Position:  Area Industry Vertical Manager Automotive, Greater China
Surname / Name:
Department / Location: Area Marketing & Sales Department
Substitute:
Direct Line Reporting: Area Head of Marketing & Sales Greater China
Dotted Line Reporting:
Hiring Date: ASAP Last revision date:
 
Purpose of the position
Area responsibility to enhance PA’s position towards the industry in the important business group of Automotive IV and to meet the objectives of growth and profitability with this customer group (existing and new).

Key Tasks
• Leads a team of Area Sales Managers and Area Account Managers to coordinate Global Sales activities.
• Develops existing and new customers within the industry vertical.
• Maps and identifies short-, mid- and long term strategic global targets.
• Participates in the global business plan for the industry vertical and implements it within the region.
• Utilizes specific industry knowledge to diagnose supply chain needs. Develops and prepares strategic proposals. Participates to customer generated RFI, RFQ and RFP.
• Develops, builds rapport and nurtures long term partnerships with “A” account, Area Target Accounts and SKAs, translating our global capabilities to customer value, for maintaining and continually expanding account share penetration.
• Coordinates sales activities for assigned accounts with the lead account managers.
• Supports successful business handover with Sales and Operations.
• Enhances PA’s position and personal expertise in this specific product segment by means of contacts with prospects, presence to fairs/exhibitions, presence to workshops and seminars.
• Organizes and participates in regular reviews with the accounts to ensure customer satisfaction and sustainable business relationship.
• Establishes guidelines and standards and conduct implementation processes, customer SOP’s, reporting frequency and formats, design KPI’s for new accounts.
• Ensures that pricing and services offered to global and sponsored accounts are in line with “best in class” available.
• Supervises the maintenance and improvement of the quality standard that will be required by this specific industry segment. Propose, justify and implement necessary investments. (IT tools, hard-and software, assets etc.).

Decision Making Authority
• Decisions on margin and selling rates per Area and Corporate Guidelines

Function / Market & Industry Knowledge / Business Acumen / Process working
• Functional know-how in air freight, ocean, logistics, forwarding or brokerage
• knowledge of forwarding and supply chain management systems
• In-depth industry vertical knowledge (Automotive)
• Deep understanding of PA (strategy and products)
• Deep market knowledge (customers, competitors, suppliers, overall environment)

Skills & Competencies
Management skills
• People management and Leadership (Recruitment/Selection/Training & Development/Coaching/Performance Management)
• Able to manage cross-functional interfaces (Air, Ocean, Logistics, SCM)
• Strategic Planning skills
• Organizational skills (prioritize, plan, assign and control)
• Decision-making capabilities

Personality traits
• Excellent communication (verbal, written, listening, presentation) skills required
• High degree of tact and courtesy
• Goal and team driven and a good motivator and facilitator to ensure that set targets are realized
• Show leadership and direction
• Strong network and relationship building capabilities
• Must be able to sell and close a sale by effectively negotiating with decision makers to maintain and expand business opportunities
• Must be able to read, interpret, and analyze document, contracts and procedures in a timely manner
• High ability to define problems, analyze facts and determine valid solutions to resolve the issues
• Proactive self-starter, able to work in a matrix structure with the in support of the Area and BU sales organizations
• International mindset.

Educational background / Work experience
• Higher educational level (degree business administration, economics, logistics)
• Working experience (minimum 10 years)
• Industry experience (minimum 5 years)
• Management experience (minimum 5 years)
• Marketing & Sales experience (minimum 7 years)
• International working experience

Language skills
• Fluent in English and Chinese and preferably other languages