JOB DESCRIPTION
Commercial lead for a program or project reporting to the Director of a customer group. Responsible for sales profitability and commercial negotiations for Adient. We're looking for a Hands-on, passionate individual who takes personal responsibility for their performance and business results. Demonstrates strong sense of urgency about solving problems and identifying opportunities.
The successful candidate will excel at the following responsibilities:
- Identify, target, and acquire new business opportunities that support growth and profitability commitments;
- Drive competitiveness and financial improvement with challenges to cost data provided (design, material, capital, tooling, and start-up);
- Ensure that all quote responses have robust Terms & Conditions that adequately protect Adient and provide for revenue generation during program development;
- Achieve Business Plan Approvals to meet customer and program timing imperatives (Target Business Plan, Quote Business Plan, Go Business Plan);
- Negotiate with customer for pricing and recovery (contract review, service pricing, tooling) that provide favorable impact on program financial metrics;
- Complete customer breakdown forms and commercial documentation to support program timing and financial commitments;
- Manage a Commercial Issues List and close commercial issues within the committed timing;
- Share knowledge with colleagues to foster teamwork and improve overall group performance;
- Develop strong customer and peer relationships that deliver value to the company and provide for increased confidence/desire to work with Adient.
- Initiates, develops, and grows customer relationships with Purchasing, Engineering, and Program Execution personnel, paving the way for optimal and efficient commercial negotiations.
- Works with cross-functional Program SDT (Engineering, Finance, Program Management, Cost Estimating) to investigate and to acquire fair commercial recovery for engineering changes (piece price, ER&D, tooling, etc....).
- Participate in internal CI (cost improvement) SDT (simultaneous development team) to investigate, to resolve, to develop commercial recovery strategies, and to negotiate a fair and reasonable split of cost reduction savings between Adient and the customer.
- Works with Adient Operations Team to investigate, resolve and develop commercial recovery strategies, needed to negotiate a fair and reasonable commercial recovery (obsolescence, mix changes, increased demand over CPV, scrap etc..) on behalf of Adient.
- Develops and maintains an updated and accurate "bump chart" showing program part numbers and prices, including the various inputs that affect pricing (engineering changes, LTA, indexing, givebacks, etc..) and the "walk" to the current price.
- Develops and maintains an updated and accurate "open commercial issues list" that can be shared, sorted, presented for the appropriate audience (internal or external).
- Responsible to understand and to fill out appropriate customer documents required to submit commercial claims.
- Responsible to ensure Purchase Orders are updated in a timely and accurate manner, upon resolution of commercial negotiation with the customer.
- Possesses strong commercial, technical and business acumen to drive well-informed program decisions in a timely manner, even when data is limited.
The successful candidate will have the following skills:
- Ability to build / strengthen relationships with customers and suppliers
- Ability to coordinate a team and provide commercial direction;
- Ability to communicate well in both verbal and non-verbal forms;
- Ability to understand and effectively communicate the benefits, key messages, and technical specifications of the Adient product portfolio;
- Ability to make bottom line impacts (i.e. material cost, price increases, logistics, etc.)
- Ability to foster and maintain relationships within the automotive community that will provide benefit to the Adient organization;
Job Qualifications:
- Four-year college degree in Business, Finance or Engineering.
- MBA candidates will be preferred.
- 7-10 years' experience in Account or Commercial Management (Costing, Finance, Sales, Program Management).
- Proven excellence in products, customer relationship and financial skills.
- Cross-product knowledge (Trim, Foam, Metals, Plastics, JIT) is desirable.
- Automotive/OEM Sales experience is preferred.
PRIMARY LOCATION
Central Tech Unit Plymouth MI
Adient is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. If you are an individual with a disability and you need an accommodation during the application process please email talent-acquisition@adient.com.