Global Commercial Senior Director - Automotive

Location: Detroit, MI, United States
Position Overview:
  • Responsible for sustainable, profitable growth of the company's automotive market by driving competitive advantage, growing existing customer accounts, acquiring new customers, and launching new products.
  • Defines the addressable market for the company, identify target customers, materials and solutions.
  • Builds and manages the vertical sales team, including Key Account Managers, and drives revenue and strategy objectives within the team.
  • Represents the broader commercial team in business management (BMT) for this market.
  • Identifies, develops and maintains business growth opportunities with strategic market customers by building and maintaining strong relationships with key customer contacts including design engineers, scientists, buyers, program managers and executives.
  • Enables achievement of vertical objectives across the commercial team through hands on account management, assessing market, environment and competition to determine value proposition and defining solution specifications per segment and customer, targeting and positioning appropriately, executing annual plan and applying tools to measure performance.
  • Drives new product development and growth activities including:
    • Initiating, developing and defining key customer/market requirements
    • Acts as technical consultant/liaison to customer teams
    • Communicates customer needs to the broader organization including engineering and manufacturing teams
    • Matches customer needs with the best fit company factories
    • Drives, and supports with data, internal decision making on long term growth investments including capital equipment and R&D programs
  • Develops strategies and cascades to vertical sales team to meet increased revenue and profit goals, including account specific strategic plans.
  • Develops and maintains a strong understanding of market conditions/trends and customer needs and partners internally with marketing communications and pricing to ensure a united approach.
  • Creates a collaborative effort between sales, engineering and manufacturing to deliver customer solutions and actively grow the business.
  • Creates demand for the company's products and solutions though proactive selling and education of customers.
  • Builds a positive reputation throughout the target market through participation in trade shows, strategic partnering and participation with industry organizations.
  • Has decisional authority for assigned market/customers/products, specifically for:
    • Contracts
    • Resources (people, systems)
  • Leads joint planning efforts for assigned vertical account(s) including:
    • Strategic Planning
    • Revenue Forecasting
    • Product planning
    • R&D planning
  • Provides leadership and vertical expertise to unite commercial efforts including outside and inside sales, sales operations, marketing, and pricing functions.
April A. Estes
Senior Recruiter
720-439-2609 Direct 

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