Customer Business Unit Leader, Commercial Vehicles

Customer Business Unit Leader – Commercial Vehicles

Enabling a software-defined, electrified future.

Visteon is a technology company that develops and builds innovative digital cockpit and electrification products at the leading-edge of the mobility revolution. Founded in 2000, Visteon brings decades of automotive intelligence combined with Silicon Valley speed to apply global insights that help transform the manufacturing-defined vehicle of the future for many of the world’s largest OEMs. The company employs 10,000 employees in 18 countries around the globe. To know more about us click here .

Mission of the Role

A hands-on leadership role that is responsible for developing effective end-to-end customer relationships in the commercial vehicle segment, specifically heavy trucks. Champions the customer within Visteon. Oversees new business wins, joint development opportunities, recoveries, and problem resolution in order to deliver profitable growth and customer satisfaction. Good critical thinker that selects opportunities that offer both Visteon and the customer the greatest opportunity for success. The role requires an entrepreneurial approach, bringing new ideas and operational practices.

Impact:

• Achievement of in-year sales and profitability objectives
• Productive account management that leads to additional business opportunities
• Alignment and development of effective internal cross-functional leadership (product management, operations, engineering, quality, purchasing, and program management) to meet customer objectives

Key Objectives of this Role:

• Act as the overall business owner for the commercial vehicle segment.
• Lead and own the customer, including the business equation, price and commercial negotiation, financial targets, account management, new-business wins, and strategic planning.
• Develop relationships and provide leadership to all functions (program management, engineering, quality, finance, purchasing, operations & supply chain) to ensure flawless delivery of new and existing programs and drive the business equation.
• Work closely with customers to build strong and lasting strategic partnerships.
• Create new sales growth opportunities through understanding the specific needs of the heavy truck segment and the customer’s program business cycle planning, technology needs, market research, intelligence, and competitive market.
• Own the development of the 5-year strategic and annual commercial business plan for the segment.
• Develop & manage senior relationships at the customer. Ensure strong engagement at all levels between Visteon leadership and the customer.
• Act as a commercial vehicle/heavy truck segment expert both internally and externally, providing the company with insight into customer & industry trends and market opportunities.
• Develop and lead a strong team. Identify and address areas of weakness. Attract new talent, both internally & externally.

Key Performance Indicators:

• Annual NBW target and 5-year growth plan
• Business equation including revenue, material margin, 4-wall EBITDA & net pricing
• Customer quality & delivery ratings and scorecard
• Achievement of key program milestones
• Annual CBG/CBU SG&A budget

Key Year One Deliverables:

Setting Strategy

• Create and articulate an inspiring vision for the organization to grow in the commercial vehicle segment
• Staying aware of the latest trends and developments within the commercial vehicle industry
• Seek and analyze data from a variety of sources to support decisions and to align others with the organization’s overall strategy.
• Develop new, innovative ideas that will stretch the organization and push the boundaries within the industry.
• Create diversified growth between our different product lines
• Establish Visteon as the right technology partner for the customer

Executing for Results

• Set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
• Seek data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.
• Own the material margin and drive current fiscal year (and midterm) CBU profitability.
• Achieve a strategic growth exceeding the customer GOM with strong financial results.
• Drive manufacturing plants to be classified as green by the customer for quality & delivery.

Leading Teams

• Attract and recruit top talent (internally & externally), motivate the team, delegate effectively, celebrate diversity within the team, and manage performance.
• Persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards, which commands respect from others.
• A leader who is self-reflective and aware of his/her own limitations; leads by example and drives the organization’s performance with a growth mindset, by being open to feedback and self-improvement.
• Cross-functional leadership: internally, he is the “conductor” of the cross-functional activities for his CBU: Engineering/Quality/program management/operations/purchasing/finance.
• Celebrate and support the success of the team – Highlight others.
• Inspire trust through compelling influence, powerful charisma, passion in their beliefs, and active drive.
• Create a sense of purpose/meaning for the team beyond their own personality and engage others to the greater purpose for the organization as a whole.

Relationships and Influence

• Connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.
• Customer networking; developing a high-level network at the OEM.
• Strong listener and deliver articulated, credible, and impactful communication externally and internally.
• Drives excellence with a positive and team mindset.
• Achieve a fair and balanced relationship with the customer across functions.

Qualification, Experience and Skills:

• Bachelor’s degree in Engineering, Computer Science, Business or related field.
• Significant experience of the commercial vehicle segment, including specifically heavy trucks.
• Extensive experience in Sales, Business Development, Product Management or related experience.
• Motivated, analytical, persuasive and possess a strong business acumen.
• Passionate about technology innovation and business with interests and experience creating and positioning new products and services.
• Strategic leader with excellent communication skills able to navigate high-level complex business opportunities and the ability to build strong and collaborative relationships to engage customer’s technical, commercial and executives’ teams.
• Inspiring, creative and engaging, able to build an innovative culture to anticipate change, proactively considers the customer’s perspective, seeks out new ideas, applications, products, and solutions.
• Analytical thinker able to focus on the key drivers of a decision and think through the downstream consequences of various options. Considers implications, financial impact, strategic alignment and influence to customer’s strategy when making decisions.
• Results-oriented, builds commitments and enthusiasm to meet deadlines and achieve goals.
• Drives a culture of exceptional performance, accountability, and ethical behavior to ensure that strategic focus areas are executed and deliver significant results for Visteon.
• Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
• A leader who is viewed by others as having a high degree of integrity and forethought in their approach to making decisions; the ability to act in a transparent and consistent manner while always taking into account what is best for the organization.

Key Leadership Behaviors:

• Lead from the front
• Build Strong Teams
• Inspire Change
• Lead the market
• Critical thinker

Reporting Structure: Reports to the Vice President European Customer Group.

Visteon Culture: If you thrive in a fast-paced, organizational culture that requires agility, adaptability, and a growth mindset from its employees to thrive and stay ahead of the curve Visteon is the place. We value high performance and a drive for results. Innovation, risk-taking, and continuous learning help us keep up with the ever-changing landscape of our industry and be market leaders. At Visteon you can be more.

Preferred: 6+ years

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