European Commercial Director Automation - Automotive

Sales strategy

In consultation with the VP Automation BU, elaborate and execute the long term and short term commercial strategy for the segment. The prime target is to gain share of wallet of existing accounts and prospects, ensuring sustainable growth of commercial margin and profitability. The strategy is detailed, well documented, and reviewed periodically, and includes the following elements:

• Market trends (size, segmentation, competitive position, …)
• Customer segmentation, based on position in the value chain (OEM, harness maker, distribution…) as well as priority targets
• Evolutions of product portfolio (innovations, product line extension) and service offers. The creation of value through differentiated proposals
• Growth into new products and/or countries areas through effective prospection activities
• Provide guidance to engineering teams to push new products / coordinate R&D budget with the Automation Global Technical Director

Sales performance management

• Define targets and pilot sales achievements and objectives for sales teams according to the yearly, quarterly and monthly budgets and forecasts (revenue, margin, customer and product portfolio, …). Assure the targets are well deployed throughout the team, and that each team member has a credible action plan to achieve and exceed the budgets.
• Consolidate and validate volume, revenue and margin forecasts per manufacturing location and key account on monthly basis as per the S&OP process, aiming for maximum forecasting accuracy. Develop and execute the monthly and weekly action plans.
• Manage, animate and control the sales team according to the defined sales plan. There is a detailed action plan in place and followed up weekly for team members that are running behind on expected output.
• Report sales and market information to market line marketing, supply chain and industrial operations by use of a monthly dashboard and activity report. Report, by sub-segment, key information with regards to sales and margin evolution, events, Key Accounts, and portfolio developments.
• Take accountability for the full lead-to-order and order-to-cash cycles

Managing key accounts

Personally engage in the management of the main contracts and negotiations for major customers, together with the sales managers. Develop constructive relationships with the key customers at executive level, and involve Nexans executives where appropriate. Drive a disciplined process of account planning, with periodic account reviews, measuring results versus budget. Establish a calendar leading up to the negotiation process and assure validated negotiation targets and plan by ISP leadership. For Key Accounts, drive market share and commercial margin improvements through a differentiated product and service offer that is developed and prepared well before the start of the negotiation. 

Driving margin optmization

• Optimize the customer portfolio, product portfolio, implementation of value added services, pricing and cost improvement initiatives.
• Deploy pricing policy pre-defined by and with business controlling, drive quarterly margin optimization meetings (product mix and customer mix evolution), and set and achieve quarterly targets.
• Participate in product rationalization programs and specific initiatives to reduce complexity and improve plant profitability. The Commercial Director will work closely in a team to drive performance of these facilities to exceed the budget.
• Continuously evaluate and capture opportunities for new customers and segments with profitable potential.

Leader and team coach

Assure the roll out of the Performance Management tools and processes with setting annual objectives, periodic performance reviews and establishment of SMART targets. Perform periodic team scan, assuring that the team is sized correctly and possesses the right competencies and skills in order to drive sustainable profitable growth. Coach and support the team members and transform them into commercial champions. Make sure appropriate training is being provided to team members. Assure the immediate implementation of corrective action plans in case of low/underperformance in the team.

Our expectations for the candidate:

• The candidate has a business degree or engineering degree and at least 15 years of commercial B-to-B experience, particularly in sales and marketing roles in an international context. At least 10 years of team leadership in an international context with remote teams
• True leader with solid commercial acumen and track record of commercial development in international technical environments
• Background in industrial automation (Industry 4.0) and familiar with cable products- and  technology and the relevant client base
• Proven results in successful implementation of sales strategy and customer business development. Strong acumen in structuring and execution of commercial action plans
• Sales technical and behaviour skills, negotiation and contracting skills, pricing skills, hands-on key account management experience
• Team management, leadership and coaching skills
• Aptitude for analytics and problem-solving
• Ability to determine solutions for customers (consultative sales approach)
• Takes responsibility and must be results-orientated, persistent, self-motivated and drive to win
• The ability to work both independently and as part of a team
• Excellent communication and presentation skills
• Fluency in German and English
• The position requires international travel (>60%)

In Lynxeo, we value inclusion and diversity which permit to our team to be unique and capable to develop their best potential at work.