About this role
Commercial Strategy and Business Growth
- Define and implement the Asia commercial strategy aligned with global business objectives and regional market priorities.
- Identify and develop growth opportunities with existing and potential customers, including new programs, new platforms, new products, and market expansion opportunities.
- Build and maintain a qualified opportunity pipeline and ensure disciplined follow-up from lead generation through nomination and launch handover.
- Provide market, competitor, customer, and pricing insights to support strategic planning and commercial decision-making.
Customer Management and Relationship Development
- Own and strengthen senior-level customer relationships across key accounts in the Asia region.
- Act as the main escalation point for strategic commercial topics, including customer satisfaction, commercial claims, pricing discussions, volume changes, and contract-related matters.
- Coordinate internal alignment before customer-facing commitments to ensure consistency, feasibility, and governance compliance.
- Represent the company professionally in customer meetings, business reviews, RFQ discussions, and high-level negotiations.
Acquisition, RFQ and Negotiation Management
- Lead commercial input for RFQ and acquisition activities, including pricing strategy, quotation governance, margin expectations, assumptions, and risk review.
- Drive cross-functional alignment on customer requirements, technical assumptions, cost inputs, timing, capacity, tooling, and commercial terms.
- Lead or support customer negotiations for new business awards, price adjustments, engineering changes, claims, payment terms, and contractual conditions.
- Ensure commercial offers and commitments are properly reviewed, documented, approved, and communicated according to internal delegation and governance requirements.
Revenue, Profitability and Contract Governance
- Monitor sales performance, order intake, revenue development, margin evolution, and key commercial KPIs for the assigned region or customer portfolio.
- Drive improvement actions for pricing, recovery, cost pass-through, overdue commercial claims, and profitability gaps in coordination with finance and operations.
- Ensure accurate commercial forecasting and timely reporting of risks, opportunities, major account developments, and management attention points.
- Support contract review and ensure key commercial terms are properly understood, negotiated, documented, and implemented.
Cross-functional Leadership and Internal Alignment
- Lead commercial coordination across business units, product lines, plants, engineering, program management, finance, purchasing, quality, legal, and other stakeholders.
- Ensure smooth transition from acquisition phase to program launch and ongoing account management.
- Promote a structured, fact-based, and transparent communication approach within the regional commercial organization.
- Contribute to regional leadership discussions by providing pragmatic commercial insights and recommended actions.
Team Leadership and Capability Development
- Lead, coach, and develop the regional commercial team, where applicable, including objective setting, performance follow-up, capability development, and succession readiness.
- Build a customer-focused, results-oriented, and compliant commercial culture.
- Improve commercial processes, templates, reporting quality, and negotiation discipline across the region.
- Support talent development and knowledge sharing within the Asia commercial community.