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Commercial Excellence Manager


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Job Details

Location: Galesburg, Kalamazoo County, Michigan, USA Marshall, Calhoun County, Michigan, USA Southfield, Oakland County, Michigan, USA Posted: Feb 12, 2023

Job Description

Eaton's Vehicle Group North America is currently seeking a Commercial Excellence Manager to join our team. This position can be based at our Galesburg, MI, Southfield, MI, or Marshall, MI campuses. This role offers a flexible hybrid working schedule.

Position Overview:

Sales functional excellence for the regional North America Light Vehicle & Engines and eMobility sales organizations including development, ownership, and continuous improvement of Sales Operations Processes including: Opportunity pipeline development, Profit Plan Revenue process, Strategic 5year Plan Revenue Process, contract and PO review and approval (assurance of proper pricing and terms utilization), record retention and best practice templates, Customer Relationship Review (CRR) aggregation, Customer Relationship Management (CRM C360) usage, adherence to Industrial Sector and Vehicle Group quote approval requirements (SPC process), and associated functional processes to improve growth and profit.

In this function you will:

  • Support of the sales department in key functional initiatives and activities such as periodic metrics reporting (WINs, Pipelin, pricing, Monthly Ops, etc.), reviews, events, and meetings. From time to time, may support account managers with specific account activities such as new business pursuits, develop pipeline opportunities, and pricing strategy.
  • Development of standards and knowledge management for core sales activities including SPC development and other core sales processes to create seamless transitions as employees move in and out of the sales organization. This position is the key interface for the regional sales team on Vehicle Group, Industrial Sector, and corporate commercial and related front-end initiatives with support from other sales department employees as necessary.
  • Supervise the North America Light Vehicle & Engines regional Sales coordinators including Pune resources to ensure standard practices and processes are followed consistently and with proper workload balance, cross training, succession planning in place and appropriate customer interaction as needed. Processes and procedures include purchase order entry and management, comprehensive service parts and prototype management, customer support systems and procedures and Oracle data input and maintenance.
  • Supervise the North America Light Vehicle & Engines Sales Pricing analyst to identify pricing opportunities, through life cycle and volume analytics.
  • Create and implement standardization of pricing data and activities, leading pricing strategy processes to align with customer expectations and aligning with finance to optimize pricing processes through identifying opportunities for improvement
  • Provide the account teams with appropriate tools to improve customer response time and minimizing account managers, sales managers & directors back-office workload. Develop processes that ensure alignment between Sales and other functions such as Product Line Managers, finance, engineering, materials, operations, SIOP and program management
  • Lead periodic reviews of key strategic initiatives, and key pursuits with participation of Region Leadership and Product lines ensuring alignment between functions, identifying critical actions and tracking status of key deliverables
  • Lead Profit Plan and Strat Plan sales reviews, analyzing and presenting data and identifying actions for the sales team and Product Lines.

When we embrace the different ideas, perspectives and backgrounds that make each of us unique, we — as individuals and as a company — are stronger.


Required (Basic) Qualifications:

  • Bachelor’s Degree from an accredited institution is required
  • Minimum of five (5) years of experience working within the automotive industry or similar industrial industry in a B2B Sales, Engineering, or Finance capacity
  • Strong understanding of Financial/Analytical skillsets such as cost estimating, pricing, NPV, and IRR
  • No relocation assistance is being offered for this position. Only candidates located within 50 miles of Galesburg, MI, Southfield, MI, or Marshall, MI will be considered. Active-Duty military are exempt from this geographical limitation

Preferred Qualifications:

  • Bachelor’s Degree from an accredited institution in Business, Finance, or Engineering
  • Minimum of five (5) years of experience with automotive business-to-business commercial sales and a deep understanding of value-based selling and pricing
  • Experience working directly with large global OEM customers
  • Strong understanding of the OEM Purchasing organization and negotiation tactics
  • Strong business acumen with an understanding of key financial metrics such as standard costs, manufacturing profit, bill of materials, and income statements

Position Success Criteria:

  • Demonstrated ability to achieve results in a matrix environment
  • Ability to think and act strategically while supervising a diverse team
  • Ability to identify, track, and report on key metrics and identify activities to improve results
  • Excellent interpersonal communication and planning skills
  • Demonstrated ability to achieve results in a matrix environment
  • Broad business acumen, ability to develop and manage execution-based plans
  • Demonstrated ability to deal with large amounts of data, manage as needed and consolidate and report critical summaries of the data.
  • Demonstrated ability to identify, lead and develop talent along with demonstrated managerial courage
  • Evidence of leadership skills with the ability to develop strong relationships, align with regional business goals, think strategically, adapt to change, and develop strategies are critical to this role.

Eaton considers qualified applicants regardless of criminal histories, consistent with local laws. To request a disability-related reasonable accommodation to assist you in your job search, application or interview process, please call 412-893-3600 or send an email to: [email protected]

Eaton is an intelligent power management company dedicated to improving the quality of life and protecting the environment for people everywhere. We are guided by our commitment to do business right, to operate sustainably and to help our customers manage power ─ today and well into the future. By capitalizing on the global growth trends of electrification and digitalization, we’re accelerating the planet’s transition to renewable energy, helping to solve the world’s most urgent power management challenges, and doing what’s best for our stakeholders and all of society. Founded in 1911, Eaton has been listed on the NYSE for nearly a century. We reported revenues of $19.6 billion in 2021 and serve customers in more than 170 countries.

Our culture is built on a strong commitment to practicing our core values and supporting our employees with the tools they need to succeed. We have demonstrated our passion for sustainability with the announcement of cutting carbon emissions from the company’s operations by at least 50 percent by 2030.

Eaton is committed to having a workforce that is diverse and non-discriminatory at all levels, reflecting the diversity of our customers and the varied environments in which we conduct business around the world. Our success depends on our ability to attract and retain the very best people unlimited by race, color, social or economic status, religion, national origin, marital status, age, disability, veteran status, sexual orientation, gender identity or any protected status. Eaton follows relevant non-discrimination laws and regulations in the countries where we operate. It is the policy of the Company to make all decisions regarding employment, including hiring, compensation, training, promotions, transfers, or lay-offs, based on the principle of equal employment opportunity as defined above.

Job: Sales

Region: North America – US/Puerto Rico
Organization: VEH Vehicle Group

Job Level: Manager
Schedule: Full-time
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes – Hybrid
Does this position offer relocation?: No
Travel: Yes, 10 % of the Time

About Eaton

EATON is a diversified power management company for electrical, hydraulic, and mechanical applications.

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