Continental Sales Manager in Gurgaon, India
Executes all tasks/activities related to Order Intake, Acquisition, Quote Process and manage the Acquisition Process
a) Execute Order Intake within own working area
b) Prepare and / or execute acquisition process related to:
All tasks of the value chain starting from technical and commercial frontloading in the pre-acquisition process until completion of the quotation process according to Quality Certification (IATF 16949 / TS 16949)
Commercial activities during the project / product development (e.g. Cost and Price Tracking, Change Request etc.)
Collect data for anticipated Price Reduction and Discount (aPRD)
Prepare Active Claim Management: For non-critical work packages, or non-strategic transactions
a) Active Claim Management in own area of responsibility (e.g. tooling invoicing, R&D invoicing, prototyping volume shortfall, etc.)
b) Prepare relevant customer data
c) Prepare Claim negotiations
Collect BU data for preparation of the relevant customer strategy and High level technical requirements
Explanation: Collect data e.g.:
Collect information about markets and competitors
Explanation: Collect information on e.g.:
Market trends and prices
Maintain business partner relationship on comparable level
a) Apply customer relationship management (CRM) rules
b) Develop and maintain a customer interface matrix
c) Establish and maintain customer network on comparable level
d) Facilitates communication between internal and external business partners
- Be "the voice of the Customer" and represent Continental in front of the customer
Verify and execute the internal acquisition process from an administration point of view
Explanation: Focus on:
a) Quality Certification (IATF 16949 / TS 16949) standards, rules
b) Verify all sales conditions (e.g. price, warranty, payment terms, etc)
c) Data entry of purchase orders, SAP, LEO etc.
d) Planning data (Budget, Volume, Sales etc.)
e) PCIS related processes
f) Ensure for data and acquisition
Handling of Customer related external and internal reporting tools
Explanation: Inputting data into reporting tools:
a) AR (account receivables)
b) Planning data (e.g. APA, SPOT, CDP,QRDB, VRM ect)
c) Sales planning and management reporting
d) Customer specific B2B portals
Candidate with 8-15 years of experience having Qualification B.Tech/ MBA with technical background.
Business Skills: Sales Project Management:
Basic Knowledge of appropriate project management tools and work methods.
Business Skills: Relationship Management:
''-Knows how to build up relationship with key contacts relevant for own function and depending on organizational level internal and external.
'- Demonstrates upright and consistent behavior.
'- Solves issues on day to day working level (reacts).
Business Skills: Market Intelligence:
- Shows good understanding of relevant markets including competitors, and commercial conditions in the own area of responsibility.
Business Sklill: Negotiation:
Shows good understanding of relevant commercial topics and internal sales purchasing and negotiation sales processes.
Knows basic negotiation styles - Identifies and appreciates diverse goals and objectives of customers.
Interpersonal Skills: Communication:
' - Is able to communicate verbal and written effectively, and with all contacts relevant in his/her area of responsibility to achieve the desired results.
- Basic knowledge on communication techniques, such as "active listening", "constructive feedback", and "body language" to seek understanding.
Interpersonal Skills: Presentation Skills:
' - Conveys ordinary information in an understandable, convincing and enthusiastic manner.
- Confidently presents to small audiences.
Sales Leadership: Reliability:
Description is an examples of a mix of competencies, skills and behavior, and performance. Resulting in the following characteristics: '
'Is able to:
Complete basic tasks on time to meet both internal and external deadlines.
Work with project and quote teams to deliver.
Be a dependable contact partner within the area of own responsibility both internally and externally.
Escalate appropriately to ensure that required deadlines are met, ensuring proper business protocol within the area of own responsibility both internally and externally.
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