Director - Customer Management - Automotive/Aerospace

Job Description - Director, Customer Management | TS India

- The Customer Management Director of TS India is expected to be a seasoned Leader with excellent Sales, Commercial and Program Management skills. The position will be reporting directly to Managing Director & General Manager of TS India.

- The position is responsible for leading the Customer Account Management & Program Management teams (both Light & Commercial vehicles),driving growth of TS India business through Business wins, Flawless launches, driving exceptional commercial excellence and Customer relationship management.

- The current portfolio is ~ 47 Mn and is set to grow to $ 125 to $130M in next 5 years. The position is responsible to drive growth & profitability of TS India business, with the vision of being the leading turbo supplier across all verticals & offerings (Turbo, Electric. Connected vehicles).

Responsible for Customer Strategy and Profit & Loss (P&L) :

- P&L responsibility of business enterprise operating in a matrix organization comprised of cross-functional managers: program manager, sales, application engineers, NPI, quality, customer desk, industrialization, finance.

- Responsible for strategy development of TS IndiaCustomer accounts, daily management of launches, risk and cost management as well as new business development at existing and unserved customers.

- Drive excellence in customer service (quality, delivery, value, pricing strategy) and product development for the relevant technologies.

- Interface accordingly with each functional leaders to ensure a smooth deployment of customer and company goals throughout the matrix organisation, set team objectives and conduct performance reviews jointly with functional leaders.

- Communicate precisely and objectively with functional leaders and other business teams to ensure standardize processes and best practices sharing.

- Implement agreed business metrics to a multi-discipline team and ensure proper execution : revenues, material margin, operating marging, customer quality PPM, new business wins, % past dues, forecast accuracy metrics, pricing target, homologation target, customer terms and conditions.

- Manage a business enterprise in a matrix organization comprised of cross-functional managers: program manager, sales, application engineers, NPI, quality, customer desk, industrialization.

- Meet aggressive financial targets and manage P&L of the customer accounts.

- Drive customer satisfaction: quality, delivery, technology deployment, pricing strategy.

- Set out 3-5 years Strategy, gain management agreement, and set team objectives accordingly.

- Responsible for AOP, STRAP, MRR

Cross Functional & Team Management :

- Collaboration & Partnership with cross-functional leaders | Marketing, Engineering (Application & Product), Supply base and Operations

- Prepare AOP according to planned projects including specific capital expenditure.

- Manage each project from concept to launch following the New Product Introduction Process within time, cost, and budget targets. Organize prompt resolution of field problems and warranty issues.

- Provide strong leadership and vision for future business development.

- Drive the application of Six Sigma, DFSS and Customer Excellence to their full potential.

- Maintain close relationship with other team managers to ensure the evolution of the Customer Team concept follows a global approach.

- Develop and attract talents and remove barriers to performance by implementing robust management processes, tools and resources.

Key Deliverables

- Business Wins at target MM, SOD Growth, MM improvement, Net Pricing,VE/HLRR, Flawless launches, Past dues, Demand forecasting, NPS, Talent Development, Solid Succession plan

Knowledge & Skills :

- Degree in Engineering

- Minimum 14 years- experience in cross-functional team management in the automotive and/or aerospace industry

- Strong functional background in Sales, Marketing & Program Management

- Successful track record in customer negotiations and strategy development

- Fluent in English

Other Requirements :

- Growth and customer focus

- Passion for the automotive industry and technology

- Leadership Impact and global mind-set

- General management skills and integrative thinker

- Ability to deliver results in a complex environment managing conflicting goals

- Effective communicator

- Flawless product launches on time and within budget