Senior Sales Specialist – Ford

Job Description

Under moderate direction, promotes and sells the organization’s products and services within an assigned geographic area, product range, or list of customer accounts to meet or exceed sales targets.  Pursues sales leads; visits existing and new customers; assesses customer needs and suggests appropriate products and services; responds to customer inquiries; negotiates prices and delivery times within limits of authority; and concludes sales orders to meet revenue targets. 

Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business. Refers sales leads, customer feedback, and information on competitor activity to appropriate contacts within the organization so that they can respond to changing market conditions and customer demands. Establishes annual, quarterly, monthly, or weekly sales plans and prioritizes and schedules own activities so these targets are met.

Responsibilities

• Acts as a liaison between customers, plants and affiliate personnel in coordinating, reviewing and resolving all commercial and business-related issues. Coordinates all phases of program management activities including initial concept, product exhibition, pre-launch activities, product launch and delivery, and product phase out. Ensures programs are launched successfully. Manages and negotiates design changes, build out of vehicle, part number changes and obsolescence claims with customers and plants.
• Interacts with and acts as a liaison between customers, DENSO plants and affiliates, and DNJP regarding customer requirements and capacity issues. Works with production control as needed.  Supports and may lead pre-production and launch readiness activities. May be responsible for coordinating pre-production sign-off related activities with plants.
• Implements and executes customer/product-based strategies. Gathers and summarizes information related to customers, competitors, business and market environment in order to identify and plan for current and future business opportunities. Maintains related information and completes variance analysis. Assists in developing sales plans for existing customers and in
  identifying potential and/or future business opportunities. May partner with business planning in
  sourcing new business, as appropriate.
• Follows up and resolves more complicated accounts receivable (A/R) issues between DENSO and customers. Ensures accuracy and completion of all related paperwork (purchase orders, airfreight bills, etc.).
• Works closely with materials management, production control and plant personnel in product phase-out activities. Negotiates product phase-outs with customer to ensure no obsolescence.  Reviews customer-specific service agreements related to post-production and take appropriate action.
• Coordinates cost-related commercial and business activities, as required. Meets with plants to discuss customer annual cost reduction targets. Assists plants in investigating value-added (VA) opportunities and obtaining customer approval of process and design changes related to cost saving efforts. Monitors and tracks previously identified value-added (VA) opportunities and
  profitability related information.
• May assist with annual percentage rate (APR) reviews and may make recommendations towards price reductions based on customer roadmaps and/or internal targets. Tracks profitability and contributes to the strategies for profitability improvement. May develop profitability improvement plans.
• Negotiates internally and externally regarding pricing, costs and timing. Negotiates pricing and cost reductions with DENSO plants and DNJP on behalf of the customer. Negotiates directly with the customers on pricing and cost-related issues. Negotiates directly with the customer and DENSO plants on any obsolescence due to product phase out.
• Builds, maintains and establishes strong internal and external networks in order to address and resolve daily issues, gather information and focus on company goals and objectives.
• Completes, maintains and ensures adherence to policy, contract and related information as outlined in DIAM standards processes (e.g., DIAM Operating System). Follows up with customer to gather information and/or assist with the resolution of discrepancies.
• Works closely with quality engineering in supporting and resolving quality related issues.
• Assists in compiling, preparing and reviewing request for quotation (RFQ) materials and related information. Gathers and summarizes information related to competitors, markets and customers.  Researches engineering and purchasing opinions and assists in developing pricing strategy for approval. May present and negotiate pricing with customer. Ensures plants, business planning and manufacturing contacts are appraised of quotations and information is appropriately summarized.
• May handle daily issues related to prototype parts including ordering, negotiating delivery, price and payment.
• May coach and provide guidance, feedback and on-the-job process specific training to lower-level colleagues.
• Analyzes current processes, identifies areas of improvement, forms a team to review concern and develop process improvement ideas. Makes recommendations to management and implements approved changes.
• Performs other duties as assigned.

Qualifications

• Bachelor’s degree in business, engineering, or related field required.
• 2-5 years of relevant experience required.
• In-depth knowledge of the internet and explorer applications to retrieve and post data and research information.
• Familiarity with program management principles, request for quotation (RFQ) and contract review processes.
• Analytical skills with an ability to independently evaluate and develop innovative solutions to complex situations.
• Written and verbal communication skills and presentation skills. Ability to communicate with internal and external customers. on issues of moderate to considerable importance, up to and including senior management.
• Customer service skills. Ability to promote and support a service-oriented environment.
• Negotiation skills. Ability to defend position strongly while keenly aware of the need to maximize benefits for all sides.
• Project management skills, including identifying and scheduling process steps, determining resources and staff required to successfully complete assigned projects or project steps and reporting on project.
• Proficiency in Microsoft Office products such as Word, Excel and PowerPoint.

Salary $76,000-$95,000.

Benefits Summary

• Health, Dental, Vision, Prescription Drug plans 
• Life and Accidental Death & Dismemberment Insurance
• Flexible Spending Account
• Employee Assistance Program
• 401K with 4% company match
• Bonus Program
• Wellness Program
• Onsite Fitness Center (vary by location) 
• Tuition Reimbursement 
• Career Development and Ongoing Training
• Paid holidays and vacation 
• Cafeteria and food markets (vary by location) 
• Volunteer opportunities 
• Employee recognition (employee and milestone events)