internally.
· Takes ownership of daily interface with customer, operations, engineering, purchasing, logistics and senior management.
Qualifications:
· Bachelor’s degree in business management or engineering; MBA preferred.
- Minimum 10 years experience in a managerial or team leader role in an automotive manufacturing environment, managing cross functionally.
· Global business experience is highly desirable.
· Must have broad knowledge of financial, engineering, marketing, manufacturing, materials management, quality systems, business development and business law.
· Excellent negotiating, interpersonal, communication, and strategic planning skills.
· Broad business acumen, ability to plan and manage execution of business plans, solution selling.
· Demonstrates deep understanding of the customer's industry and market
- Proven team leader. Articulates clear direction and expectation aligned with the overall business strategy and Tenneco core values
- Demonstrates drive for achieving fast, outstanding results.
· Technical and program management skills. Ability to convert customer needs into commercial, footprint & product strategy.
· Professional excellence and personal integrity.
Additional Skills:
- Proactive customer approach
- Ability to establish will to win culture
- Experience with CRM software and MS Office suite.
- Familiarity with different sales techniques and pipeline management.
- Strong analytical and quantitative skills; ability to use hard data and metrics to back up assum