ESTRATÉGIA COMERCIAL: MODELO PARA GERAÇÃO DE NOVOS NEGÓCIOS INTEGRADO AO DESENVOLVIMENTO NO SETOR AUTOMOTIVO

The article presents an integrated strategic model aimed at generating new business in the automotive sector, built from a structured articulation among the Commercial, Engineering, Quality, and Purchasing departments. The research demonstrates that the competitiveness of first-tier suppliers is directly related to their ability to align commercial strategy with technical processes from the early stages of projects, ensuring greater consistency in quotations and in the preliminary development of the product. Furthermore, the study shows that anticipating technical analyses improves the accuracy of proposals, reduces rework, and strengthens the companies’ competitive positioning. The proposed model highlights the relevance of integrating teams throughout the stages from prospecting to project kick-off, promoting more assertive decisions and reducing both commercial and technical risks. The results indicate that this collaborative approach helps increase business opportunities, optimize the use of internal resources, and consolidate long-term relationships with customers, reinforcing the importance of integrated practices that create competitive advantage for the organization’s success.