Acquisition Sales Manager - SAL12982

Function: Sales & Marketing
Localization: United States - Michigan - Auburn Hills
Contract type: Standard jobs
Publication date: 13 December 2018
Faurecia is an Equal Opportunity Employer
 

"New trends and expectations are reshaping the automotive industry. Inspired by the exciting new challenges associated with this revolution, Faurecia anticipates the future of mobility developing cutting-edge solutions for smart life on board and sustainable mobility. If you’re willing to contribute and create value for tomorrow’s cleaner and smarter mobility, Faurecia is the place to be." is what defines Faurecia. We design, engineer and provide the best in technology, systems and services for automobile makers in every major market on all five continents. If you share our ambition for technical perfection and our passion for all things automotive, Faurecia has a career for you.

"Faurecia, a driving force…for your professional growth."
 
Our Interiors Division is looking for a Acquisition Sales Manager for its Technical Center at Auburn Hills, Michigan.
 

Position Summary

 

The Acquisition Manager is generally responsible for new business development with heavy emphasis on early program understanding of customer technical requirements and the development of Faurecia-centric design solutions and competitive price quotations. This position requires a high degree of technical knowledge in the design and development of interior systems as the system innovations.

 

The main goals and objectives of the acquisition manager include the following:

 

Customer Knowledge & Relationship:

  • Knows the customer (FCA) organization and identifies the key deciders or influence people for the related acquisition
  • Collects and synthesizes all the customer requests and wishes (explicit and implicit)

 

Activities before Official Request For Quotation:

  • Interfaces with 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 on how the competitors are acting (product and price wise) on the related acquisitions
  • Defines with Faurecia Sales and Engineering the necessary steps (presentations, prototypes, visits, etc…) to influence the customer specification towards Faurecia offerings
  • Gets from the customer the preliminary specifications, distributes them within Faurecia and supports the related Faurecia departments in their modification requests / proposals on the specifications.

 

Request for quotation, offer preparation and contractual preparation:

  • Makes sure that all the technical documentation received is analyzed in due time and that all risks are identified and under control
  • Proposes the commercial strategy for the acquisition (prices, give-backs, other requests)
  • Organizes with the customer all the necessary presentations, attends and ensures minutes and actions plans after each meeting
  • 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 Business Group Management.
  • Prepares the price break down according to the customer usage, documents the services sold to the customer and the statement of work Customer / Faurecia
  • 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:

  • Organizes necessary meetings with the customer to present the offer (technical, financial)
  • Ensures that every offer submitted to the customer or offer modification is complete and always refers to Faurecia complete offer
  • Gets the customer feedback on the Faurecia offer, distributes it internally
  • 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 updates the contractual documentation
  • Distributes internally all the activities linked to the acquisition and follows up their progress
  • Gets and records written approval from the customer on all the negotiation steps
  • Documents after the decision from the customer the “Debriefing”, “Lessons learned” for the sales items

 

Documentation within Faurecia:

  • Ensures distribution within Faurecia organization (including Purchasing) updates on specifications, Program time schedule, production planning and especially volumes
  • Ensures update and records all the contractual documentation
  • Is the primary interface for Program Controller for any update of Sales information (prices, mix, volumes ) within the business plan
  • Has access to all costs information relevant for his program within Faurecia plan

 

Other:

  • Commitment to the highest ethical standards and willingness to adhere to Faurecia’s Code of Ethics and Code of Management.
  • The Acquisition Sales Manager shall support the leadership and commitment from top management according to the NAO environmental policy and ISO 14001:2015

 

 

Knowledge/Skills:

·         Extensive Knowledge of FCA and competition is required.

·         Excellent technical knowledge of interior systems

·         Excellent business acumen (MBA is a plus)

·         Proven ability to interface with several hierarchical levels at the customer organization

·         Proven relationship building skills and experience

·         International mind set

·         High energy, high initiative, outgoing, detail oriented and have excellent planning skills

·         Team player that can succeed in an interdependent environment

·         Strong analytical and problem solving skills

·         Comfortable working with large and complex Excel worksheets

·         Strong writing and oral communication skills

·         Desire to build skills and progress career in a Sales/Program Management environment

 

Education/Experience:

·         Master’s degree in Engineering or Business

·         8-10 years automotive tier 1 or OEM Experience or equivalent. 

·         Product engineering / development, program management, customer interface, and manufacturing experience are recommended.

·         Negotiation training, skills and experience in a highly detailed environment

·         Understanding and experience with FCA:

o   Design and release systems

o   Manufacturing planning systems

o   Purchasing PO/TO systems

o   GT&Cs

o   Warranty and Quality

o   Quoting Breakdowns

o   Price/Cost Estimating

o   Tool Cost Estimating

o   Tooling Billing and Audit

o   Capacity Planning

o   Material Economics

o   Productivity

 

 

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