Industry Sales - Rail, Off-highway, Automotive

The position reports directly to the managing director and functionally to the respective BU and segment stakeholders.
 

The responsibility includes managing existing customer accounts as well as acquisition of new customer accounts for the business units Air Spring Systems and Industrial Fluid Systems. The product portfolio includes, but it not limited to, air springs for seismic and vibration insulation, air springs for seats, expansion joint as well as hydraulic hoses and hoses for food and beverage, off-highway, material handling and other industries.
The position requires close communication with the various sales, engineering and quality functions of all industry related segments of Division ContiTech
Additionally, close communication with external vendors such as warehouses, forwarders and quality assurance is required.
 

Main responsibilities:
• manages existing customer accounts (forecast, analysis) and develop those accounts in respect of revenue and product portfolio according to aligned strategy
• develop Japanese customer market by actively acquiring new customer accounts
• Negotiate sales contractional frameworks, price negotiations in the responsible markets
• achieves profitability by continuously optimizing sales margin vs. cost of sales as well as implementation of countermeasures in case of deviations
• ensures together with Finance that account receivables are paid in time
• Support global & regional strategy planning process by identifying customers requirement, analyzing key competitors and customer buying process, and carrying out lessons-learned for appropriate customer projects
• General: organize/attend/ represent at technical exhibition in order to promote ContiTech products and engineering capability; promote developments and innovations by communicating insights into clients and industry product requirements to CT development partners
Off-Highway Projects & Railway: Key Account Management for Off-Highway business (construction, agriculture, material handling) accounts in the BU Air Spring Systems and Industrial Fluid Systems
• Lead to achieve development-gates in accordance to customers schedule (Off-Highway projects)
• Technical coordination together with potential/nominated suppliers (internal / external)
• Elaborate/evaluate feasibility checks for request-for-quotations involving the technical service departments
• Support Developing design concepts and design proposals with customer and ContiTech development departments
• Takes lead for local quality assurance by cooperation with ContiTech Supply Chain Management, customer window person, and ContiTech Division Quality responsible person in respective production plants
• establish and continuously improve trustful customer relationship
- Presentation of ContiTech solution portfolio to customers; conducting of technical trainings for sales staff of customers
- Identify, foster and leverage relationships with internal stakeholders, customers and industry contacts supporting the attainment of the goals for the business
• Support strategic initiatives and projects of ContiTech for Japanese customers
- Develop and maintain a deep understanding of the region, Japanese customer group, industry, and particularly customer needs and requirements
- assist special project assigned by managing director

Requirements

• Required knowledge and skills:
  • good understanding about technical/digital systems in the Japanese industrial environment
  • basic knowledge for industrial air spring systems, fluid systems
  • proven ability to work in a complex matrix organization with other function
  • fluent in English and Japanese, both written and conversation
  • Understanding of sales, supply chain management, as well as sales channel processes
  • Knowledge of contractual law and pricing
  
  Required experience:
  • Education/Certification:
  Bachelor’s Degree in business with strong technical understanding - or engineering with proven sales experience
  • Professional Experience:
  - Experience in industrial area both technical and commercial // business development
  - 3+ years sales management experience
  - Proven track record selling industrial B2B accounts
  • Commercial experience dealing with technical products and solutions
  • Project management
  • Able to lead oneself as well as able to lead cross-function and/or cross-BU teams without formal authority
  • Experience to work in a complex international and diverse environment including conflict solution skills
  • Excellent communication, listening, and strong client relationship skills