Area Sales Manager

Job Purpose & Key Responsibilities

THE POSITION
The AM Area Sales Manager will manage and drive the AM sale through the distribution channels for the Light and Commercial Vehicle market (OES and IAM) in the area assigned with key focus on the DACH markets. 
In his role he will report to the Sr.Manager Sales Aftermarket – CV/LV EMEA and he will be responsible to realize the sales budget and to develop market opportunities in his area, to expand market penetration, to support leadership in preparing long and short term strategy for the assigned market, to enhance market position and company image.  The target candidate will work closely with the key Dana functions to assure total customer satisfaction. 

Candidate will be focused in identifying market opportunities and formulating strategic direction for future business and product development.  The target candidate will be highly motivated with knowledge of the Light and Commercial Vehicle Aftermarket and experienced in the OES and IAM distribution network.
 

KEY RESPONSIBILITIES 
•    Business Development: 
•    Candidate will be responsible for executing business and customer development
•    Manage and develop different distribution channels (OES, and IAM) setting targets, tracking results and making sure targets are achieved.
•    Expand business geographically in the area assigned through the acquisition of new customers

•    Account management: 
•    Candidate will be responsible for assuring day-to-day account operations are addressed (i.g. oversee A/R, assurance on parts availability,…..).  Including but not limited to acting as liaison between customer and Dana.
•    Establishes strategic plan to maximize company sales and profitability
•    Executes according to Dana and customer expectations
•    Market exploration and analysis:
•    Collect market data and assist on the analysis and definition of short term actions and/or strategic plan (pricing, non-genuine parts competition,…) 
•    Track market conditions and define actions to align company strategy to any unexpected change (market, economy, product,….)
•    Analyze competition proposals and define counter action
•    Support Product Planning organization to define and optimize product portfolio based on market research to growth the business organically and/or through innovative product
•    Define budget (AOP and LRP) and track continuously the performance and profitability 
•    Oversee Accounts Receivable (AR) activity for customers ensuring recovery of funds
•    Negotiate with customers on pricing and support for other important matters (quality, delivery, and timing)
•    Build relationships with customers at different levels, departments, and locations in order to support current and future business
•    Maintain current knowledge of competitor’s activity and significant changes.
•    Reporting: Forecasting, New Business Pipeline, Customer Visits, and Monthly Sales Reports

Expectations & Competencies

EDUCATION AND EXPERIENCE
•    Bachelors degree 
•    Minimum 5 years experience in sales and knowledge of the Aftermarket business (mandatory)
•    Fluent in business and technical English & German languages both
•    Readiness to travel frequently, mainly in Europe, visiting customers

COMPETENCIES

•    The target candidate must show dedication, engagement and motivation to the job and role
•    Individual must be an aggressive self-starter who can execute with minimal supervision
•    Consistently drive for business results
•    Consistently demonstrate strong personal commitment to the organization's success
•    Promote collaboration and remove obstacles to teamwork
•    Involve team members in shaping plans and decisions that affect them
•    Foster the development of a common vision with teams
•    Problem solving approach and time management skill
•    Individual must be able to sink conceptually / intuitively
•    Approach problems from a systems perspective, seeing connections, linkages, and interdependencies
•    Define issues clearly despite incomplete or ambiguous information
•    Focus on important information without getting bogged down in unnecessary detail
•    Link problems and symptoms to identify underlying issues and root causes
•    Effective listener and communicator
•    IT competences and deep knowledge in the MS-Office package.
 

LOCATION
Europe