Senior Vice President, Sales - FCA RHH 201722
Automotive
The Company

Technology.  Integration.  Our client has spent the better part of 50 years providing information development to automotive OEMs in all corners of the globe.  With offices ranging from China to Italy (and its Southeast Michigan headquarters in-between), this $200 million revenue company, in its 3rd generation of ownership, knows exactly what makes their customers’ products tick…and provides high quality print and electronic content to make sure their customers know it, too.  Their 800 strong team of personnel are dedicated to providing a unique experience for their clients and guarantee their future success.

The Challenge

The Senior Vice-President, Sales – FCA leads the largest account for our client. The SVP is responsible for protecting and growing the overall relationships / business with FCA globally.  Success will come by way of building deep, long-lasting relationships with FCA. The primary focus is on identifying value-added business opportunities / solutions for the customer and engaging the appropriate resources at both FCA and our client to bring them into reality in a way that meets / exceeds customer requirements / expectations.  The SVP-FCA is expected to demonstrate thought leadership by working effectively with client stakeholders supporting functions in developing, selling, and implementing associated information based solution sales. Must have OEM service experience and a farming approach to meet overall expectations.

Job Definition

  • Demonstrated leadership and adherence to company’s values (Customer Focus, Global Perspective, Innovation, Integrity, Our Environment, Ownership Attitude, Passion for Growth and Teamwork).
  • Lead, manage and mentor a sales and account management team of three (3) direct reports.
  • Serve as “Ambassador” to FCA globally, exercising exceptional integrity, and ensuring that customer and corporate interests are uppermost in all dealings and transactions.
  • Developing and leveraging relationships with client stakeholders in various disciplines to gain insight on products, planning and trends.
  • Initiates and coordinates development of action plans to penetrate account opportunities.
  • Initiates and communicates the involvement of company personnel, including support, service and management resources, to meet global account performance objectives and customers’ expectations.
  • Ensuring credibility within the account and building / maximizing trust with customer influencers and decision makers, leading to new opportunities.
  • Understands and monitors the latest trends in sales strategy and techniques and modify the company approach accordingly.
  • Maintains knowledge of emerging technology trends, new products, features and functionality and recommends new product capabilities for corporate portfolio.
  • Developing and implementing the overall account and sales strategy.
  • Oversee the development and delivery of compelling, customized demonstrations and presentations to respond to customer / prospect “pains” / requests and objectives.
  • Overall pricing responsibility for associated services / products sold.
  • Work with NAFTA, AMIA and Global Account Managers, along with Operations team(s), to ensure all information gathered during the sales cycle is successfully shared with all appropriate internal and client stakeholders.
  • Build and maintain effective relationships with internal cross-functional resources, including Operations, Program Management and others to facilitate the operationalization of new business.
  • Work closely with team members to share ideas, skills/technical expertise, tools and willingly offer and accept assistance as required to ensure both individual and team goals are met.

Skills

  • Sales Strategy
  • Sales Training Programs
  • OEM Negotiation
  • FCA Experience
  • Service Experience
  • High Level Relationship Management
  • Farmer
  • Sales Management
  • Aftersales

Background Experience

  • 15+ years Management experience in Automotive Aftersales.  Familiarity with FCA, its products and processes a definite plus.
  • Familiarity with selling solution based products / services / processes, to effectively articulate product / service features, business benefits and competitive advantages.
  • Ability to work effectively at all levels including management and operational levels.
  • Program Management and operational experience a definite plus.
  • Outstanding oral and written communications skills, which can be leveraged effectively with both technical and business audiences.
  • Experience in working in Regions outside of NAFTA, and a passion for working with those from other cultures/countries
  • Willingness to travel, as required; 25%


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

Todd Hohauser
Lead Consultant

Jodi Ellis
Candidate Developer

Eric Hohauser
Consultant

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

  BACK