Sales and Marketing Manager

3 weeks ago

Bowling Green, United States Regal Rexnord Full time

Position: Sales and Marketing Manager – Marathon Special Products (MSP) Nature and Scope of Role: The Sales and Marketing Manager is a strategic position responsible for the creation and successful execution of the overall revenue growth strategy for MSP. This role will own the sales budget and directly lead the sales, marketing, and customer support organizations. This role will also coordinate with the supporting functions product management, finance, and operations in the achievement of strong year-over-year growth goals, with a particular focus on organic growth/new business. The ideal candidate is an experienced industrial B-to-B sales leader who has proven experience building and inspiring a best-in-class sales team that effectively balances the need to maintain loyalty of existing customers with the need to aggressively hunt for and win new business in support of challenging annual organic growth goals. The ideal candidate also possesses expertise in relationship-building and negotiation with the largest and most strategic customers and distributor partners and uses a hands-on approach to assuring that bookings and sales goals are achieved. This role will leverage sales processes to formalize and evangelize a data-driven approach to systematically achieving goals for new growth, with a special focus on early stage funnel development. The ideal candidate will champion a mindset of continuous improvement and the use of RBS tools across all dimensions of regional sales operations to maximize team efficiency and revenue growth. Specific Responsibilities Include: Develop annual 3-year regional strategies/priorities that enable execution of corporate strategies and annual growth goals. Coordinate a cross-functional, regional team to define and successfully execute a regional growth strategy that aligns with division goals for growth. Establish and lead routine touchpoints/reviews. Drives the creation of territory-level growth plans and routine review of progress/results. Build and mature an organization and team motivated to drive growth. Key actions include identifying and developing key talent, putting the right team members in the right roles, and establishing stretch goals and VDM to actively manage and optimize progress to goals. Through in-person and remote activities, coach sales teams and leaders to identify, qualify, develop and sell complex motion systems. Ensure both direct and distribution-aligned sales associates are focused on achieving their sales targets, that they penetrate key accounts with the highest business potential and have the tools needed to be successful. Partner closely with finance and operations partners to manage and properly forecast demand and predict future orders and sales results. Engage directly with marketing partners to align brand building and demand (lead) generation activities to regional growth strategies, target markets, and target customer types. Coordinate with applications engineering, program management, and customer support to ensure a holistic and consistent approach to effectively managing customers and prospects across geographic regions and market segments. At times, this individual will need to become directly involved in defining priorities in Operations so as to obtain timely resolution of product-related issues. It will be necessary for the Sales and Marketing Manager to interface with distributor partners and customers to develop and maintain relationships with senior strategic leaders and to achieve the mutually satisfactory resolution of all issues. Execute best practices in sales and marketing. Define and champion consistent standard work and daily, weekly, monthly, and quarterly visual management that encourages a balanced focus on “hunting” of new business opportunities with both new and existing customers, and the effective management of existing business. Champion proactive identification of gaps vs. plan and use of RBS tools to solve problems and drive continuous improvement. Ensures region-wide compliance with regulatory and company policies. Minimum Requirement: 10 years of experience successfully managing a commercial organization for industrial B2B, preferably on a global level, or equivalent work experience. 4-year degree or equivalent work experience. Bachelor’s in Engineering or Business preferred. Strong knowledge of sales and marketing principles. Experience building and executing successful go-to-market strategies that encompass OEM direct sale, distribution, and digital/ecomm channels. Effective relationship-builder and negotiator at most senior levels of key customers and partners. Strategic thinker, but orientation toward day-to-day execution. Skilled in VOC collection and analysis. Biased to “go to Gemba” to understand situation and customer needs. Enthusiastic team leadership, motivation and coaching. Proven ability to drive results through effective management of direct reports and cross-functional partners & teams. Experience accurately forecasting short-term & long-term sales. Significant finance acumen with ability to understand operating budgets and finance. Passion and enthusiasm for driving change, efficiency, and continuous improvement. Sense of urgency for solving problems. Entrepreneurial spirit, comfort with fast-paced environment. Excellent interpersonal and collaboration skills when working with cross-functional partners. Strong written and verbal communication skills with executive audiences internally & externally. Proficiency with Microsoft Office applications. Ability to travel domestically (up to 50%). #J-18808-Ljbffr

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