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Form of workJob Description
RECARO Automotive is a global leader in performance and comfort automotive seating. With 425 employees operating in 3 manufacturing/assembly plants in 3 countries worldwide, we produce and deliver automotive seating for aftermarket, racing, ergonomic, commercial, and all major OEMs. From complete seating systems to individual components, our expertise spans every step of the automotive seat-making process. Our integrated, in-house skills allow us to take our products from research and design all the way to engineering and manufacturing. To learn more, please visit recaro-automotive.com.
Overview: We are seeking an experienced Business Development Sales Manager in Clinton Township, MI for a new start-up operation. In this role, you will manage sales strategy, sales support and commercial activity for RECARO's B2B business; aftermarket and motorsports. Position is responsible for sales support, customer relationship management, market analysis, new product business cases, finacial management and commercial negotiations for RECARO's business on identified programs. We're looking for a hands-on, passionate individual who takes personal responsibility for their performance and business results. Demonstrates strong sense of urgency about solving problems and identifying opportunities.
Key Responsibilities:
- Develop strong customer and peer relationships that deliver value to the company and provide for increased confidence/desire to work with RECARO.
- Initiates, develops, and grows customer relationships with Operations, Purchasing, Engineering, and Program Execution personnel, paving the way for optimal and efficient commercial negotiations.
- Works with cross-functional Program SDT (Engineering, Program Management, Cost Estimating) to investigate and develop product plan and recoveries.
- Manage and acquire business opportunities that support growth and profitability commitments.
- Drive competitiveness and financial improvement with challenges to cost data provided (design, material, capital, tooling, and start-up).
- Negotiate with customer for pricing and recovery that provide favorable impact on financial metrics
- Complete customer breakdown forms and commercial documentation to support program timing and financial commitments.
- Works with RECARO Operations Team to investigate, resolve and develop commercial recovery strategies, needed to negotiate a fair and reasonable commercial recovery (obsolescence, mix changes, increased demand over CPV, scrap etc..) on behalf of RECARO.
- Develops and maintains an updated and accurate product cost/pricing showing program part numbers and prices, including the various inputs that affect pricing (engineering changes, LTA, indexing, givebacks, etc..) and the "walk" to the current price.
- Develops and maintains an updated and accurate "open issues list" that can be shared, sorted, presented for the appropriate audience (internal or external).
- Resolves items on the "open issues list" in a timely manner.
- Responsible to understand and to fill out appropriate customer documents.
- Responsible to ensure Purchase Orders are updated in a timely and accurate manner, upon resolution of commercial negotiation with the customer.
- Possesses strong commercial, technical and business acumen to drive well-informed program decisions in a timely manner, even when data is limited.
- Work as part of a team to share best practices and help the company achieve its goals.
- Be a constant advocate for the user: willing to ask questions of various stakeholders to make sure product meets the user's needs.
- Representation for RECARO at events with the approved crafted appearance and customer approach
Key Interfaces:
- RECARO Partners (Distributors, Dealers, Motorsport Teams, Partners, and Drivers)
- Product Development & Innovation
- Key Customers (OE, Aftermarket)
- Global/Regional Marketing & Communications
- Global Product Group Leaders (Sales, Engineering, Program Management, & Operations)
- IT (CRM, Process Automation)
- Supplier Partners
Requirements & Qualification:
- 7-10 years' experience in Account or Commercial Management (Costing, Finance, Sales, Program Management).
- Four-year college degree in Business, Finance or Engineering.
- MBA candidates will be preferred.
- Ability to communicate with all levels within the organization.
- Ability to manage multiple projects simultaneously and meet deadlines.
- Proficient in MS-Office software (Word, Excel, PowerPoint)
- Create solid business cases, reports, and strategy plan presentations with supporting data analysis. Including, must be willing to pull data, create financials, and competitive data research.
- Skilled in usage CRM systems (HubSpot), SAP/Plex and office software systems.
- Technical capable in learning and applying product knowledge.
- Proven excellence in customer relationship and financial skills.
- Cross-product knowledge (Trim, Foam, Metals, Plastics, JIT) is desirable.
- Automotive Aftermarket and Motorsports Sales experience required.
- Work/Relationship references from 4 distributors and 4 OEM motorsport contacts.
- Deep knowledge of distributor vs. dealer vs. builder vs. OEM business and development models
- Demonstrated track record of strong teamwork.
- Excellent communication skills and creativity are critical.
- Ability to juggle multiple projects with tight deadlines.
- Working knowledge of FIA Standards and the different racing series.
- Maintain appearance and dress code required as a public figure of the company
- Detroit regional based and required to be in office for non-travel working days
- Regional travel +50%.
