Assistant General Manager – Sales (Automotive EMS)

Job Description Position Assistant General Manager (AGM) – Sales (Automotive EMS) Department Sales & Business Development Location Bengaluru The Assistant General Manager – Sales (Automotive EMS) is responsible for driving strategic business growth, customer acquisition, and revenue generation within the Automotive Electronics Manufacturing Services (EMS) sector. The role focuses on developing and executing sales strategies, expanding the company's presence among Automotive OEMs and Tier-1 suppliers, and securing profitable business opportunities across India. The incumbent will own the complete sales lifecycle—from opportunity identification and market development to commercial negotiations, contract closure, and customer relationship management. Working closely with Engineering, Program Management, Manufacturing, Quality, Supply Chain, and Finance, the AGM will ensure successful customer acquisition and long-term business growth while delivering sustainable profitability. This position requires frequent customer interaction and travel across India and internationally, as required. Key Responsibilities Business Development & Sales Drive order intake, revenue, profitability, and market share growth for the Automotive EMS business. Develop and execute strategic business development plans aligned with organizational objectives. Identify, qualify, and acquire new Automotive OEM and Tier-1 customers. Build and manage a robust sales pipeline to achieve annual revenue consistently and order booking targets. Develop account growth strategies for strategic customers and maximize wallet share. Lead RFQ/RFI/RFP pursuits from qualification through proposal submission and contract award. Strategic Account Management Develop executive-level relationships with key customer stakeholders. Understand customer technology roadmaps and position the company's EMS capabilities accordingly. Drive long-term customer engagement and strategic partnerships. Ensure customer satisfaction through proactive account management and issue resolution. Market Development Analyze market trends, customer requirements, competitive intelligence, and emerging technologies. Develop market penetration strategies for Automotive Electronics, EV, ADAS, Telematics, Power Electronics, Infotainment, Battery Management Systems (BMS), and Body Electronics. Identify new growth opportunities and develop business cases for market expansion. Commercial Management Lead pricing strategy, commercial negotiations, contract discussions, and order finalization. Ensure commercial proposals meet profitability and business objectives. Manage opportunity risks and develop mitigation strategies. Support contract reviews in collaboration with Legal and Finance teams. Forecasting & Business Planning Prepare accurate revenue forecasts, order booking forecasts, and sales pipeline reports. Develop strategic sales plans, account plans, capture plans, and business growth roadmaps. Present business reviews and sales performance reports to executive leadership. Ensure forecasting accuracy and achievement of annual business targets. Cross-functional Leadership Collaborate with Engineering, Program Management, Manufacturing, Quality, Supply Chain, Finance, and Marketing to ensure successful customer acquisition and project execution. Support customers throughout RFQ, prototype development, NPI, validation, production ramp-up, and mass production. Coordinate internal teams to deliver customer commitments on quality, cost, and delivery. CRM & Sales Excellence Maintain accurate customer information, sales opportunities, quotations, and forecasts in Zoho CRM. Drive CRM discipline across all customer interactions. Monitor sales metrics and continuously improve sales effectiveness. Industry Representation Represent the organization at automotive conferences, trade fairs, customer events, and industry forums. Enhance the organization's visibility and strengthen relationships within the Automotive Electronics ecosystem. Qualifications Education Bachelor's Degree in Engineering (Electronics, Electrical, Mechanical, Industrial, or related discipline) is mandatory. MBA or Postgraduate Degree in Business Administration, Marketing, or Sales is preferred. Experience Minimum 10 years of progressive experience in Sales and Business Development. At least 8 years of experience in the Electronics Manufacturing Services (EMS) industry handling Automotive OEM and Tier-1 accounts. Proven success in acquiring new customers and achieving sustained revenue growth. Experience managing strategic customer accounts and long sales cycles within the Automotive industry. Demonstrated experience in handling complex commercial negotiations and multi-million-dollar business opportunities. Skills & Knowledge Strong understanding of Automotive OEM and Tier-1 procurement processes and sourcing strategies. In-depth knowledge of Automotive Electronics Manufacturing Services (EMS). Knowledge of PCB Assembly (PCBA), Box Build, System Integration, and Electronics Manufacturing. Understanding of Automotive Quality Systems, including IATF 16949, APQP, PPAP, FMEA, ASPICE, and ISO 26262. Expertise in strategic selling, opportunity qualification, pursuit management, and capture planning. Strong commercial, negotiation, and contract management skills. Ability to develop and present business plans, sales strategies, account plans, and executive presentations. Excellent written, verbal, presentation, and interpersonal communication skills. Strong analytical and business acumen with a customer-centric approach. Proficiency in CRM platforms such as Zoho CRM, Salesforce, or Microsoft Dynamics. Passion for learning new technologies and understanding evolving automotive market trends. Leadership Competencies Strategic thinking and business acumen. Executive stakeholder management. Cross-functional leadership and collaboration. Customer relationship management. Negotiation and influencing skills. Results-oriented with strong execution capability. High ethical standards, integrity, and professionalism. Self-driven with the ability to work independently and lead initiatives. Preferred Skills Strong network with Automotive OEMs and Tier-1 suppliers in India. Experience selling Electronics Manufacturing Services (EMS) solutions. Exposure to Electric Vehicle (EV), ADAS, Power Electronics, Infotainment, Battery Management Systems (BMS), and Telematics. Experience with international customers and global business development. Strong executive presentation and business communication skills. Travel Requirements Willingness to travel extensively within India and internationally. Approximately 30% or more travel to customer locations, business meetings, supplier visits, and industry events. Key Performance Indicators (KPIs) Annual Order Intake Revenue Growth Gross Margin Achievement New Customer Acquisition New Business Wins Sales Pipeline Growth Proposal Win Rate Strategic Account Growth Customer Retention Forecast Accuracy CRM Compliance Customer Satisfaction Market Share Growth Business Development Conversion Ratio Profitability of Won Business