Director–OEM Sales, RHH 201711
Automotive
The Company

Our client is a pioneer in the automotive industry who, since the early 1970’s, has been making a name for themselves within the automotive interiors market. The organization designs, engineers and manufactures products through collaboration between product development and their customer to ensure quality output. Headquartered in Michigan, this privately held, $500M+ supplier has a global footprint with locations in Europe and Mexico.

The Challenge

Our client has created a newly expanded role, a Director-OEM Sales, which will be tasked with developing and implementing sales and business plans focused on further market penetration in both new and existing customers.  Acting as “Chief Liaison” for the sales and account management teams, the Director-OEM Sales will leverage his or her relationship building abilities to aid the total organization in growing market share and revenue. 

This position reports directly to the Vice President – Commercial Operations, with no direct reports at this time.

Job Definition

The ideal candidate will have a fire in the belly and a drive to succeed with the mission at hand.  This individual will be a proven entity in the automotive space with experience developing strategic relationships at the highest levels within OEM & Tier customers. He or she will have a keen understanding of the culture of the team to successfully lead and integrate new talent. The ideal candidate will possess exemplary interpersonal skills, including executive presence and the ability to establish and maintain rapport / trust with stakeholders at a variety of levels, both internal and external to the company.  Experience with both a smaller firm and a large Tier 1 is desirable.

 Summary of Key Responsibilities:

  • Work closely with VP – Commercial Operations to develop and implement strategic sales plans focused on sustainable growth within OEM & Tier suppliers. Report on sales and solution delivery pipeline performance-against-budget and projected future activity.
  • Develop and present unique solutions to OEM & Tier customers by maintaining expert knowledge of the automotive industry. Maintain knowledge of emerging technology trends, new products, features and functionality and recommends new product capabilities for corporate portfolio.
  • Quarterback the cross-functional teams to understand the market, manufacturing technologies available, competitor analysis, regional footprint advantages/opportunities and pricing dynamics.
  • Lead the movement to create stronger ties with OEM & Tier partners; understand OEM sourcing strategy and utilize market intelligence to strengthen relationship at the OEM level to leverage direct sourcing.   

 Business Management:

  • Partner with VP – Commercial Operations to define procedures and responsibilities within the sales and account management teams.
  • Foster and maintain highly effective internal partnerships with key departments [e.g., engineering, product development, operations, etc.]
  • Establish, maintain and continually enhance a sales and revenue forecasting system to provide accurate, reliable, and predictable information regarding retention of existing customers, prospects, viable opportunities, and contracts.
  • Monitor the latest trends in sales strategy and techniques and modify the company approach accordingly.
  • Utilize sale forecasts, monthly reports, summaries of major customer contacts / meetings and resulting action plans with the entire sales team.

 

Background Experience

  • A Bachelor’s degree is required, and Master’s degree in Business or Management is preferred.
  • Ten + year’s experience managing the business development activities within an automotive Tier supplier.
  • Financial acumen and related analysis skills, including P&L, budget planning and creation, understanding pricing strategies and the ability to create highly accurate sales and revenue forecasting models.
  • Strong verbal communication skills, including the ability to: present and explain complicated information in a public forum in a clear and concise fashion, leverage negotiation and persuasion skills to maximize customer satisfaction and program success, and deliver difficult messages effectively.
  • Demonstrated ability to collaboratively motivate cross-functional teams in a matrix organization.
  • Proven ability to proactively develop, manage and encourage a solution-minded sales approach.
  • Proven ability to demonstrate the highest integrity within their personal and professional life.
  • Proven ability in creating accountability at the management level, and leading by example.
  • Proven track record of successfully growing revenue while maintaining required profitability metrics.
  • Able to assimilate into a fun, team oriented and enjoyable corporate work environment.
  • Ability to function effectively at both the strategic and tactical levels in the performance of this role.
  • Proven ability to proactively develop, manage, and enhance long-term client relationships.
  • Excellent team building, decision-making and people management skills.
  • Able to deliver results in a fast paced, high-growth, nimble culture, where the industry is dynamic.
  • Ability to travel and work within a global team of professionals; approximately 20-25%.
  • Must be a “Roll-Up-Your-Sleeves” participative and customer-driven leader.


If you know of anyone who has these qualifications and is looking for a challenging career, please email:

Eric Hohauser
Lead Consultant

Nicole Regula
Candidate Developer

Todd Hohauser
Consultant

All Inquiries should be sent via email to: information@hohauser.com

  BACK