Job DescriptionResponsible for managing, developing and implementing sales & marketing strategy for OEM channel of commercial vehicle tires to truck, bus, and trailer OEMs in South America in order to achieve sales and financial targets.Manage the sales channel and team to secure profitability according to targets in business diversification, market shares, margin contribution, ROS%, supplier image, and turnover.Identify further profit generation activities thru value creation and implementation of cost savings within profit & loss structure.Preparation and negotiations of global quotations according to internal worldwide accounts and business strategy.Customer year or long term agreement contract development and managementManagement and reporting of monthly forecast with risks and opportunities identificationDevelop qualitative and quantitative strategy for market and customer penetration in both the Truck/Bus & Trailer segments in South America with a focus on Brazil & Andean region.Agree strategic principles with relevant Global KAMs and Global Business Field leadership in harmony with regional replacement channel business leadershipAnalysis, evaluation and negotiation of new business entry in identified key regionsManagement of customer portfolio with intent to achieve profitability targets, delivery of established volumes and overall customer satisfactionExecute reporting on customer business (visit reports, competitors' activities, technical matters, etc.
)Organize, sponsor and represent Continental OE TT at regional customer and industry eventsMonitoring the R&D and Product Management specific information flow between Automotive EngineerMonitor accounts receivable and credit riskSecure credit evaluation and credit approval for the customer basePrepare test budget and secure resources to perform tire testing in the local regionSecure tire homologations in only region worldwide requiring mileage and ride and handling/comfort tests by directing automotive engineerEnsures automotive engineering constant communication with R&D and reporting of tire performance on executed testsDevelop alternative testing facilities (race track, third party service) locally as Continental does not have a proving ground in the regionDirect and motivate automotive engineer in order to achieve competitive advantages, compliance to legal regulations (labels) and ensuring appropriate description of regional product needs through the internal PPT processCoordinating and initiating appropriate demand-increasing measures in the "Business Development" area with the goal of increasing the number of OE specifications in close coordination with local Replacement organizationsSupervising and supporting individual projectsSecure participation and development of CRM program including local requirementsManage selection of service suppliers such as mounting centers meeting OEM requirementsCoordination of customer satisfaction surveys and implementation of improvement actionsOperate on a global matrix organization reporting directly to Head of OEM & Fleets South America located in the company's headquartersDevelop organization structure in the region in line with Business Field structure expectationsRequest, justify and obtain approval for additional headcounts according to business growth plansHire, train & develop order administration, automotive engineer and sales key account manager personnel to demonstrate operational excellence and ensure achievement of business field objectivesPricing - Develop and implement pricing structure & strategy for the region.
Product planning - Through relationship with OEM's, identify product enhancements and new product technical and legal requirements in region.
Evaluate business potential of above products to assess viability of business for the regionSupply Chain - Oversee supply chain and order fulfillment process.
Liaise with supply chain team to secure customer forecastSupply Chain - Secure development of communication channels between OEM and supplier (EDI, webEDI, etc.
)Manage product availability thru forecasting, production monitoring, order intake, and inventory to secure reliable deliveriesManage import process according to commercial agreementsObtain all required customer documentation for credit analysis and releaseSecure sufficient credit limit to achieve planned sales for each customerMinimize credit risk by negotiating forms of guarantees such as bank guarantees or promissory notes Manage all payments and OEM overdueGT PoMS Local Sub Process ResponsibleResponsible for:• the contents on Local Level• the implementation on Local Level• the targets / KPIs/PIs on Local Level• the Sub process performance on Local Level• the trainings on Local Level• the review on Local Level and• the approval of Documents on Local Level• the improvement of the sub process on Local Level.• perform Risk & Opportunities AnalysisQualificationsBachelor in Business Administration, Economics, EngineeringPrevious experience in the automotive industry OEM.Experience in leading a project team in process development and/or business opportunity analysisBusiness development experienceLeadership experience Language: Fluent English & Portuguese, advanced SpanishAdditional InformationNegotiation and persuasion skills.Well-rounded communication skills.High adaptability in Intercultural environment.Pro-activity and curiosity to pursue knowledge and additional value to the business.Ability to build strong alliances and teamwork.Time management ability.Region: South America (mainly in Brazil)