NA OES Sales Director

The position

The NA Director for Heavy Duty Aftermarket and Service application will be responsible for leading the region's Sales for OES and IAM Heavy Duty customers, driving the development and growth of the NA Aftermarket Business and delivering profitable sales revenue.

This role will oversee sales activities for the region by developing sales tactics, managing customer interactions and maintaining OES/IAM Heavy Duty sales and new opportunities. It will also have key responsibility for sales forecasting, past due management, rebate structure and the sales delivery process. By identifying and implementing improvements in business process, technology and direction within the Sales function, it will focus on total value to Customers, employees and investors. This role will be responsible for managing and growing the Sales Function for North America by leveraging talent and resources in pursuit of clearly defined strategic and organizational goals.

We are looking for a versatile and talented leader with a demonstrable record of managing OES and IAM Heavy duty accounts, working with OE partners, creating processes and developing business and sales strategies. Automotive Industry experience is desirable; the role is positioned in the NA Aftermarket Leadership Team.

Key responsibilities

• Own and hit/exceed annual sales targets for IAM/OES sales accounts
• Develop and execute strategic account management plan to achieve sales targets and perform expected customer support actions.
• Maintain order intake sales forecast and outlooks for business planning purposes.
• Provide direction for the design, planning, development and implementation of strategic initiatives related to marketing, product development and the NA Regional Business Strategy
• Pro-actively engage with and lead cross-functional teams to identify improvement opportunities; drive results, meet growth targets, manage to budget and execute functional business planning process
• Strategize, plan and integrate with Marketing, Supply Chain, Production, Engineering and Global teams to support delivery of key performance indicators for the region
• Track and report on performance metrics, provide data and recommendations to support operational performance and customer satisfaction levels
• Coach and lead teams through knowledge transfer and open communication; evaluate and encourage feedback by role modelling and driving engagement at all times
• Determine the necessary team structure and needed talent within the function to support the Heavy Duty customers
• Negotiate and define deliverables and solutions with external 3rd party service providers, ensuring they achieve contractual terms
• Work with all members of the Leadership Team to secure NA Region commercial, operational, financial and service objectives
• Build and maintain strong relationships with customers, ensuring standards remain high, reliable and consistent
• Partner with customers to understand their business needs and objectives and effectively communicate the value proposition through proposals and presentations
• Possess advanced analytical and problem solving skills, with demonstrable ability to handle multiple priorities, work well under pressure and meet deadlines with quality output

What we are looking for

Experience

• Extensive experience managing OES/IAM heavy duty accounts across a region within multicultural environments, leading by example to enhance capabilities and develop talent
• Fundamental understanding & experience of Sales Operations systems and processes to deliver objectives and provide recommendations to key stakeholders to develop and strengthen the Sales function
• Evidence of leading supplier and 3rd party service provider relationship management
• Held roles managing customers in the Automotive Aftermarket or similar

Expected skills & competencies

• Resilient, driven, self-starter, able to constructively challenge whilst building capable and resilient teams to meet Region objectives, through delegation and empowerment
• Project management skills, able to remain pro-active and commercially focused when delivering to financial and time-based objectives
• Highly numerate and literate; advanced verbal and written communication capability; competent user of current computer and communications systems
• Excellent interpersonal skills, comfortable engaging with and influencing colleagues from the top to the front; demonstrates inspirational behavior; passionate about Marketing and Strategy
• Ability to travel

• Education
• Bachelor's degree in Marketing, Business Management or a similar function
• Master's degree preferred by not required

Internal Use Only: Salary

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