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Manager, Industry Key Account
4 weeks ago
TERRITORY IS NORTHERN CALIFORNIA
CANDIDATE MUST BE LOCATED IN
OVERVIEW OF THE POSITION:
Manages and develops relationships with industry key customers driving profitable sales
RESPONSIBILITIES OF THIS POSITION – SALES:
- Ability to generate profitable growth by developing and implementing sales development plans for target accounts in assigned industry.
- Build and maintain relationship with key decision makers at commercial and technical functions at corporate level and in the various plants with the target to identify and manage major projects / growth opportunities, supported by “local area sales managers” handling the day-to-day site activities.
- Maintain responsibility for sales objectives at the accounts, as well as for reaching targets as defined and agreed upon in the account plan.
- Monitor and report the success of the accounts, propose corrective actions.
- Technical and commercial management of projects.
- Overall project management of identified key projects through high level technical and commercial skills.
- Immediate and continued reporting of new and running projects to ASM to avoid internal competition.
- Provide industry specific market input and application expertise.
- Seek understanding of competition activities.
- Understand specific customer needs and shares with ASM.
- Support ASM in target customer segmentation.
- Understand and share the target customer dynamics and decision making processes.
- Apply pricing strategy.
- Broad functional experience in areas of strategic planning, sales, marketing, market development, planning, and promotions.
- Attend training seminars in North America and Europe to develop knowledge of new products and applications.
- Assume the leadership role in justification and direction of new product/market development programs
- Appraise competitive product advantages and disadvantages
- Any other duties as assigned
- Willingness to travel upwards of 70%
COMPETENCIES/SPECIFIC EXPERIENCE OR TRAINING PREFERRED:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements/preferences listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Preferred - Bachelors Degree in Business Administration, Marketing or Engineering
- Preferred - 5 years experience in sales and/or marketing of industrial sales directly to OEMS, End users and Distribution
- Preferred - High Competency with technical, marketing and customer service issues relevant to Conveyor and conveying systems
- Required – Ability to read, write, speak and comprehend English
- Preferred – High Competency with MS Word, Excel, PowerPoint, CRM / ERP Applications
- Preferred - Experience in marketing and selling engineered products in a multiple level environment
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