Job Summary
OEM Sales is a key functional area for Mobility Group in India.This position is a first line sales function requiring internal and external customer interfacing and handling both domestic and overseas customers for business prospecting, generating enquiries, quoting, negotiating and converting to orders, placing sales orders on the plant, follow up execution, collections, all commercial closure and arranging for after sales service as required. Building relationships across customer organizations (different functional areas) and tracking developments at customer level, which includes new projects, expansions, competition activities and provide field market intelligence and information for forecasting, planning and strategy evolution.
Business Development Manager Will Be Responsible For
Business Development for Eaton’s eMobility products for Truck, Bus, PV, Offroad applications through close liasioning with OEMsMonitoring & reporting Industry / market trends and identify existing as well as future opportunities for Eaton productsLead various brand building activities including Technology Shows & Customer SeminarsGenerate an RFQ and work internally for submission of price proposal to customerSupport Sales lead in techno-commercial negotiations with the customer, including coordination with Eaton Engineering teamCoordinate & monitor the CRMEssential Function (Sales)
- Track industry trends, OEM Growth plans, Competitors’ strategies & activities etc. to focus on key growth areas & define strategies/prepare Strat Plan for the customers and region assigned to the position. Closely work with Key Account management strategies for the assigned accounts, with strong relationship focus with important stake holders within the customer organization (Purchasing, production planning, service, engineering, product planning and sales teams). Focus on ensuring senior level engagements between customer and Eaton organization. Preparation of Profit Plan (sales plan), closely monitoring and achieving Profit Plan/YOY Sales Growth. Close coordination with Sales Opex team for tracking of daily, weekly & monthly sales from assigned Customers/Region Ensuring timely outstanding payment collection, achieve DSO target, any other forms/documents required from time to time to conduct the business. Also focus on avoiding rise of any Past Dues from the concerned accounts Coordinating with Business Development & Product Strategy team to drive growth by achieving new WIN targets and healthy growth funnel
- Customer engagement, preparation of techno-commercial proposal to customers, negotiation & closing the deal
- Prepare various market & customer related presentations with key analysis for management reviews
- Responsible for marketing activities for brand & product promotion with OEMs by way of conducting technology days, technical seminars etc for the Customers / region assigned.
- Understanding technology trend/shift in the Automotive and Truck market and passing the information to development team for taking it forward.
- Coordinating with other teams like Planning, Production, Quality, Logistics, Aftermarket & Business Development/Marketing wherever required in achieving organization’s sales & growth goals
- Prepares MIS on a monthly basis on production trends, sales trends & present it along with analysis for Management decision
- Ensuring customer account profitability to the desired level, by ensuring inflation is recovered promptly and undertaking base correction where necessary.
Essential Function (BD)
- To develop healthy Growth Funnel and adherence to yearly Win & Growth targets
- Identifying business opportunities with existing and new OEMs
- Work in close coordination with OEM Account Managers on new product opportunities and lead the activities at the customer level.
- To understand specific customer requirements in terms of product specifications and performance level expectations.
- Generating RFQ and processing it to a comprehensive techno commercial offer
- Supporting sales team in techno-commercial negotiations with customers to convert quote in sales orders
- Coordinating with the customer on new product prototyping and act as internal linkages to Engineering , Plant and Supply Chain during the development process
- Close monitoring of market trends, customer product launches and competition activities.
- Act as a Brand Ambassador in the customer’s organization; demonstrate the highest standards of ethics, integrality & technical capabilities with a very sharp focus on “Customer Centricity”.
- Provide Market intelligence data on an ongoing basis
- Coordinate & monitor the CRM activity, Monthly / Quarterly WIN/Loss status update etc.
Qualifications
- Electrical/ Mechanical/Automobile Engineering degree is must,MBA in sales will be an added Advantage
- Understanding of ICE and EV vehicles and eMobility products is must
- Experience in handling Automotive Industry/Automotive aggregates with 8-13 years of experience
Skills
- Strong Presentation & PowerPoint Skills
- Learning agility to understand and evolve value prop for diverse products
- Strong negotiation and interpersonal skills
- Strong verbal articulation, presentation and written communication skills.
- Capability to scan and obtain market intelligence – good networking skills.
- Relationship skills with all levels and functions within the customer’s organization.
- Computer Skills – PowerPoint, Ms Project, Excel, etc. essential
