Job Description
Valeo is a global tech company seeking a Sales Manager to ensure the competitiveness and compliance of offers with customer expectations. The role involves determining sales price objectives, implementing pricing strategy, and collaborating with Key Account Managers (KAMs) to ensure global pricing consistency. The manager will drive negotiations during business acquisition, deliver commercial insights, and manage selling prices and order intake targets. Operational responsibilities include regional operations, price negotiation for modifications, building productivity plans, and managing customer relationships for claims and crises.
Must Have:
- Ensure customer requirements are identified and understood by project teams.
- Determine sales price objectives based on market and competitor positions.
- Implement pricing strategy in the CAA.
- Work with KAMs in other regions for global pricing consistency.
- Submit competitive quotations technically and economically within time limits.
- Participate in project teams to defend customer viewpoint on quality, costs, and delivery.
- Educate customers on new technologies/products/solutions for attractive offers.
- Align and tailor customer messages with the Project Management team.
- Deliver commercial insights.
- Guide customers to recommended actions by discussing alternatives and reinforcing value.
- Keep PG organization informed of negotiation and competition status.
- Review and negotiate new contracts, nominations, or any contracts in line with group policies and CAAs.
- Responsible for turnover and its evolution for the customer(s).
- Prepare CDP, MTP, and budget for the customer.
- Operate at regional level.
- Negotiate prices for modifications (technical, volumes, raw material, inflation) and market effects.
- Build and negotiate productivity plans.
- Liaise with Sales Administration to ensure price update.
- Manage customer relationships in case of claims and logistic/quality crisis.
- Monitor and take actions to reduce overdue.
Perks:
- Join one of the largest global innovative companies, with more than 20,000 engineers working in Research & Development.
- A multi-cultural environment that values diversity and international collaboration.
- More than 100,000 colleagues in 31 countries, offering many opportunities for career growth.
- A business highly committed to limiting the environmental impact of its activities and ranked as the number one company in the automotive sector in terms of sustainable development by Corporate Knights.
Valeo is a tech global company, designing breakthrough solutions to reinvent the mobility. We are an automotive supplier partner to automakers and new mobility actors worldwide. Our vision? Invent a greener and more secured mobility, thanks to solutions focusing on intuitive driving and reducing CO2 emissions. We are leader on our businesses, and recognized as one of the largest global innovative companies.
Ensure the competitiveness and full-compliance of Valeo offers with the expectations and requirements of the Customer:
- Ensure that the customers’ requirements are all identified and well understood by the project teams.
- Determine the sales price objectives according to his knowledge of the market and competitors position.
- Implement the pricing strategy in the CAA.
- Work together with KAMs in other regions to ensure global pricing consistency
- Initiate and conduct all possible actions in order to be able to submit, within the time limits, a competitive quotation technically and economically.
- Participate in project teams in order to explain and defend the customer’s viewpoint in terms of quality, costs, delivery times and in order to satisfy their requirements.
- Teach the customer about new technologies/products/views/approaches/solutions to ensure attractive offers
- Align and tailor the customer message with the Project Management team
Drive the negotiation during business acquisition process
- Deliver commercial insights
- Take control in guiding the customer to a recommended action by discussing alternatives and reinforcing the value of making a change
- Keep PG organization informed of the negotiation and competition’s status on all global aspects of the offer
- Review and if necessary negotiate with customer new contracts, nominations or any contracts, always in line with group policies and CAAs
Prepare the budget, manage and report the selling prices and the order intake target list:
- Responsible for the turnover and its evolution for the customer(s)
- Prepare CDP, MTP and budget for the customer
Operational Responsibilities
- Operate at regional level
- Negotiate prices in case of modification (technical, volumes, raw material and inflation) and any market effect
- Build and negotiate the productivity plans
- Liaise with Sales Administration to ensure price update
- Manage the relationship with the customer in case of claims and logistic/quality crisis
- Monitor and take the necessary actions to reduce overdue
KAM Key Performance Indicators:
- Order Intake, Turnover, Market Shares, Price Management (SPI), Overdues
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