JLR Business Strategy and Sales Senior Leader

4 weeks ago

Warwick, United Kingdom Visteon Corporation Full time

JLR and Volvo Cars, Business Strategy and Sales Leader

Enabling a software-defined, electrified future.

Visteon is a technology company that develops and builds innovative digital cockpit and electrification products at the leading-edge of the mobility revolution. Founded in 2000, Visteon brings decades of automotive intelligence combined with Silicon Valley speed to apply global insights that help transform the Manufacturing-defined vehicle of the future for many of the world’s largest OEMs. The company employs 10,000 employees in 18 countries around the globe. To know more about us .

Mission of the Role:

Working for the Business Unit Director, leading a team of Account Managers and closely collaborating with the Technical Sales Senior Manager.

Impact:

Achievement of in-year sales and profitability objectives Productive account Management that leads to additional business opportunities Alignment and development of effective internal of cross Functional leadership (product management, operations, engineering, quality, purchasing and program management) to meet customer objectives

Key Objectives of this Role :

Drive all internal and customer major commercial negotiations to deliver at or above defined profitability and financial metrics across the full JLR and Volvo awarded business portfolio. Driven in close conjunction with the Visteon Chief Program engineers and program managers, finance, operations and supporting functions. Manage and lead a complex customer account to support a single global customer strategy evolution. Act as the overall business owner for the JLR and Volvo segment. Lead and own the customer, including the business equation, price and commercial negotiation, financial targets, account management, new-business wins and strategic planning. Work closely with customers to build strong and lasting strategic partnerships. Develop & manage senior relationships at the customer. Ensure strong engagement at all levels between Visteon leadership and the customer Develop and lead a strong team. Identify and address areas of weakness.

Key Performance Indicators:

Business leadership: Live management of complex and evolving business defined priorities across Visteon. Growth: Meet annual NBW target and 5 year growth plan – revenue / balanced product portfolio. Production: Business equation including revenue, material margin, 4-wall EBITDA & net pricing. Production: Successfully manage any commercial claims; live in-depth production supply volume knowledge. Forward Model: Co lead meeting of all project business/financial commitments alongside the project leads. Quality: Monitor to ensure no compromises to deliver business strategy.

Key Year One Deliverables:

Customer and Internal Engagement

Provide a primary customer business, sales, and commercial lead interface to JLR and Volvo Cars Corp for all Visteon content and supply responsibilities. Lead commercial experience to create then lead negotiation progress/closure on time - to Customer Purchasing Senior manager and manager level, or above as required for all commercial items. A high level of proven experience to assess and then prioritise a complex set of evolving customer needs daily with the supporting team(s) is essential to ensure the right overall prioritisation is consistently and clearly maintained. Develop and improve the customer relationships with the purchasing, product and strategic engineering, program management and product strategy decision makers at JLR and Volvo Cars. Co-lead (with the Business Unit Director) the ongoing development of Visteon’s strategic business plan to maximise profitable growth in alignment or above the business plan with JLR/Volvo Cars - across all current and expansion product lines.

Commercial Account Management

Efficient and effective management of our UK based account managers and seamless coordination with our Portugal based account leader (and his team of associates) alongside a Gothenburg Business Manager. Ability to effectively leverage key customer decision maker relationships to gain both key strategic insights to drive and evolve our business strategy. Then to concisely disseminate into progress plans with supporting rationale to the CBU Director/coordinating internal functional leads for progress success. Ensure commercial implications of contractual agreements (Sourcing Agreements, Commercial Pricing Agreements, Statements of Work, Terms and Conditions) with the customer for new Programs are understood by the Program teams and are accounted for in project plans and profitability model. Sign-off of accepted Sourcing Agreements, Commercial Pricing Agreements and Design Changes from the customer’s commodity purchasing organisation.

Forward Model Quotation Development

Co-lead the review and sign-off (at appropriate level) internal development of product pricing in response to all Requests for Quote and Design Change Requests, ensuring timely response/PO cover from the customer. Co-lead the review and sign-off (at appropriate level) of ED&T service proposals and customer agreements. Negotiate with customer to achieve highest possible price point above walk away price, whilst maintaining commodity-pricing credibility with the customer Maintain auditable records for product pricing determination in line with VBOS processes

Annual and Strategic Negotiations

Determine market movements for all existing products due to introduction of new competitive price points. Provide feature walks from new competitive price points to existing engineering and services to defend price gap negotiations with the customers. Engage as appropriate with customer’s commodity purchasing /cost estimating organisation to review market pricing (competitiveness) movements. Support the evolution and development of Visteon SW business models, incl. with 3rd parties. Identify strategic partnership potentials to enable fast development of Visteon SW business portfolio.

Business Development

Anticipate the issue of all customer Requests for Quote, and then outline a development plan to share with the CBU Director for further Visteon cascade and development to product leads and technical sales team. Develop and communicate intelligence on market pricing, regularly assessing market movements for impact on future negotiations. Determine, communicate, and resolve any discriminators that will influence the awarding of business. Anticipate and communicate all competitive insights. Proactively maintain all internal Visteon new business tracking tools – IFS, Quest and Enterproj. Lead preparation for all new business internal review/approval meetings (Gate 0/1), co-lead Gate 2 (project award) onwards with Chief Program Engineers.

Cashflow

Lead all JLR and Volvo outstanding claims until resolution. Ensure all invoicing and payments with JLR and related T1’s is fully managed on time (cash collection). Achieve a fair and balanced relationship with the customer across functions

Qualification, Experience and Skills:

Latest Automotive product strategy awareness Good technical and commercial understanding of the HW and SW industry - products and value propositions. Tier One business processes and tools experience. JLR and or Tier One Cockpit electronics and Electric Vehicle product portfolio knowledge Relationship connections to JLR HW / SW / Digital services purchasing Ability for dynamic and complex task prioritisation Strong analytical approach and negotiation resolution experience Flexible and focused Innovative approach to challenge resolution Time Management Relationship Building Communication skills Organisation skills. Highly motivated and results driven. Flexibility to travel as required

Key Leadership Behaviors:

Lead from the front Build Strong Teams Inspire Change Lead the market Critical thinker

Reporting Structure: Reports to the Customer Business Unit Director.

Visteon Culture : If you thrive in a fast-paced, organizational culture that requires agility, adaptability, and a growth mindset from its employees to thrive and stay ahead of the curve Visteon is the place. We value high performance and a drive for results. Innovation, risk-taking, and continuous learning help us keep up with the ever-changing landscape of our industry and be Market leaders. At Visteon you can be more. 

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