Director, Sales

POSITION SUMMARY

Lead the sales function in meeting profitable growth, EVA, market share, investments initiatives, and product leadership objectives for the respective product and market segments of the Emissions, Thermal and Turbo System Business Unit.

Manage the sales team with special focus in providing the adequate development and in promoting strong collaboration amongst the sales team, plants, and customers to achieve alignment in the target projects and priorities.

Create strong culture of accountability to the Americas plants and promote sales service and perspective to the plant manager leaders.

KEY ROLES AND RESPONSIBILITIES

• Lead the sales function in meeting our growth, profitability, EVA, market share, investment initiative, and product leadership objectives for respective product/market segments.
• Responsible for planning and managing all sales activities in the North America region.
• Defines the sales plan and customer and commercial strategy, including sales, exports, customer services, etc.
• Responsible for achievement of both quantitative and qualitative sales objectives.
• While coordinating with cross-functional departments within the business unit, the Sales Director owns the customer strategy and is accountable for the growth, profitability, and customer satisfaction.
• Responsible for negotiations of major contracts, developing personal contacts with major clients.
• Responsible for developing staff/key managers to increase the talent level for the business unit and corporation.
• Responsible for providing sales functional expertise and support in the region including the execution of sales processes, policies, and procedures.  Also, will provide support from sales function to program management processes, policies and procedures as needed cross-functionally.
• Responsible for management of North America customer program commercial results and global programs as needed, ensuring that the needs of the customer and BU are met by directing the activities and/or interfacing with the sales teams in at each location. 
• Responsible for overall sales management systems and training for all or regional locations.  Set and track annual goals and objectives for sales management processes. Conduct performance reviews for direct reports or provide feedback to managers/indirect reports.
• Support the BorgWarner Program Management process to ensure the support of a program charter, contract, and gate review and supports cross functional program team from sales function that all program milestones are met. 
• Schedules and coordinate Pre-Executive Oversight Team (EOT) meetings in the region to ensure an appropriate and timely executive review of all programs are accomplished in the very early program phase, he/she will ensure that all action items generated are completed in a timely fashion.
• Collaborates with engineering: formulating business strategies to exploit opportunities via product development; and manufacturing: providing a link between customer needs and operational capabilities.
• Maintain regular contact with appropriate levels of customer planning, engineering, quality, and purchasing departments.  Make informative presentations to customers.
• Works in conjunction with plant general managers, VP Sales and VP/GM to deploy comprehensive pricing strategies which are market driven, based on value provided the customer and competitive alternatives.
• 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.
• Develops proactive new business opportunity (NBO) plans, tracking and recording progress toward sales objectives.
• Monitors market dynamics, including customer and competitor developments and funnels relevant information to the appropriate management/leadership team for consolidation in our market sensing process.
• Select, develop, and motivate staff to ensure attainment of business goals.  Includes setting and measuring against specific accountabilities.  Provides necessary training, mentoring, and coaching to develop subordinates. 
• Conduct performance reviews for direct reports or provide feedback to managers/indirect reports.
• Recommend strategic acquisitions or partnerships that create value-adding opportunities and will increase penetration and profitability.
• Conduct administrative functions for the sales department: provide monthly status reports, conduct regular sales meetings, maintain IATF standards, and maintain accurate records of business expenses.  Determine customer account and territorial responsibilities, taking into account cultural and language considerations.

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Safety and Health – Responsible for completing required safety training, reporting and correcting any unsafe practices as appropriate, completing work activities in a safe manner, and complying with safety and health requirements for respective position.

EDUCATION AND EXPERIENCE (Minimum Qualifications)

• Minimum 12 years of business experience with a track record of increasing responsibility.
• Bachelor of Science degree in Business or related discipline.
• Advanced Degree [MBA Desirable].
• 4 years managerial experience in a multi-national business environment.
• A broad understanding of the vehicle business and market dynamics is critical as is technical knowledge of ETTS products.
• A thorough understanding of both customer and competitors is crucial. 
• Sophisticated negotiating skills, organizational and administrative skills, as well as a commonsense approach to problem solving are a must.  
• The primary emphasis of cross-disciplinary analysis demands a working knowledge of all functional disciplines, although the position will interact primarily with engineering, manufacturing, purchasing and finance. 
• Ability to communicate and achieve consensus among co-workers is a given.  A broad understanding of information technology techniques is required.
• Value analysis, cost accounting, and purchasing knowledge are required.

CORE COMPETENCIES

Business Acumen

Managing Vision and Purpose

Decision Quality

Motivating Others

Hiring and Staffing

Conflict Management

Drive for Results

Strategic Agility

Dealing with Ambiguity

Interpersonal Savvy

EEO STATEMENT

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