Essential responsibilities and duties
Customer Knowledge and Relationship
o Knows the customer organization and identifies the key deciders or influence people for the related acquisition
o Collects and synthesises all the customer requests and wishes (explicit and implicit)
o Interfaces the customer in all related departments (research and predevelopment, development, product planning) to get on one hand a clear vision of the customer targets (which technology does the customer want, what is he ready to pay, what can he gets for his value, and on the other hand information how the competitors are acting (product and price wise) on the related acquisitions
o Defines with Faurecia Sales and Engineering the necessary steps (presentations, prototypes, visits, etc…) to influence the customer specification towards Faurecia offer or Unique Selling Devices proposed by Faurecia,
o Gets from the customer the preliminary specifications, distributes it within Faurecia and supports the related Faurecia departments in their modifications requests / proposals on the specifications
Request for quotation, offer preparation and contractual preparation
o Makes sure that all the technical documentation received is analysed in due time, that all risks are identified and under control
o Proposes the commercial strategy for the acquisition (prices, give-backs, other requests)
o Organizes with the customer all the necessary presentations, attends and ensures minutes and actions plans after each meeting
o Launches long before submission to the customer the writing of the offer according to Faurecia standard offer, documents in parallel the contract review check list and reviews these documents with Division Management and Sales & Marketing PG Management
o Prepares the price break down according to the customer usage, documents the services sold to the customer and the statement of work Customer / Faurecia
o Validates with Finance the prices proposed, their break down and the impact of price changes, give-backs on the profitability of the business
Offer presentation, submission and negotiation, customer decision
o Organizes necessary meetings with the customer to present the offer (technical, economical aspects)
o Ensures that every offer submitted to the customer or offer modification is complete and always refers to Faurecia complete offer
o Gets the customer feed back on the Faurecia offer, distributes it internally
o Negotiates the elements of the offer with the purchasing department within the limits defined in the contract review and the RFQA, records all the agreements with the customer and up dates the contractual documentation
Qualifications
The ideal candidate will have/be :
Minimum Education Level: Business Master Degree or Engineering Degree with a willingness to develop a career path in business
Experience :
o Minimum 5 years of professional experience
o Previous experience in sales and in program management is an advantage
Skills and competencies :
o Fluent in english and if necessary in the Customer language
o Good technical knowledge of the considered product (serial production, product plan and innovations)
o Knowledge of Acquisition process management and Customer relationship management
o Comfortable with financials
o Good written and oral communication presentation skills
o Business international mindset
o Accountable and results oriented – Get the things done
o Strong negotiation skills
o Team player and ability to work in a matrix organization and to interface with several hierechical levels