What are the responsibilities and job description for the Sales Director position at Yokohama Tire Corporation?
Summary
This position is responsible for all sales activities within a geographically assigned area or for a specific set of strategic accounts. The position directs the efforts of the sales force to ensure accomplishment of the sales objectives, compliance with company policy, adherence to legal guidelines’, solicitation of corporate customer targets, and operating expense control. In addition, this role is responsible for recommending key sales aspects to be incorporated in company's forward planning, and to be considered in product development, product positioning, production requirements and promotional options.
Responsibilities
- Implements Company sales strategies to achieve unit and profit goals for their area of responsibility.
- Validates strategic analyses of complex and influential national or international customers.
- Optimizes Corporate resources and measures the return of investment/effort of actions.
- Is a key contributor to the development of the business unit’s strategy and annual objectives.
- Able to negotiate medium to long term development plans with complex and influential customers.
- Contributes to the development of the negotiation strategy for all components of the commercial relationship with key customers.
- Manages multi-party coordination (customer/internal) to create conditions for a durable, valued relationship with customers.
- Challenges and assists in the development of the business unit’s processes, tools and sales negotiation techniques.
- Contributes to the adjustment of the business unit’s business plan as it relates to the evolution of the industry. Analyzes technical evolutions.
- Understands and explains the tactics of marketing and sales professionals.
- Defines a marketing strategy in coherence with the business unit’s objectives.
- Able to use market research to select target market segments and define a formal brand position.
- Analyzes associated risks within market.
- Capable of giving authoritative advice in all product situations facing users, distributors, original equipment manufacturers, and internal teams.
- Explains current vehicle, product, and service trends that are driving product evolution in the market.
- Defines and manages the business entity’s pricing referential, performs comparisons and ensures the management of expectations and consistency across channels and market partners.
- Manages the business entity’s pricing evolution and communicates best practices as well as manages the business unit’s pricing plan to optimize financial results.
- Analyzes the distributor value chain and the composition of its margin and alignment of our sales strategy.
- Ensures compliance with the main legal constraints which govern distribution.
- Involved in the business unit’s forecasting process and manages the demand plan validation.
- Serves as a main participant in the exchange of data between marketing and sales and the supply chain team.
- Communicates customer requirements and monitors activity to support compliance.
- Advises the customer on ways improve their financial performance.
- Responsible for the profitability in their area of coverage, as defined in the business plan/budget.
- Master the business unit’s profit monitoring tools
- Produces a critical analysis of the contracts proposed by the customer and adds value to them through exchanges with the legal team.
- Develops and proposes contract changes and modifications.
- Makes Yokohama employees and customers aware of the various risks linked to noncompliance with legal regulations.
- Controls results through indicators which assess performance and develops necessary corrective measures, if required.
- Monitors operating expenses to ensure proper use of funds within budget.
- Lead special projects centered around product launch initiatives serving as the key sales lead for the consumer replacement team to drive product.
- Support the implementation and execution of future strategies
- Determines the mid to long-term while integrating strategic orientations, assessing risks/opportunities, strengths/weaknesses and calculating the consequences involved in go/no-go.
- Manages and leads to resolve difficult decisions in order ensure integrity within the organization.
- Understands the deep and complex reasons governing the behavior of others, carrying out a clear and fair assessment of the qualities and limitations of others.
- Able to identify internal talent, become a mentor and seeking new development and career opportunities outside one’s own entity
- Be proactive in the development plan in the mid and long-term.
- Demonstrates leadership, ambitious and realistic challenges within the team.
- Other tasks as requested by VP of sales and other corporate staff.
Knowledge and Skills
- Good verbal and written communications
- Intermediate Analytical skills
- Understanding of Action Selling Techniques
- Proficient in Microsoft Office (Outlook/Word/Excel/PowerPoint)
- Experience with CRM software, such as Salesforce
Education and Experience
- Bachelors’ Degree, or equivalent experience
- Recommended minimum of 10 years tire industry or sales experience
- Account management experience
Physical Requirements
- Must be able to remain in a sitting stationary position for prolonged periods of time while driving a vehicle or working on a computer.
- Event support such as Rid and Drive and trade-shows, including assisting with event set-up and take-down
- Employees must possess the ability to occasionally lift, carry, push, pull and move materials and objects weighing up to 50 pounds.
- Must be able to remain standing or moving on feet for prolong periods of time
- Ability to work in outdoor weather conditions