Main responsibilities
1.CONSUMER SALES – weight 40%
Deliver assigned KPI making sure that strategy is implemented with coherence. Has to make sure that all marketing tools are implemented in the designated area of management.
2.COMMERCIAL SALES – weight 30%
Deliver assigned KPI for all products groups by implementing with coherence and consistency respective strategies for each product group. Has to make sure that all marketing tools are implemented in the designated area of management.
3.CHANNEL DEVELOPMENT – weight 10%
Implement Bridgestone channel strategy by focusing on profitable channel/customer, actively contributing to BS Partner network development and other loyalty programs, added value sales development of customer base in the area of responsibility.
4.FLEET APPROACH – weight 10%
Implement Solution Business activities by managing direct and indirect fleets in line with Bridgestone strategy, TCO, Value Selling and using efficiently specific tools supplied by Bridgestone, Fleet Bridge ToB, TPMS.
5.CREDIT MANAGEMENT – weight 5%
Implement and follow credit management policy in a proactive way for all customers in area of responsibility.
6.SALES APPROACH EFFECTIVENESS – weight 5%
Proactive use of tools provided by Bridgestone, with focus on Digital Tools, weekly scheduling and reporting, weekly sales forecast for all products .Fleet and dealer database constant update.
Required capabilities
- University degree in Technical or Economics as preference
- Negotiation skills
- Proven prior experience in Fleet business
- Tire Market Knowledge
- Channel Intelligence
- Product & Technical knowledge
- Analytical skills
- Sales Capabilities:
- Accountability - Understands objectives, priorities, and critical performance measures required to meet market, team, and firm goals. Instills and understanding of critical performance measures among all individuals within the sales team managed. Manages subordinates’ performance to achieve expected results. Proactively seeks out information required to stays abreast of performance results, and holds subordinates accountable for doing so as well. Keeps upper management informed of progress, issues, and potential problems. Actively seeks out feedback on performance, and identifies and addresses areas of weakness that may affect performance. Takes full responsibility for results, while holding others accountable as appropriate.
- Build trust - Strives to understand others’ issues and needs and communicates shared interests with others. Makes and meets commitments, following through when expected. Earns the respect and admiration of others. Establishes durable, professional relationships easily. Shares thoughts, feelings, and rationale so that others understand personal positions. Resolves conflicts and disputes with others in a responsible and constructive manner. Engenders subordinates’ confidence that direction provided to them is appropriately motivated. Avoids being overly political.
- Customer focus - Always acts with customers in mind. Dedicated to meeting the customers’ expectations and requirements; acquires first-hand customer information and uses it for improvements in products and services; gains customer trust and respect by establishing and maintaining effective relationships; cultivates a customer focused attitude among colleagues.
- Deliver results - Can be counted on to achieve goals; is consistently a top performer. Results oriented; steadfastly pushes self and motivates others for results. Never satisfied with performance that falls below expectations; demonstrates the ability to adapt behavior to overcome obstacles needed to achieve expected results.
- Digital savvy - Ability to use digital tools to enhance the performance on the job. Engage Customers in understanding and leveraging the value of BS digital offerings.
- Initiatives - Demonstrates initiative by looking for, and suggesting, solutions to problems without prodding. A self-starter continually looking for ways to improve his/her effectiveness in the territory. Proactively involves management and co-workers in order to address issues in a timely fashion. Ability to work with minimum supervision and take independent action.
- Profit Management - Ensures assigned sales team(s) makes decisions beneficial to both the company and to customers while optimizing company profit. Assists subordinates in balancing the sometimes opposing objectives of volume and profitability attainment. Understands company profitability expectations and conveys them appropriately in internal company and external customer interactions. Invests company and customer resources wisely, with an eye toward maximum return on investment.
- Sales driven - Consistently focused on developing customer-related opportunities to improve company sales and profits. Demonstrates creativity in building new business and expanding existing customer relationships. Approaches every business encounter with a sales orientation.
- IT literacy + level:
- Office package: working level
- Excel: good level
- Capability to handle different DB, System & Software
- Digital competencies: working level
- Languages + level
- Romanian: native
- English: fluent
Experience
- Min 10 years in Senior Sales or Technical Field roles from the Automotive, Technical Service Sales, Spare Parts or Solutions industries.
- Experience in structured or multinational organization and matrix environment.
- Know of B2B or B2C environment, solutions and service mindset.
Additional information
- Travel percentage: 90% - Home office activity (Smart Working): 10%
- Permanent address: Romania
- Company work location: Bucharest, Romania – selected candidate is required to reach the office to attend occasional department meetings, trainings or other company request (medical check, events, ecc…)