Acquisition part: Responsible for acquisitions within the cross functional customer team
- Define of the acquisition strategy for specific OEM sourcing
- Lead the cross functional acquisition team
- Lead acquisition specific pre-selling activities aligned with customer team, GCT/RCT and CCE in particular
- Select, define & apply acquisition tools (battle plan e.g., job stopper, war gaming, specific acquisition man mapping), aligned with Stakeholders
- Identify acquisition specific customer trends and requirements, market activities and competitor information in collaboration with EO
- Initiate Sales Price analysis for respective product/component
- Ensure release of SE1/2/3/4 (incl. bottom-line)
- Define, align and implement pricing strategy
- Check quotation specific terms and conditions (e.g., customizing sales business frames)
- Manage acquisition negotiations and closure within released "bottom line" (product price, application costs, tooling, logistics, samples etc.)
- Prepare and release customer quotation letter, compliant with Sales Business Frames standards
- Assure involvement and prepare proper project handover with Customer Project Manager and Commercial Manager, incl. necessary documentation
- Prepare lessons learned after each acquisition, incl. won/lost analysis
- Enter generic customer requirements into CRS Tool and ensure completion of requirements evaluation
- Ensure and provide best practice exchange with other accounts
Commercial part: Responsible for the commercial aspects of a product/component within the cross functional
customer team
- Evaluate business cases, clarifies Sales business frame with BU
- Negotiate EWAK, Logistic, Packaging with customer
- Negotiate customer and tier-x contracts (e.g., terms and conditions, RMI impact, prices)
- Monitor/track negotiation of project specific EOS, DOP, EDOP
- Price management: Globally prepare or lead PCR negotiation considering volume effects, ECM-/RPP-measures and RMI impact analysis, management of contract updates based on additional customer requirements
- Customer Price Checking for 4-eye-principle (into Global Price Master: Pricing Workflow): Responsible in ramp up/ series phase
- ECM-/ RPP-implementation: Responsible for implementation of ECM-/RPP-measures for the global account with support of customer team and BU/PRM-C. Proposes & defines change bundles of multiple products within global team based on change roadmap under consideration of customer change windows and account profitability.
- Preparation of customer quote letter according to customer-template (legal entity) in ramp-up/series phase, including dual signature policy / co-signing, coordination of Tech reviews.
- Confirmation of purchase order according to customer-specific standards or project specific contracts.
- Responsible for Sample planning and Sample price management, aligned with PjM and SCP
- ISAC reporting: Responsible for regular AcT-tracking and -reporting including ISAC data update, prepares Acquisition review
- Business planning: Responsible for VPZ planning (incl. ECM-/RPP-measures), Price planning, Special revenue planning and Risk planning (Quick savings)
- PLCM: Assures on time (by end of series) cancellation of part numbers, quality of PLC-data and handover to After Market
- Support EO/SCC on GB-specific account receivable issues
- Key user Customer IT Portal, aligned with SCP
- Data management in customer IT Portal, e.g. Covisint c-time, e-docs, TTS, WBV, aligned with SCP