About my client
My client is an international industrial group active in filtration solutions for the automotive and industrial markets. The Group is recruiting its future Director Automotive Aftermarket for the MHMA market.
The position
The Director develops business strategies for the MHMA market and ensures the Group’s growth and profitability across the region. He/she leads the Key Account/Sales, Business Development, Marketing, Pricing and Product Management teams responsible for promoting, developing and selling the Group’s portfolio. He/she also leads the logistics team and external service providers and is accountable for the region’s financial results.
For this position, you will report to the VP Automotive Aftermarket ISMEA and lead a team of six, including Sales Managers, a Product/Pricing Manager and a Marketing Manager.
Responsibilities
- Develop and implement the Automotive Aftermarket business approach and sales strategy for the MHMA market to achieve the Group short and long-term sales and profit goals in cooperation with the VP of the Region ISMEA (India, Middle East and Africa).
- Account for the turnover and operating profit responsibility within the MHMA market to ensure compliance with the regional sales strategy and implement changes in the sales strategy in the area of responsibility (if necessary).
- Develop and expand new and existing organizational/sales structures in the MHMA market to ensure that sales targets are met/exceeded.
- Develop sales/profitability plans and forecasts for the sales performance in the MHMA market and prepare the necessary reports and analysis monthly.
- Determine the pricing strategy for all products in the MHMA market in cooperation with the Regional Pricing Director.
- Develop and execute the multi-Brand approach in the MHMA market in cooperation with the VP of the Region ISMEA (India, Middle East and Africa).
- Set up the local distribution/market development strategy and determine market specific commercial conditions for the customers within the MHMA market (rebates, bonuses, etc.), conduct contract negotiations with the customers (within this specified market).
- Understand and anticipate market and customer expectations while monitoring competitor strategies.
- Manage all customer contractual aspects of the business (RFQ, price, delivery, packaging, payment etc. relating to sales activities oriented towards the customer request).
- Establish relationships with potential customers, partners and industry leaders to promote the Group products and services in the MHMA market while developing and executing customer marketing activities (incl. promotions, Audit, seminars, plant visits, training).
- Lead, direct, evaluate, and develop a team of key accounts, sales, Business Development, pricing and product managers to pursue prospects, promote products, offer solutions and achieve business targets.
- Lead all logistics aspects of the business and follow financial/controlling KPIs such as receivables and cash flow management enabling to meet sales and profit target.
- Ensure that all processes and all relevant procedures regarding the business practices internally and externally are drawn up and in place.
- Initiate (if there is OES) / Request (if there is IAM) localization programs and support cross functional teams for product localization programs at the Group facilities.
- Any additional projects/tasks from the management, as required.
- Responsible for all environmental health and safety management systems in the department.
Key performance indicators
- Net turnover
- Gross margin (Consolidated & Local)
- Operating Profit
- Customer satisfaction
- Budget and cost
- Price deviations
- Delivery and service target
- Inventory management
- Market share
- Overdues
Working relationships
- Internal: Sales, Marketing/Product Management, Quality, Logistics, Controlling, R&D, Application Engineering, Purchasing, HR, production plants
- External: customers, organizations/associations, other IAM Suppliers
Your profile
- University degree in Engineering, Business Administration or equivalent field of education or work cumulated experience.
- 7+ years of relevant work experience in the automotive and/or industrial independent aftermarket sector.
- 5+ years General Management experience.
- Knowledge of filtration and aftermarket business.
- Business acumen, customer orientation, organization and coordination skills, self-initiative and ability to work under pressure.
- Negotiation skills.
- Leadership and entrepreneurship skills, conflict management, communication skills.
- Fluency in English (written and spoken) + preferably French and Arabic.
- MS Office skills.
- ERP basics.
The Group is committed to offering equal opportunities to all potential employees and has zero tolerance for discrimination. Applications are welcome irrespective of age, sex, race, ethnicity, disability or any other factor unrelated to an individual’s ability to perform the role.
Contact
Please send your application to contact@yannhazoume.com