Regional Business Head, East, Farm Repl Sales

You will be responsible for:

1. Regional Business Strategy & Growth

- Drive the development and execution of the regional business strategy for the Farm Replacement Sales business, leveraging market potential, industry dynamics, competitive intelligence, pricing trends, and customer insights to identify growth opportunities and strengthen Goodyear’s competitive position.
- Translate business priorities into robust annual operating plans (AOPs), sales forecasts, and regional growth projections, ensuring alignment with national business objectives, market realities, and long-term growth ambitions.
- Identify priority markets, high-potential territories, and emerging business segments to accelerate regional expansion, strengthen market penetration, and deliver sustainable volume and revenue growth.
- Lead periodic business reviews to evaluate performance against planned objectives, identify gaps and emerging risks, and implement corrective strategies to ensure consistent achievement of regional business targets.

2. Sales Planning & Commercial Performance

- Develop and execute comprehensive regional sales plans covering volume growth, pricing, profitable product mix, inventory planning, distribution strategy, and resource allocation to maximize business performance.
- Translate approved business plans into actionable territory-level objectives, ensuring effective deployment of sales resources, clear accountability, and disciplined execution across the regional sales organization.
- Monitor sales performance against forecasts and operating plans, proactively identifying variances and driving timely corrective interventions to optimize sales productivity, profitability, and target achievement.
- Evaluate market pricing, product positioning, and competitive offerings to recommend commercially viable sales strategies that balance volume growth, margin delivery, and long-term business sustainability.

3. Market Development & Share Expansion

- Assess regional market potential and competitive dynamics to identify underpenetrated territories, emerging customer segments, and opportunities to expand Goodyear’s presence in the Farm Replacement market.
- Develop and strengthen the regional dealer and distribution network by identifying new channel partners, optimizing market coverage, and enhancing the productivity and effectiveness of existing distribution channels.
- Drive initiatives to improve Share of Market (SOM) and Share of Accounts (SOA), strengthen customer engagement, and increase brand preference through targeted market development strategies and focused field execution.
- Establish effective market intelligence mechanisms to capture field-level insights on customer behavior, competitor activities, pricing movements, and evolving market requirements, translating insights into actionable business strategies.
- Partner with the National Head – Sales to provide data-driven market assessments, competitive insights, and strategic recommendations that support regional growth and national business priorities.

4. Marketing Alignment & Brand Development

- Partner with Marketing and other cross-functional stakeholders to translate regional market requirements into actionable marketing strategies, customer engagement initiatives, and demand-generation programmes.
- Drive the development and execution of regional sales schemes, trade promotions, and brand-building initiatives, ensuring alignment with business priorities and measurable impact on primary and secondary sales.
- Oversee the development and performance of branded retail outlets and other customer-facing initiatives to strengthen brand visibility, improve customer experience, and enhance Goodyear’s positioning in the regional market.
- Monitor the effectiveness of marketing interventions, promotional investments, and brand activation initiatives, recommending improvements to maximize business impact and return on investment.

5. Channel Management & Distribution Excellence

- Lead the strategic development and optimization of the regional dealer and distributor ecosystem, ensuring appropriate market coverage, channel capability, and alignment with business growth objectives.
- Evaluate, approve, and onboard dealers in accordance with established policies and business requirements, while continuously assessing channel performance, commercial viability, and growth potential.
- Drive effective inventory planning, stock availability, and inventory liquidation strategies across the distribution network to maintain healthy channel inventory, improve product availability, and minimize business risks.
- Monitor distributor and carrying and forwarding (C&F) operations for compliance with company policies, operational standards, and agreed business processes.
- Develop strong relationships with key distributors, dealers, and strategic channel partners to improve engagement, strengthen commercial partnerships, and create a sustainable foundation for regional business expansion.
- Collaborate with service and technical teams to address customer requirements, improve service responsiveness, and enhance the overall effectiveness of the regional distribution ecosystem.

6. Financial Discipline & Profitable Business Growth

- Drive regional commercial performance by closely monitoring sales realization, collections, outstanding receivables, credit exposure, and other key financial indicators to ensure healthy cash flow and sustainable business growth.
- Partner with the Zonal Finance Manager and relevant stakeholders to strengthen collection discipline, address overdue accounts, evaluate commercial risks, and establish appropriate corrective measures.
- Monitor primary and secondary sales performance against projections, ensuring alignment between market demand, distributor inventory, sales execution, and financial objectives.
- Evaluate the commercial effectiveness of dealer discounts, regional schemes, and promotional investments, ensuring appropriate governance, financial discipline, and measurable business returns.
- Identify opportunities to improve regional profitability through disciplined pricing, optimized product mix, effective inventory management, and stronger commercial decision-making.

7. People Leadership & Organizational Capability

- Lead, coach, and develop the regional sales organization by establishing a clear strategic direction, translating business priorities into individual objectives, and fostering a culture of ownership, accountability, and performance excellence.
- Build a high-performing sales team by identifying capability gaps, strengthening sales effectiveness, and implementing structured coaching, mentoring, and development interventions aligned with current and future business requirements.
- Establish a robust performance management framework through regular business reviews, field assessments, and individual performance discussions, ensuring clear expectations, objective evaluation, and timely performance interventions.
- Develop the leadership capabilities of direct reports and strengthen the regional talent pipeline through succession planning, talent reviews, cross-functional exposure, and targeted development opportunities.
- Drive the adoption of structured sales processes, effective field-force management practices, and appropriate digital tools to enhance team productivity, improve market execution, and strengthen data-driven decision-making.
- Foster collaboration across Sales, Marketing, Finance, Supply Chain, and Technical Service teams to ensure seamless execution of regional priorities and a unified approach to business growth.

8. Business Governance & Execution Excellence

- Establish effective operating rhythms, performance dashboards, and review mechanisms to monitor key business metrics, including volume achievement, sales growth, market share, channel expansion, collections, inventory health, and team productivity.
- Ensure adherence to company policies, commercial guidelines, and established operating processes across the regional sales network, maintaining appropriate governance and business controls.
- Proactively identify regional business risks, operational bottlenecks, and emerging market challenges, developing contingency plans and mitigation strategies to safeguard business continuity and target achievement.
- Provide timely, actionable business updates and strategic recommendations to national leadership, enabling informed decision-making, effective resource allocation, and continuous improvement in regional performance.

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Goodyear is one of the world's largest tire companies. It employs about 63,000 people and manufactures its products in 48 facilities in 19 countries around the world. Its two Innovation Centers in Akron, Ohio, and Colmar-Berg, Luxembourg, strive to develop state-of-the-art products and services that set the technology and performance standard for the industry. For more information about Goodyear and its products, go to www.goodyear.com/corporate

Goodyear is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to any characteristic protected by law.