Head Automative Business Developer

The SA Automotive Business Development Head is tasked with the following primary missions:

1
Function as the primary contact for OEM s and Tier-1 suppliers in SA
The primary mission will be to maintain control relationships which influence decision making in SA

2
The position will develop customer solutions drawing upon:

Automobile capabilities in various geographies
the existing operations of Managed Transport Services (MTS)

the availability of a container train operations company within the Group

the ability to use coastal (short sea) shipping and Indian Railway parcel train services

expertise in Contract Logistics and International Logistics services
the presence of organization in other Regions which have significant automotive trade flows with South Asia

In addition
the position will coordinate to develop Finished Vehicle (FV) Logistics Opportunities in countries other than India and to leverage OEM contacts to develop other automotive related opportunities

3
Develop business in the following areas (list illustrative not exhaustive)

a
PRODUCTION LOGISTICS: Movement of inbound (production) components from Suppliers to OEMs plants
This ranges from simple
direct moves to complex moves involving consolidation after milk runs
cross country transportation by road
container or coastal shipping
deconsolidation and supply to OEMs production lines
b
OMS FOR PRODUCTION LOGISTICS
c
CROSS BORDER PRODUCTION LOGISTICS: Indian OEMs have manufacturing set ups in Bangladesh (and may have set ups in Sri Lanka in coming years)
This can be tapped in by simple cross border transport moves or OMS in its most complex manifestation
d
CNS FOR INDIA BOUND COMPONENTS: ex: CNS from multiple suppliers of wheel rims from China and supply to Production Lines in India which involves CNS + OCF + CLS
e
SPARE PARTS WAREHOUSING AND DISTRIBUTION in INDIA
f
SPARE PARTS TRANSPORTATION AND WAREHOUSING FROM INDIA TO other SA Countries
g
EXPORT OF Production components and Spare parts utilizing transport and IFS capabilities
h
AUTODIRECT INTERNATIONAL (the Product facilitating movement of cars in containers using racking systems)
This involves exports of cars
bikes
LCVs from India
and imports of automobiles into Bangladesh
Pakistan and Sri Lanka
This also includes such movement to and from countries covered by the FORD IMG group located in Chennai (that is all countries except China
US
and Europe)
i
MOVEMENT OF AUTOMOBILES in CONTAINERS within India using INDIALINX trains and a combination of Short Sea shipping
road
and rail containers
j
TAPPING INTO LARGE SCALE MOVEMENT OF CKD containers from NA and SEA into Pakistan
Bangladesh ( and later maybe Sri Lanka) by using the IFS product and combining with it the strengths of MTS and warehousing
k
FINISHED VEHICLE LOGISTICS in PAKISTAN
BANGLADESH and Sri LANKA using knowhow available in India and involving:
i
Maintenance of vehicle stockyards at various locations
ii
Setting up and operation of In Plant yards
iii
Transportation of finished vehicles from OEMs plants to dealers outlets using specially designed over-the- road car carriers of the type used in India

The position will be based in India and will report to Commercial Director for South Asia

Roles & Responsibilities

Business Development

Deliver the business plan for SA

Build the C-level network in SA

In conjunction with in country and corporate LOB resources
design automotive solutions using the full array of APLL products and services (including VASCOR where applicable)
Lead the sales effort for the automotive vertical in SA
Identify and participate in M&A and JV activities and relationships

People

Coach
develop and inspire a high performing team that meets agreed objectives and shows continuous improvements
Identification of training needs and optimizing use of allocated resources
Close collaboration and building strong partnerships with various stakeholders

Finance

Meet or exceed defined budget for the region

Key Result Areas
Develop a strategy for APLL Automotive in SA

Establish and develop an internal relationship platform with the colleagues of the automotive vertical in other Regions and JVs
Develop and implement a comprehensive business plan
Create and maintain relationships with an array of C-level automotive decision makers that make/influence logistics supplier decisions both within India and in Regions with significant automotive trade flows with SA
Identify and close large Automotive projects ($10 M or above) that will move the dial in reaching the $100 Mi objective in a 3-to-5 year horizon

Qualification
MBA Degree or equivalent; preferably in Logistics / Supply Chain Management

Requirements
Minimum 10 years of related experience
preferably in the automotive industry across Asia markets
Extensive exposure in at least one of the fields in the automotive industry (parts
finished vehicles or aftersales)
Has spent a reasonable amount of time with a 3PL where he/she has developed solid and long-lasting relationships and contacts with Asian Car Manufacturers in Asia
Some exposure to Tier 1 suppliers would be a plus

Used to working in international companies and has international experience either through expatriation or through regional or global scopes of responsibilities

In depth understanding of some areas of supply chain / logistics industry(ideally automotive )
either from solution design perspective
or operations
freight forwarding
Ro-Ro business
packaging
or IT or contract logistics)

Demonstrated experience in creating and delivering proposals
Understanding of automotive industry cost structures and value drivers
Understanding of typical automotive IT platforms
Understands solution development processes from preliminary discussion to final negotiation and deal making
Strong analytical background engineering training is preferred
Financially savvy understands the various measurement of financial analysis
Strong network with some parts of the automotive industry
either with some key C level customers
or key competitors
or potential partners
Has an entrepreneurial background or an appetite for an entrepreneurial challenge

Self-starter
highly energetic and autonomous

Culturally and organizationally savvy with the ability to navigate in matrix organizations

Team player have a track record on playing different roles in a team effectively

Deal maker able to understand the various ways to make a win-win agreement
with suppliers
customers
and counterparts

Articulate
exceptional written and spoken communication skills

Creativity have a deep understanding of customer needs
Fluent in English
any other Asian language would be a plus

Reporting Relationships
Your Manager/Supervisor Commercial Director- SA

Direct Reports (direct report and your team)-TBA