Bridgestone
Zaventem, Belgium
JOB PURPOSE
The position is part of the HQ EU Bridgestone’s Consumer department and reports to the Head of Motor Cycle. This commercial role comes with a direct impact on the strategy and the development of the OEM channel.
It represents a unique opportunity for a strategic but hands-on business development manager who wishes to be in the driver seat to develop the commercial strategy for the European OEM-motorcycle market.
Some of the major benefits are:
- Specific market with growth potential: the MC-segment’s dynamic is quite different from the traditional tires (tendencies, consumer behavior/involvement/total impact of cost tires on total purchasing/ manufacturing cost). The MC market has been recognized by top management for growth potential;
- Entrepreneurship: great opportunity to boost an unexploited sales channel and to develop a commercial strategy that is more customer and consumer focus;
- The time is right: The Bridgestone’s decentralization policy to Europe has opened the gates to much more autonomy, and has put the EU HQ in the driver seat to develop a growth strategy for this division.
Key challenges:
- Making the Bridgestone MC’s commercial strategy much more customer and consumer centric;
- Putting the MC segment back on track through the Strategic OEM’s (BMW, Ducati, KTM…) thanks to a strong strategic Account Management;
- Assure all commercial relations with European Motorcycle Manufacturers at the highest levels and defend the interests of Bridgestone;
- Ensure Bridgestone MC growth thanks to new prospects acquisition within OEM that have not been totally exploited before;
- Support Global OE biz for those key accounts in Global Bridgestone Consumer biz organization.
JOB DESCRIPTION
Account Management - OE biz
- Determine sales strategy for OE biz with pertinent accounts;
- Obtain crucial information for new RFQs and best handling;
- Determine and apply sales tactics for new RFQs as per BSEU biz strategy and in line with BS Corp. global MC Strategy. Actual negotiations with pertinent OEMs;
- Determine and apply sales tactics for annual negotiations. Actual negotiations with OEMs;
- Negotiate, apply follow up and if necessary improve RMI conditions and application.
Account Management - Tyres sales operations
- Follow-up daily progress of tyres sales;
- Monitor the achievement of the foreseen sales budget volumes;
- In case of significant deviation, take countermeasures in line with Management guidelines;
- Review customer Forecast and prepare corresponding internal logistics Forecast;
- Watch for product availability.
Account Management - Customer Relations
- Build, keep and improve the relationship with the pertinent OEMs;
- Make contacts at various levels of Purchasing, Engineering, Marketing, Press dept and other relevant depts in the OEM;
- Obtain crucial information for BS biz direction setting and future technology development (OEM trends and strategy).
Account Management - Global coordination and REP support
- Promote interaction with all other Internal departments : BSJ MC direction, BSEU MC direction, BSEU Consumer BU with frequent and fruitful contacts, improving hence our Golden Cycle;
- As a BSEU is leader for global OE biz activities for those accounts, coordinate global activities with other Bridgestone SBUs.
Budgeting and Reporting
PROFILE
- Higher education degree (4-5 years) in Business administration & economics or Engineering or sales & marketing;
- Min. 5 – 10 years of experience in a similar position in OE sales, Marketing, Technical Liaison or other functions requiring regular external contacts (purchasing, project management,…);
- Strong commercial Business Development background and good experience in strategic account management;
- Experience in an international matrix organization;
- Experience in stakeholder management : able to interact in non-hierarchical relationships;
- Expertise in developing a commercial strategy that integrates consumer, customer & approach through different channels;
- Technical knowledge within automotive, preferably Motorcycle;
- Motorcycle market knowledge.
Key competencies
- Strong negotiation and influencing skills;
- Highly developed communication & relationship competencies in all aspects (presentation, influencing, and commercial, networking…);
- Strong analytical, organizational and planning skills;
- Project management skills;
- Able to manage discussions and negotiations with Japanese HQ, can balance convincing with influencing approach.
Other
- Excellent English (additional international language is appreciated: Italian, German…);
- Self-starter.