Head Auto Plastic - OEM Sales(BMC Job 284)

Head OEM Sales & Marketing (Auto Plastics)

Location: Bandra, Mumbai
Industry: Automotive Plastics
Reporting To: Director
Travel: Extensive travel required

Role Overview

The AGM/DGM – Sales & Marketing will drive business development and revenue growth in the auto plastics segment, focusing on OEMs (Maruti, Mahindra, Tata, Honda, Hyundai) and Tier-1 customers. The candidate will manage collections, oversee pricing negotiations, and ensure alignment with plant operations for new product development.

Key Responsibilities

1. Revenue Achievement: Meet or exceed sales targets for automotive plastic components.
2. Collection Management: Ensure 95% collections adherence, covering debtors, tooling, and supplier payments.
3. Business Expansion: Secure new customers and OEMs in the PV sector, focusing on automotive plastics.
4. Customer Retention: Protect and grow the share of business with key accounts, providing monthly updates.
5. Market Trends Analysis: Analyze and act on trends related to automotive plastic technologies and pricing.
6. Price Adjustments: Negotiate RM cost adjustments based on customer agreements, summarizing quarterly.
7. New Product Development: Collaborate with plant teams to align product development with market needs.
8. MIS Reporting: Provide accurate, timely monthly sales and performance reports.
9. RFQ Success: Increase RFQ hit rate to 25%, focusing on automotive plastics.

Key Result Areas (KRAs)
KRA    Description
Revenue Growth    Achieve or exceed revenue targets for automotive plastics annually.
Collection Efficiency    Ensure >95% payment collections as per agreed terms.
Business Expansion    Acquire new OEM and Tier-1 customers in the PV sector.
RFQ Conversion Rate    Increase the RFQ hit rate to 25%.
Product Development Support    Seamlessly integrate customer needs into product development.
Price Adjustments    Timely RM price settlements and quarterly summaries.
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Key Performance Indicators (KPIs)
KPI    Target/Measure
Revenue Target Achievement    Percentage of annual revenue target met (>100%).
Collection Rate    Percentage of collections made as per terms (>95%).
New Customer Acquisition    Number of new OEMs/Tier-1 customers onboarded annually.
RFQ Hit Rate    Percentage of RFQs converted into business (>25%).
Share of Business    Retain and grow share of business with top customers.
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