Company:              Small  engines
Job area:               IBERIA (Portugal & Spain)                                             
Location:               Spain, preferably Madrid
Direct report:        After Sales Service Director Southern Europe

Mission:

To build close relationships with OEMs and service customers to maximize sales and profitability potential within these accounts.

Development of Spanish & Portuguese After Sales Market and execute regional strategies.

Key Activities:

Responsible for all aspects of OEM engine and After Sales in Spain & Portugal.

Long-term success will be achieved by building multi-level contacts, developing clear understanding of the customer, knowledge of market issues, and then driving through clear account development plans.

Key elements of a successful plan will be: strong personal relationships, customer focus, effective communication at all levels, superb service and a partnership approach.

Key Deliverables:

Ÿ Satisfactory account relationship

Ÿ Budgeted sales figures

Ÿ Budgeted margin (matrix responsibility with marketing)

Ÿ Account development plans

Ÿ Profitable range line-up

Ÿ Accurate and timely communication of forecasts

Ÿ Effective communication with sales, administration and marketing.

Ÿ Quality and availability of market intelligence

Key areas of responsibility

Ÿ 20 % Account Planning – develop strategies and plans for profitable

development of the accounts.

Ÿ 50 % Sales and Margin Targets – Establish the annual product line-up to

ensure the targeted sales and margin performance targets are achieved..

Initiate actions that will improve profitability per customer. Regularly review

each accounts performance to plan and take corrective action when

necessary to ensure on target performance.

Ÿ 20 % Communication – Develop contacts at all levels with the OEM to

ensure all issues are understood by Client company so that

problems/threats/opportunities can be anticipated and planned for. Regular

communication with Sales Admin and marketing also essential to ensure

service levels and new opportunities are fully

Ÿ 10 % Market Intelligence – Be the regional expert in terms of the customer

size, retailers, product range, new product plans and dynamics. Gather

competitive intelligence including competitive pricing. Use both formal and

informal information gathering techniques.

Key Processes:

Ÿ Pricing analysis and range performance.

Ÿ Market Intelligence

Ÿ New product/pricing approvals and controls

Ÿ Account performance analysis.

Ÿ Communication

Ÿ Teamwork

Work Environment

A competitive environment with multiple demands on time requiring excellent

prioritization communication and problem solving skills. Will work in a remote

office, but will interface on a multi-cultural level, with many competing priorities.

This position will require regular travel.

Skills/Experience Required:

Strategic and Analytical Thinking – Ability to analyze sales data, pricing

 information, margin and costing information to determine proper strategies

 and plans.

Interpersonal Skills – Will deal with people from a variety of nationalities   and backgrounds. Establishing good relationships is a key to success.

Execution Excellence and Priority Setting – Able to choose most important

work and make it happen flawlessly. Able to handle multiple projects at the same time.

Negotiations – Able to bring strong negotiation skills to high level pricing and

range discussions.

 Education –    Business, engineering degree or equivalent desirable

 Work Experience – At least 5 Years of sales experience.

 Language Skills –   Fluency in English and language(s) used in area of     responsibility (Spanish & Portuguese) is essential.

Additional future tasks regarding subsidiary

(Supplemental to primary Client employment role. Will be implemented starting 6-12 months after start-up of position and depending on progress)

Reporting Relationships:

Ÿ Reporting to assigned BU or functional superior for primary role

Ÿ Coordination with BU or functional leaders at subsidiary as required

Ÿ Delegation of administrative duties as required

 Job scope:

Ÿ Responsible for the effective and efficient operation of the subsidiary at the country level.

 Deliverables:

Ÿ Resolution of local subsidiary issues at the local subsidiary level

Ÿ Coordination of annual subsidiary budgeting based on input from Business Unit 

  and support function leaders

Ÿ Representation of legal entity as required or requested

Ÿ Coordination of country-specific activities such as marketing

exhibitions