Position Title: AUTOMOTIVE MARKET DEVELOPMENT SPECIALIST Business Unit: KRAIBURG TPE Corporation - Americas Location: Greater Detroit / Michigan Area Reports To: Director Automotive Americas
Primary Role: Direct sales responsibilities which include new business development and support at regional processors within the US as well as select Tier 1/2 automotive suppliers. This includes identifying, screening and qualifying new business opportunities to maximize KTPE’s value proposition and coordinate the follow-through needed to close new business. This position will also function as a market specialist for all Automotive-related business being supplied and/or serviced by KTPE-Americas including all global Automotive Tier 1s/accounts.
Key Job Responsibilities :
Identify and develop relationships with targeted processors and/or Automotive Tier 1/ 2 suppliers based on KTPE value proposition and support capabilities.
Along with product development personnel, effectively screen and validate potential new TPE growth opportunities to assess the cost/margin potential for individual projects.
Identify new business growth opportunities within assigned region to develop new sales following KTPE product, pricing and market strategies.
Negotiate contracts and value packages to insure a return on KTPE resources invested following company product/pricing strategies and business practices as appropriate.
Become an expert in all major automotive-related applications in order to assist and support other KTPE sales personnel in their business development activities related to the automotive industry. Represent KTAM on the Window Encapsulation Team.
Provide technical support as necessary on key automotive trials throughout N. America.
Develop and maintain a database to track all automotive-related business supplied by KTPE through-out the Americas. Function as the US automotive industry liaison for KTPE/EMEA and KTPE/AP.
Understand key players, applications, requirements, trends, and needs as well as KTPE’s overall business potential and market share within the automotive industry. Become an industry and product expert to leverage successes across the industry.
Define overall TPE market size/potential and competitive environment within the automotive industry.
Coordinate with distribution regional sales, applications engineers, technical sales and customer operations to achieve the desired KTPE sales goals.
Establish individual performance standards, goals and objectives - - measure and provide feedback. Develop, execute and manage sales plans and budgets. Manage and report expenses in a timely fashion.
Communicate regularly and broadly. Ensure smooth transitions to regional sales, customer service, global partners and manufacturing.
Become involved in industry trade associations. Coordinate and provide commercial focus to agency efforts.
Adhere to all KRAIBURG TPE safety, travel, ethics, and Human Resource policies.
Technical BS degree or equivalent depending on extent of prior work experience within the plastics or TPE industry.
10 years of automotive industry experience.
Proven track record of commercial sales and business management experience including generating and qualifying new sales leads, and closing new business opportunities.
Excellent interpersonal communication skills along with strong commercial sales, price negotiation and presentation capabilities.
Strong inner drive, self-motivation, goal-orientation and team player.
Experience with key account management and strategic planning tools.
Application engineering, technical service or plastics processing experience a plus.
Proficiency in MS Office tools – Word, Excel, and PowerPoint.
Prior experience with SAP environment and CRM software a plus.