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Area Sales Manager

2 months ago

Scotland, UK, United Kingdom MAHLE Full time

We move the world — together. As an international leading development partner and supplier to the automotive industry, we at MAHLE are passionate about developing innovative solutions for climate-neutral mobility of tomorrow. Our focus is on e-mobility and thermal management as well as further technology fields to reduce CO2 emissions, such as fuel cells or highly efficient combustion engines that also run on hydrogen or synthetic fuels.


In 2022, the technology group with its more than 72,000 employees, generated sales of around EUR 12 billion and with its 152 locations, including 12 major research and development centers, is represented in more than 30 countries. Come join our team at MAHLE #StrongerTogether

Fully responsible for aftermarket sales in the specified region and selected customer / buying group. To identify and adopt a sales approach which provides solutions based on customer needs whilst demonstrating the ability in problem solving and negotiation. To be responsible for the identification and development of new businesses whilst also maintaining and developing existing businesses. Providing strong relationships between the customers while respecting MAHLE processes and practices. Sales champion for chosen product group(s).

Duties

  • Take full responsibility for the assigned customer and/or customer/buying group(s).

  • Ensure total customer satisfaction working to achieve and exceed the set goals and sales targets.

  • Developing a thorough understanding of key clients needs and requirements and preparing customized solutions.
  • Negotiating with key clients and meeting established deadlines for the fulfilment of each clients long terms goals.

  • Manage, develop and support accounts including strategic buying/customer groups, as assigned by the buying group account manager. Feedback opportunities and risks within members of the groups to the group account manager. Build relationships for business development at all levels.

  • Compiling reports on account progress, goals, and forecasts for the sales manager and stakeholders.

  • Involvement in price setting, pricing policy and commercial activities.

  • To understand the market place particularly in relation to MAHLE product groups, including market share and competitor analysis.

  • A good technical competence on all MAHLE products is expected.

  • You are the business manager for the selected customer and product categories; you will consider sales, profitability, any quality and operational costs that are associated. You should aim to support the customer and drive their performance and results with MAHLE products and services.

  • To understand the customer’s requirements and tasks in order of priority to be able to lead and define the most competitive, reliable and acceptable way to fulfil these requirements supporting and considering the Company’s strategies, goals and missions.

  • Hold strong market awareness, understanding and actively predict and respond to competitor activities within the market.

  • To provide technical support, training and advice to customers. Ensure customers receive appropriate technical support and training ongoing.

  • To promote and develop extensions to the product range. Offering key market information down to part number and vehicle parc level for range development and increased market share.

  • To follow market trends and keep management informed on all important issues.

  • To work with Finance with regard to payment recovery.

  • To work with relative customer base in performing garage work outs for MAHLE product portfolio enhancement.

  • To drive for improved growth, retention of existing accounts, new accounts and acquisitions.

  • To manage and control stock cleanse activities.

  • To manage and ensure appropriate stock profiles are current and accurate to the customer needs.

  • To provide accurate up to date information in terms of new to range, promotional material, product literature and technical information.

  • To manage any customer complaints, quality product issues, coordinating with head office and ensuring such open items are closed to a satisfactory level.

  • To control all company costs; planning routes and visit plans with a cost effective approach.

  • Documenting and appropriately planning visits to full capacity maximising value add. Filing visits reports, ensuring actions are followed up to successful timely closure.

  • To constantly monitor and provide reports and analysis on sales numbers, targets, recovery plans and new opportunities.

  • To instigate marketing and promotional activities to support customer and selected product groups.

Quantitative aspects

  • number of employees responsible for 0
  • department budget £TBCk-
  • Sales value responsible for £TBC
  • capex £0
  • other

Qualifications

  • 5 GCSE – A-C grades (or equivalent) must include Math and English (desirable)
  • Technical qualification – Motor vehicle technology e.g. Degree in Engineering (desirable)

Skills and Experience

  • Experience of proven Account Management
  • Experience in project management
  • Experience in creating documents to monitor, task and complete milestones
  • Previous experience working in the Automotive Aftermarket
  • Experience of technical sales
  • Ability to work with a number of different product lines