Head Auto Plastic - OEM Sales

Role Overview

• The AGM/DGM Sales & Marketing will drive business development and revenue growth in the auto plastics segment, focusing on OEMs (Maruti, Mahindra, Tata, Honda, Hyundai) and Tier-1 customers. The candidate will manage collections, oversee pricing negotiations, and ensure alignment with plant operations for new product development.
• Key Responsibilities
• Revenue Achievement: Meet or exceed sales targets for automotive plastic components.
• Collection Management: Ensure 95% collections adherence, covering debtors, tooling, and supplier payments.
• Business Expansion: Secure new customers and OEMs in the PV sector, focusing on automotive plastics.
• Customer Retention: Protect and grow the share of business with key accounts, providing monthly updates.
• Market Trends Analysis: Analyze and act on trends related to automotive plastic technologies and pricing.
• Price Adjustments: Negotiate RM cost adjustments based on customer agreements, summarizing quarterly.
• New Product Development: Collaborate with plant teams to align product development with market needs.
• MIS Reporting: Provide accurate, timely monthly sales and performance reports.
• RFQ Success: Increase RFQ hit rate to 25%, focusing on automotive plastics.
• Key Result Areas (KRAs)
• KRA Description
• Revenue Growth Achieve or exceed revenue targets for automotive plastics annually.
• Collection Efficiency Ensure >95% payment collections as per agreed terms.
• Business Expansion Acquire new OEM and Tier-1 customers in the PV sector.
• RFQ Conversion Rate Increase the RFQ hit rate to 25%.
• Product Development Support Seamlessly integrate customer needs into product development.
• Price Adjustments Timely RM price settlements and quarterly summaries.

Key Performance Indicators (KPIs)

• KPI Target/Measure
• Revenue Target Achievement Percentage of annual revenue target met (>100%).
• Collection Rate Percentage of collections made as per terms (>95%).
• New Customer Acquisition Number of new OEMs/Tier-1 customers onboarded annually.
• RFQ Hit Rate Percentage of RFQs converted into business (>25%).
• Share of Business Retain and grow share of business with top customers.