Aftermarket Area Sales Manager Europe
4 settimane fa
Dana is a global leader in the supply of highly engineered driveline, sealing, and thermal-management technologies that improve the efficiency and performance of vehicles with both conventional and alternative-energy powertrains. Serving three primary markets – passenger vehicle, commercial truck, and off-highway equipment – Dana provides the world's original-equipment manufacturers and the aftermarket with local product and service support through a network of nearly 100 engineering, manufacturing, and distribution facilities.
Position SummaryWe're looking for an Aftermarket Area Sales Manager Europe in Arco (TN) Location.
The AM Area Sales Manager will manage and drive the Aftermarket Dana through the distribution channels for the OH market (OES and IAM) in the area assigned. In this role, he will report to the Off-Highway Aftermarket Sr. Sales Manager EMEA and will be responsible for realizing the sales budget and developing market opportunities in his area, expanding market penetration, supporting leadership in preparing long and short term strategy for the assigned market, and enhancing market position and company image. The target candidate will work closely with the key Dana functions to assure total customer satisfaction.
Candidate will be focused on identifying market opportunities and formulating strategic direction for future business and product development. The target candidate will be highly motivated with knowledge of the Off Highway Aftermarket and experienced in the OES and IAM distribution network.
Main Responsibilities- Business Development:
- Responsible for executing business and customer development.
- Manage and develop different distribution channels (OES, Service Centers, and IAM), setting targets, tracking results, and ensuring targets are achieved.
- Expand business geographically in the area assigned through the acquisition of new customers.
- Account Management:
- Responsible for assuring day-to-day account operations are addressed (i.e., oversee A/R, assurance on parts availability).
- Represent voice-of-the-customer within Dana and be responsible for customer metrics.
- Maintain accurate regional revenue forecasts and sensitivity analysis by providing analytical and thoughtful information in a data-driven environment.
- Review and monitor customer activities monthly, including customer performance metrics and prepare reports for Dana upper management.
- Establish strategic plan to maximize company sales and profitability.
- Execute according to Dana and customer expectations.
- Market Exploration and Analysis:
- Collect market data and assist on the analysis and definition of short term actions and/or strategic plan (pricing, non-genuine parts competition).
- Track market conditions and define actions to align company strategy to any unexpected change (market, economy, product).
- Analyze competition proposals and define counter action.
- Support Product Planning organization to define and optimize product portfolio based on Dana OE supply and market to grow the business organically and/or through innovative products.
- Define budget (AOP and LRP) and track continuously the performance and profitability in the area of responsibility.
- Oversee Accounts Receivable (AR) activity for customers ensuring recovery of funds.
- Negotiate with customers on pricing and support for other important matters (quality, delivery, and timing).
- Build relationships with customers at different levels, departments, and locations to support current and future business.
- Reporting: Forecasting, New Business Pipeline, Customer Visits, and Monthly Sales Reports.
- Support implementation of Dana AFM best practices and processes within Dana.
- Perform all other duties as assigned.
EDUCATION AND EXPERIENCE
- Bachelor's degree.
- Minimum 5 years experience in sales and knowledge of the Aftermarket business (mandatory).
- Fluent in business and technical English language, plus 1 or 2 other European languages.
- Strong leadership, negotiation, and communication skills. Proficient in CRM software. Analytical mindset.
- Readiness to travel frequently, mainly in Europe, visiting customers.
- The target candidate must show dedication, engagement, and motivation to the job and role.
- Demonstrate strong business acumen, including knowledge of manufacturing, finance, marketing, and the ability to understand the impact of supply chain decisions on overall business success.
- Maintain in-depth knowledge of company organization, products, and services.
- Consistently demonstrate strong personal commitment to the organization's success and drive for business results.
- Promote collaboration and remove obstacles to teamwork.
- Demonstrate ability to work in a complex organization and to properly communicate at all levels.
- Problem-solving approach and time management skills.
- Define issues clearly despite incomplete or ambiguous information.
- Effective listener and communicator.
- IT competencies and deep knowledge in the MS-Office package, SAP, and Salesforce.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state, or local protected class.
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