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RESPONSIBILITIES:
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- Commercial Strategy and Revenue Ownership
- Own the Americas sales strategy, revenue plan, bookings/new business plan, pipeline health, forecast quality, pricing execution, and customer growth commitments.
- Build and execute regional AOP inputs with clear customer, program, timing, probability, owner, support need, and milestone assumptions.
- Lead the region’s operating cadence for revenue, new business, industrial growth, win/loss, pipeline conversion, forecast accuracy, and margin protection via pricing.
- Customer Strategy and Account Governance
- Develop strategic account plans for priority OEM, Tier, EIT, industrial, distribution, and emerging-market customers.
- Establish executive account reviews for key customers, including growth plans, competitive assessment, risk mitigation, pricing strategy, and cross-functional support requirement.
- Lead customer growth, commercial negotiations, pricing actions, LTAs, contract discussions, customer escalation support and supporting Accounts Receivable collections
- Maintain clear visibility to top opportunities, top losses, conquest targets, customer risks, and competitive threats.
- Industrial Growth and Market Expansion
- Lead Americas execution for industrial growth, including data centers, BESS, robotics, EIT, aerospace, rail, and other non-transportation applications.
- Partner with the Growth Leader, Product Management, Engineering, Marketing, Operations, and Sales Analytics to convert industrial opportunities into scalable revenue.
- Build channel, distribution, e-commerce, and customer-entry strategies where they improve market access.
- Develop and execute strategic growth plans for Data Centers, BESS, Robotics, and other priority industrial segments.
- Pipeline, Salesforce, and Forecast Discipline
- Lead the regional commercial operating system, including KPI reviews, opportunity management, forecast reviews, action tracking, and monthly business performance reviews.
- Ensure all material opportunities are current in Salesforce/CRM with required fields, close dates, stage, confidence level, next steps, customer contact, support needs, and owner.
- Drive regular pipeline reviews focused on conversion, risk, opportunity quality, and forecast realism.
- Cross-Functional Execution
- Partner with Product Management, Engineering, Operations, Supply Chain, Finance, Quality, PMO, and Trade Compliance to remove barriers affecting revenue conversion.
- Escalate localization, validation, certification, pricing, supply, capacity, delivery, quality, and customer service issues with clear business impact and requested decision.
- Support regional task forces and RACI-based execution where cross-functional accountability is required.
- Serves as the commercial owner for customer growth, pricing, forecasting, and account strategy while partnering with Operations, Product Management, Engineering, PMO, Quality, Supply Chain, and Finance to ensure successful execution.
- Team Leadership and Capability Development
- Lead, coach, and develop Americas sales managers, account managers, and sales analysts.
- Set clear team objectives, operating expectations, development plans, and performance routines.
- Build commercial capability in account strategy, industrial selling, pricing, Salesforce discipline, forecasting, negotiation, and data-driven decision making.
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EXPERIENCE:
COMPETENCIES & QUALIFICATIONS:
ORGANIZATIONAL RESPONSIBILITIES:
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- Experience leading regional sales strategy, account planning, forecasting, pipeline governance, pricing execution, and customer negotiations.
- Demonstrated success converting pipeline into awarded business in complex B2B, automotive, industrial, EIT, aerospace, rail, or engineered-products environments.
- Commercial discipline: forecast accuracy, pipeline quality, pricing discipline, KPI cadence.
- Market-making mindset: ability to build new industrial markets, not just manage existing customers.
- Cross-functional influence: ability to drive action without owning all functional deliverables.
- Decision velocity: ability to escalate quickly, simplify issues, and convert ambiguity into action.
- Data orientation: comfort using Power BI, Salesforce, CRM dashboards, customer/account data, and forecast analytics.
- Customer credibility: ability to engage senior customer stakeholders and resolve commercial escalations.
- Talent development: ability to coach sales managers and analysts into a more disciplined commercial operating system.
- Must have the ability to travel at least 30% of time with little notice.
- Strong leadership and interpersonal skills with the ability to effectively communicate throughout all levels of the organization
- Able to establish rapport and gain the trust of others
- Adaptable and resilient in the face of changing priorities and business needs.
- A genuine passion for driving business success and delivering value to stakeholders
- Excellent written and verbal communication skills.
- Ability to manage priorities and stay on schedule in a fast-paced environment.
- Possess prioritization skills necessary to use time effectively and set action plans to achieve business objectives.
- Delegate and set expectations and monitor progress of all direct reports.
- Motivate and inspire the team. Ability to give constructive feedback and receive feedback with the intent to continuously improve.
- Ability to recruit and motivate personnel.
- Proven ability to hold self and others accountable for deliverables and expectations.
- Adhere to the policy and practice of refusing to tolerate or allow behavior defined by Tenneco as unsafe.
- Comply with Environmental Health & Safety Rules and Regulations. Understand and adhere to the EHS Cardinal Rules. Must be able to understand what hazards are associated with their position and how to minimize them.
- All accidents/injuries/near misses no matter how slight must be reported to any member of management, and/or Environmental Health & Safety Manager who will follow escalation process.
- Align with Tenneco Values:
- Radical Candor
- Organizational Velocity
- Simplification
- Tenacious Execution
- Win
- Each employee has the authority to initiate action to prevent a violation of the Code of Conduct.
- Ensures compliance with federal, state, and local regulations, including Tenneco’s policies, procedures, and practices.
- Adheres and is compliant to the policies and procedures for IATF16949/AS9100 and other quality standards.
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