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Vice President, Account Management
2 months ago
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 software-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 and generated $3.76 billion in sales (USD) in 2022. Mission of the Role: The VP, regional sales leader is a key member of Global Commercial Leadership group. Drives Visteon’s new business wins (NBWs) in alignment with customer & product strategies & increase overall program profitability in the region. Collaborates with global teams to lead commercial activity for domestic OEMs in their operations. Key Objectives of this Role: Strategic Sales Planning & Leadership Develop and drive strategic commercial business plan for the region in alignment with overall company goals. Analyze data from a variety of sources to support decisions & establish Visteon as the right technology partner for customer. Lead and own the overall customer, including price and commercial negotiation, achieve financial targets, account management, and strategic planning. Design & drive innovative solutions that meet customer requirements to achieve increased NBWs. Anticipate challenges & profitability of potential new customers to stay ahead in qualifying opportunities. Profitability Enhancement Develop & assess strategies, best-in-class commercials processes, tools, technologies, methodologies to identify and bridge gaps and enhance profitability. Identify opportunities like VAVE, DCR, and pricing optimization. Collaborate with CBG & Regional leaders to lead and own the customers, execute annual customer pricing strategies, contract negotiations and new business wins. Manage and grow existing client accounts, achieve sales targets, and ensure high levels of client satisfaction. Understand key customers’ requirements such as cost, functionality, features, and other performance metrics and promote the corresponding Visteon products. Identify and pursue new business opportunities within the account/s for various Visteon product lines and offerings to the customer, resulting in increased revenue and market share. Operations Excellence and Forecasting: Develop and drive a robust sales forecasting, planning, and budgeting framework. Elevate planning, forecasting, and budgeting practices for impeccable accuracy and process consistency. Institutionalize a structured SO&P process to review progress and monitor achievements against the plan. Ensure adherence to relevant laws, regulations, and industry standards, mitigating potential risks. Forecast sales and revenue, track performance, and develop action plans to address gaps. Analyze market dynamics for new sales growth opportunities by understanding customer program cycles, technology needs, and competitive market intelligence. Stakeholder Management and Effectiveness: Partner with HR, Finance, sales leadership to engineer sales incentive compensation programs that is aligned with overall organization objective and strategy, achieving desired outcomes. Collaborate with finance and operations teams to develop pricing strategies and manage profitability. Foster collaboration between sales, marketing, other functions & relevant stakeholders, including customers, partners, industry influencers to deliver exceptional value, enhance market presence & revenue optimization. Build and maintain strong relationships with key decision-makers at client organizations, becoming a trusted advisor and advocate for the company. Attract and recruit top talent (internally & externally), motivate team, and manage performance. Ensure efficient allocation of technology, support, and training resources impacting the sales organization. Innovation and Continuous Improvement Collaborate with sales leadership to identify avenues for ongoing process enhancement. Assess commercial tools and technologies, identify and bridge gaps to enhance sales effectiveness. Encourage innovation, exploring new approaches, technologies, and strategies to drive growth. Utilize data analytics for informed decision making and identify process improvements opportunities. Act as an industry expert both internally and externally at regional site level, providing the company with insight into industry trends and market opportunities. Spearhead innovations, pursue target markets and customer segments to achieve substantial growth in new business wins and push the boundaries within the industry. Key Performance Indicators: Achieving regional sales, profit, and strategic objectives Forecasting accuracy Achievement of incentive programs against desired outcome Annual NBW target and 5-year growth plan Business equation including revenue, material margin, 4-wall EBITDA & net pricing. Customer quality & delivery ratings and scorecard Achievement of key program milestones Key Year One Deliverables: % NBWs M&A project support Product line support (Such as electrification, Displays etc.) VBOS/VPDS process ownership Achieving regional sales and profitability objectives of the year Productive account Management that leads to additional business opportunities Driving pricing strategies and profitability for assigned accounts. Qualification, Experience and Skills: Bachelor's degree in engineering, computer science, business, or related field. 16+ years of experience in regional or global settings. Accomplished commercial leader with expertise in sales management, strategic growth, and sales operations. Proven track record in expanding sales with large accounts through long-term customer relationships. Commercial leadership expertise in the large-scale automotive industry. Proficiency in articulating long-term product development plans and outcomes. Extensive experience in sales operations, process development, and continuous improvement. Adaptability to a rapidly changing marketplace with a process-oriented approach. Expertise in deploying technology and processes for efficiency and growth. Strong cross-cultural collaboration skills and excellent communication and interpersonal skills. Experience in dynamic, long-term technology and product development strategies. Exceptional strategic planning and stakeholder influencing skills. Proficiency in identifying and addressing technological, financial, sales, marketing, and legal challenges. Outstanding analytical, project management, strategic thinking, and problem-solving skills. Inspirational, creative, and customer-centric with a focus on innovation. Results-oriented with a commitment to meeting deadlines and achieving goals. Key Leadership Behaviors: Lead from the Front Build Strong Teams Inspire Change Lead the Market Customer Obsession Persuasive and Persistent Reporting Structure: Will report to Senior Vice President of Americas and Energy Storage. 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. #J-18808-Ljbffr
