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Regional Sales Manager, IAM

Asheville - North Carolina - USA

Apr 15, 2021

Full time

R2021-1465


POSITION SUMMARY:

The Sales Manager assumes overall commercial responsibility for one or more Aftermarket customers with annual sales revenue in excess of $15-40 million. This position will play a key role in developing and implementing strategies for maximizing current business and obtaining new business at the assigned OEM or Aftermarket customers.  

The Account Manager is responsible for directing the sales activities in an assigned region, for one product line, or for a major customer. Has knowledge of the organization, the business and sales strategies.

Participates in the development and implementation of the sales and customer strategies and staffing model. This includes maintaining key client relationships and managing and training a team of sales staff.

While coordinating with cross-functional departments within the business unit, the Sales Manager owns the customer

KEY ACCOUNTABILITIES:

  • Leads the closure of new business opportunities within the framework of our Sales and Marketing process procedures
  • Drives the new product development investment strategies through new product research, statistical input and validated target market specifications.
  • Provides accurate new business forecast analysis to support budgeting, resource allocation, and capital planning activities.
  • Creates, communicates, and manages the commercial engagement strategy (Marketing and Sales Plan) for respective product / market segment.
  • Manages all current business activities to maximize long-term profitability and customer satisfaction for your respective product / market segment.
  • Supports operational and product development functions within your product council.
  • Continuously improves the productivity of the commercial organization through resource development of direct reports and process methodology improvements.
  • Is responsible for growth in profits of current business in respective product / market segments.
  • Achieves new business bookings to meet or exceed profit margins, ROI, and EVA targets for your respective product / market segment.
  • Manages commercial sales and marketing functions within annual budget constraints.
  • Successfully promotes BorgWarner product leadership in component and systems technology in your respective product / market segment.
  • Achieves new business development investments and growth goals through target market specification management and new business closure.
  • Partners with Purchasing regarding redesigning and resourcing components to improve customer profit.
  • Provides clear direction to R&D on future requirements.
  • Ensures that proper resources are allocated to customers. 
  • Leads and manages the NPI process working with all functional areas to ensure utilization of proper resources. 
  • Ensures the timeliness of all product launches. 
  • Drives to improve efficiency of design and applications.   
  • Understands and adheres to current quality and control policies. 
  • Understands and adheres to current health, safety, and environmental policies. 
  • Performs other duties as requested, directed or assigned.
  • Represent the business unit to our customers in a highly professional and ethical manner promoting product leadership in component and systems technology.
  • Monitors market dynamics, including customer and competitor developments and funnels relevant information to the appropriate Product Business Director for consolidation in our market sensing process and develops sales forecasts and monitors market trends throughout the year for use in monthly forecast adjustments.
  • Develops (with input from cross-functional teams) and deploys comprehensive customer and pricing strategies that improve the profitability and growth of the business unit and are market driven.
  • Articulates a clear understanding of our market share, competitive position, and profitability at each assigned account.
  • Develops and deploys the customer interface strategy (points of contact, frequency) and builds strong rapport with key decision makers, developing coaches and sponsors at our key accounts while managing and motivating a supporting team of customer account managers, sales personnel and assigned liaison personnel.
  • Develops proactive new business opportunity (NBO) plans, tracking and recording progress toward sales objectives.
  • Takes ownership of total customer satisfaction, providing global coordination on customer issues, monitoring our performance on key supplier metrics and pursuing corrective action plans as appropriate.
  • Assures account team’s compliance with contract review procedures and the business unit’s commercial policies.
  • Responsible for thorough development plans, training, coaching and supervision of subordinates.
  • Maintain close liaison with sales performance and recommend appropriate advertising, publications, product training, and/or merchandising programs to aid in the attainment of sales objectives, while keeping pace with current policies and programs and evaluating the effectiveness of these programs.
  • Oversee the preparation and dist. of informational material to media reps.
  • Communicates and enforces safe work procedures.     
  • Identifies and closes safety issues (suggestions, inspection and investigation findings) and their corrective actions.   

QUALIFICATIONS:

  • Bachelor's degree, Master's degree and or experience in business highly preferred
  • A minimum of 5 - 10 years sales and marketing experience in automotive industry.
  • Diesel engine experience preferred - both on and off highway customers 
  • Excellent understanding of all automotive business processes
  • Skilled in commercial negotiations and business management
  • Solid understanding of managerial finance as it relates to program and business metrics
  • Strong Program management and coordination skills required
  • Valid Driver’s License or ability to become Licensed.
  • Extensive travel will be required to accommodate trade show, on site customer and end user requirements.

BEHAVIORAL COMPETENCIES:

  • Action Oriented
  • Decision Quality
  • Priority Setting
  • Process Management
  • Sizing up people
  • Motivating Others         
  • Interpersonal Savvy
  • Business Acumen                    
  • Learning on the Fly
  • Conflict Management                
  • Organizational Agility
  • Customer Focus                       
  • Problem Solving
  • Informing                                 
  • Drive for Results

REPORTING LINES:

Direct Reports:    

Indirect Reports:      

EEO Statement

BorgWarner is an equal employment opportunity employer such that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity/expression, national origin, disability or protected veteran status.

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