Americas Sales Director

Tenneco; Exton (PA); On-site; USD 180,000 - 280,000; Full time

Job summary

Tenneco in Exton, PA seeks an Americas Sales Director to translate regional strategy into disciplined commercial execution. You will own the Americas revenue plan, customer strategy, forecast discipline, pricing actions, and growth across automotive, EIT, and industrial segments.

You will lead a team of sales managers and analysts, partner with Product, Engineering, Operations, and Finance to remove barriers, and travel ~30% to engage key accounts. Equal opportunity employer.

Qualifications

• BS in business, engineering, or marketing; MBA preferred.
• Experience leading regional sales strategy, forecasting, and negotiations.
• Proven ability to convert pipeline into awarded business in B2B environments.
• Proficiency with Power BI and Salesforce for dashboards and analytics.

Responsibilities

• Own the Americas sales strategy, revenue plan, and pipeline health.
• Lead regional operating cadence, pricing execution, and forecasts.
• Develop strategic account plans for OEM, Tier, EIT, and industrial customers.
• Drive cross-functional collaboration with Product, Engineering, Ops, and Finance.
• Coach and develop sales managers and analysts; travel ~30%.

Skills

Sales leadership

Strategic planning

Cross-functional collaboration

Forecasting

Data-driven decisions

Power BI

Salesforce

Negotiation

Education

BS in business/engineering/marketing

MBA preferred

Tools

Power BI

Salesforce

CRM dashboards

Job description

At Tenneco, we don’t follow industry standards; we set them, and we don’t settle for being best-in-class because we hustle to be better than best-in-class. Whether it’s our Core Values – radical candor, simplify, organizational velocity, tenacious execution and win – or our Get Stuff Done (GSD) mindset, we’re determined to become the most trusted partner and best manufacturer and distributor to the transportation industry.

With a product portfolio as expansive as it is innovative, an obsessive commitment to quality and excellence, and a global presence, we’re all about getting stuff done, so we can win.

How do we make it happen? Through the Tenneco Way. Fueled by our Core Values, a winning mindset and a relentless commitment to excellence, the Tenneco Way is how we win. It’s what keeps Team Tenneco bold, driven, and unapologetically focused on pushing past limits and redefining success.

Here, you’ll work alongside a team of relentless problem-solvers who are committed to making a tangible impact. If you’re ready to break boundaries, deliver results, and enjoy the ride along the way, you’ll thrive here.

Want to learn more about who we are? Check out our website to discover the Tenneco Way

We are looking for an Americas Sales Director. The Americas Sales Director is accountable for converting SPG’s regional strategy into disciplined commercial execution. This role owns the Americas revenue plan, customer strategy, pipeline quality, forecast discipline, pricing execution, and sales team operating cadence. The position must balance protection of the core automotive and EIT business with aggressive growth in industrial applications, including data centers, BESS, robotics, and other emerging markets. The role is expected to operate with clear ownership, cross-functional influence, and disciplined follow-through to support SPG’s AOP commitments, and longer-term growth plan.

The team is ready to act immediately on those candidates who are the best fit for the role. You’ll first hear from someone in Talent Acquisition to schedule a phone screen, and then the next step will be a personal interview with our Hiring Manager. We pride ourselves on moving through processes quickly, and you can be sure of transparency and prompt communication throughout.

RESPONSIBILITIES:

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.

EDUCATION:

BS degree in a business, marketing or engineering discipline, MBA preferred.

SKILLS & EXPERIENCE:

• 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.
• 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 elevate 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.

Equal opportunity employer as to all protected groups, including protected veterans and individuals with disabilities