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Gerente de ventas B2B

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Fecha: 05-ene-2023

Ubicación: Callao, CAL, PE

Empresa: Goodyear

Lugar: PE - CALLAO  
Representante de Adquisición de Talento de Goodyear: GABRIELLE RICHTMANN 

 

Primary Purpose of the Position
Establish strategies according to the market potential of the area of operation, aiming at achieving the results of sales based on the previously established AOP. Lead the team based on the process of performance, development and succession plan. Manage trade policies applied to resellers, re-treaders and final consumers. Manage price mechanism to guarantee profitability, SOM as defined in the AOP.


Principle Duties and Responsibilities
•     Implement the strategy by establishing actions with the team of advisors to achieve the objectives set out in the AOP 
•    Ensure the proper territorial coverage and the strengthening of the Goodyear brand in its area of operation 
•    Develop the client network in the implementation of strategies and actions in its area of activity, seeking greater SOM 
•    Align business policies for each client in the internal areas  
•    Comply with the cycle of performance management of each advisor, provide constructive feedback seeking their development and ensure the succession plan. 
•    Daily analysis on price and financial to guarantee good account profitability. 
•    Strong close relation with the customers and other regions finding business opportunities


Specific for B2B, Retread, Service. & Solutions: 

  • Develop a strategic planning based on the concept of Field Force, focusing and identifying opportunities to achieve the objectives established by the leadership. Carry out prospecting, sales and after-sales activities in direct fleets, seeking results in accordance with the objectives, advise actions related to Technical Support, ensuring excellence in assistance to fleets with the aim of increasing participation in direct participatory accounts. Implement management tools and technical support in your area of specialization with the aim of building loyalty and recognition as solution providers. 
  • Develop commercial policies using qualitative and quantitative parameters that favor the increase in sales of products and services in a profitable and sustainable manner. 
  • Search, support and develop innovative business opportunities and define new formats and contracts to ensure the expansion of this channel. Assist in the analysis of the structure and profile of the sales team and identify opportunities to implement new business models including Services and solutions. 
  • Carry out the performance cycle management of all department employees, evaluate and provide constructive feedback to promote professional development and ensure the succession plan. 
  • Work with the network of distributors and retreaters as technical assistance support, services and solutions in this channel, strengthen our brand and build customer loyalty. 
  • Manage P&L focused on Volume (TMS), costs and SAD, with the objective of greater profitability for this channel 
  • Specific for Peru: Supports: ISO 9001. ISO 14001, ISO 45001, IATF16949 as it requires
     

Education & Certifications
Required: Bachelor’s degree (Administration, Engineering, STEM or relevant experience with Sales) English at an upper intermediate level. 
Desired:Specialization in Sales, Marketing, Finance and People and Business Management Advanced English
 
Experience
Required:  
6 - 8 years of experience as Account Executive, Product Coordinator, Sales Leader, Customer Service Management, knowledge in Sales, Marketing, PDN. Experience in leading teams 

  • Strong skills in develop business relation, communication, teamwork, negotiation, execution and agile - Experience in commercial/consumer areas. 
  • Experience in the elaboration of strategy to follow the situation of country market and/or OE process business (if applicable). - Experience in analyzes finances, P&L Management with target to improvement in the profitability; - Price methodology. 
  • Knowledge in develop, present and approval of sales strategy. 
  • Knowledge in the tire development, automotive engineering and product quality (TS); 
  • When applicable: Experience in national negotiation with understanding of requirements of each market compared with the country.
     

Specific for B2B: 

  • Experience in Sales, Marketing, MBA preferred, with strong knowledge of the transportation business 3 to 5 years of experience in the tire industry or similar products or channels.
  • Courage and frankness when negotiating 
  • Aggressive and innovative looking for new opportunities for business and channels. 
  • Experience in improving processes and innovations to implement a national B2B service program Solid negotiation skills – Transport Sector.
  • Office 365 advanced
  • Administration and sales process.
  • Knowledge of the complete commercial cycle (prospecting – collection)
  • Desired:  Knowledge in the tire and truck industry. OTR, Trucking Services. Fundamentals of Finance and financial statements

 
Knowledge, Skills & Abilities

•    Advanced skills in Microsoft Office, SAP 
•    Strong Teamwork skills 
•    Effective communicator with Goodyear Company and Customer 
•    Ability to manage the priorities and meet tight deadline in a constantly changing environment and to take fast decisions when necessary 
•    Desired 
•    Entrepreneurship 
•    Knowledge in development of tire, automotive engineering and quality 
Desired 
•    Specific for Peru:  
o    Knowledge of ISO 9001. ISO 14001, ISO 45001, IATF16949 as it requires 
o    Have knowledge about the application of Core Tools (FMEA – APQP – PPAP – SPC – Control plan) 
o    Have knowledge on statistical tools to evaluate measurement system (MSA) and capability evaluation Use of root cause analysis and identification (5W3L, A3, etc.)

#LI-GR1

Goodyear es una de las compañías de neumáticos más grandes del mundo. Emplea a, aproximadamente, 72 000 personas y fabrica sus productos en 57 instalaciones de 23 países del mundo. Sus dos centros de innovación ubicados en Akron, Ohio, y Colmar-Berg, Luxemburgo, se esmeran por desarrollar productos y servicios de vanguardia que definan el estándar de la industria respecto de tecnología y desempeño. Para obtener más información sobre Goodyear y sus productos, visite http://www.goodyear.com/corporate.