Head of CST - China South Region

The Head of CST - China South Region is responsible for leading a team of CSTs, driving customer-centric strategies across multiple accounts or regions. This role ensures the execution of customer strategies in alignment with business areas, fosters growth opportunities, and maintains high standards of customer engagement. The position acts as the main business driver, orchestrating cross-functional collaboration and leveraging team strengths for optimal results. Additionally, the Head of CST - China South Region is co-accountable together with BA, for all commercial aspects related to these customers—including pricing, contract management, negotiation, profitability, and  fully accountable of all “company to company” matters such as agreements, terms, and risk management—ensuring the commercial relationship is managed to the highest standard.

1. Account Strategy
- Ownership for steering, approving, aligning, and driving the implementation of customer strategies across the CST group.
- Aligns group strategy with business areas and initiates cross-business synergy, including innovation management.
- Approves definitions of customer strategies provided by CSTs.
- Drives identification of new business opportunities and innovation.
- Coordinates marketing, communication, and events action plans.

2. Acquisition of Business & Commercial Management
- Challenges, guides, and supports CSTs in acquisition requirements across business areas.
- Approves customer engagement and escalation management processes.
- Leads negotiations and agreements with customers, ensuring sustainability and commercial improvement.
- Manages risk mitigation and contract harmonization.
- Responsible for all commercial aspects of customer relationships, including:
Pricing and margin optimization
Contract management and administration
Negotiation of terms and conditions
Oversight of agreements and amendments
Commercial dispute resolution
- Compliance with company policies and legal requirements
- Management of “company to company” matters (e.g., partnership models, joint ventures, strategic alliances)

3. Customer Relationship Management
- Sets internal guidelines for customer engagement and process improvements.
- Approves CRM rules, escalation/de-escalation management, and complaint handling.
- Develops storylines for top management meetings and customer events.
- Maintains and improves customer relationships, providing clear feedback and satisfaction insights.

4. Goal Alignment & Communication
- Orchestrates goal alignment and ensures consistent internal/external communication.
- Defines and tracks goals and objectives for the CST group.
- Organizes regular sales meetings and status updates.
- Establishes and manages the “Customer Sales Community” for knowledge sharing.

5. Sales Planning & Opportunity Management
- Approves and maintains best-in-class sales planning and opportunity management practices.
- Oversees opportunity inputs, roadmap management, and training for the CST group.
- Responsible for LVPF (Light Vehicle Production Volume) planning, ensuring accurate forecasting and alignment with business objectives.

6. Administration
- Responsible for cost center and budget planning for the CST group.
- Defines and reviews KPIs, ensures compliance, and manages HR tools.

7. Team Leadership
- Guides, monitors, and develops the CST team.
- Ensures environmental, safety, and health compliance.
- Fosters a culture of collaboration, innovation, and continuous improvement.
- Manages team member performance, including decisions related to promotion, development, and termination, ensuring alignment with company policies and organizational goals.