Aftermarket Area Sales Manager Europe

at  Dana Incorporated

Dana is a global leader in the supply of highly engineered driveline, sealing, and thermal-management technologies that improve the efficiency and performance of vehicles with both conventional and alternative-energy powertrains. Serving three primary markets – passenger vehicle, commercial truck, and off-highway equipment – Dana provides the world’s original-equipment manufacturers and the aftermarket with local product and service support through a network of nearly 100 engineering, manufacturing, and distribution facilities.

POSITION SUMMARY

We’re looking for an Aftermarket Area Sales Manager Europe in Arco (TN) Location
The AM Area Sales Manager will manage and drive the Aftermarket Dana through the distribution channels for the OH market (OES and IAM) in the area assigned.
In his role he will report to the Off-Highway Aftermarket Sr. Sales Manager EMEA and he will be responsible to realize the sales budget and to develop market opportunities in his area, to expand market penetration, to support leadership in preparing long and short term strategy for the assigned market, to enhance market position and company image. The target candidate will work closely with the key Dana functions to assure total customer satisfaction.
Candidate will be focused in identifying market opportunities and formulating strategic direction for future business and product development. The target candidate will be highly motivated with knowledge of the Off Highway Aftermarket and experienced in the OES and IAM distribution network

EDUCATION AND EXPERIENCE

• Bachelors degree
• Minimum 5 years experience in sales and knowledge of the Aftermarket business (mandatory)
• Fluent in business and technical English language, plus 1 or 2 other European languages
• String leadership, negotiation and communication skills. Proficient in CRM software. Analytical mindset
• Readiness to travel frequently, mainly in Europe, visiting customers

• Business Development:
• Candidate will be responsible for executing business and customer development
• Manage and develop different distribution channels (OES, Service Centers and IAM) setting targets, tracking results and making sure targets are achieved
• Expand business geographically in the area assigned through the acquisition of new customers
• Account management:
• Candidate will be responsible for assuring day-to-day account operations are addressed (i.g. oversee A/R, assurance on parts availability,…..)
• Represent voice-of-the-customer within Dana and responsible for customer metrics
• Maintain accurate regional revenue forecasts and sensitivity analysis by providing analytical and thoughtful information in a data-driven environment
• Review and monitor customer activities monthly, including customer performance metrics and prepare reports for Dana upper management
• Establish strategic plan to maximize company sales and profitability
• Execute according to Dana and customer expectations

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• Market exploration and analysis:
• Collect market data and assist on the analysis and definition of short term actions and/or strategic plan (pricing, non-genuine parts competition,…)
• Track market conditions and define actions to align company strategy to any unexpected change (market, economy, product,….)
• Analyze competition proposals and define counter action
• Support Product Planning organization to define and optimize product portfolio based on Dana OE supply and market to growth the business organically and/or through innovative product

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• Define budget (AOP and LRP) and track continuously the performance and profitability in the area of responsibility
• Oversee Accounts Receivable (AR) activity for customers ensuring recovery of funds
• Negotiate with customers on pricing and support for other important matters (quality, delivery, and timing)
• Build relationships with customers at different levels, departments, and locations in order to support current and future business
• Reporting: Forecasting, New Business Pipeline, Customer Visits, and Monthly Sales Reports
• Support implementation of Dana AFM best practices and processes within Dana
• Performs all other duties as assigned