Market Development Manager

3 weeks ago

Los Angeles, United States Generac Power Systems Full time

Market Development Manager - Southwest Company

Generac Power Systems Name

Market Development Manager - Southwest Req #

65238 Employment Type

Full Time Shift

1st At Generac, our people help make the world safer, brighter, and more productive. We are united by our efforts to inspire change for a better world; impact our people and community; influence and achieve positive results; and innovate the industry. Our shared goals allow people with diverse backgrounds and points of view to work together, bringing our global customers peace of mind through reliable products and exceptional support. The

Market Development Manager

is responsible for increasing market share and brand preference of Generac Power Systems – Mobile channel within key end markets. This role will actively prospect new business opportunities with major end market accounts in commercial construction, infrastructure development, energy, and other markets as identified. This individual will develop and execute targeted strategies, establish program agreements, and drive product sales to the end market users through our current distribution platform. State coverage including but not limited to Arizona, California, Nevada, Oregon, and Washington. Essential Duties and Responsibilities: Identify key end market prospects and the development of the Major Account sales program.

Plan and implement sales strategies to maximize share and margin; motivate customers to prefer Generac products over the competition.

Expand customer base by identifying new partners and developing new customer opportunities.

Build and maintain an extensive pipeline of new Major Account opportunities. Position is 80% new account development and 20% account management.

Build strong relationships with established Major Account customers and GMP support teams to enhance long-term business relationships.

Partner with Product Managers to advise customers on specification based on application and technical needs.

Maintain sales records in CRM and current activity on progress to provide accurate forecasting information.

Work with sales and business leadership to develop a business plan to support each Major Account’s growth initiatives.

Provide market feedback and competitive intelligence to business and sales leadership.

Maintain tight follow up on programs to close opportunities effectively and efficiently.

Communicate proficiently with GMP sales team members to ensure coordinated effort to capture and serve Major Accounts effectively.

Be responsible for the overall success of our relationship across all touch points.

Minimum Qualifications: Bachelor’s Degree in Business, Marketing, or Engineering or equivalent experience

4 years of related field experience calling on larger equipment, construction or rental companies

Ability to travel 50-70% of the time

Preferred Qualifications: Experience in business-to-business wholesale and wholesale rental industry

Working knowledge of OEM / Distribution model

Experience in the power generation, heavy equipment, or industrial equipment industries

Experience working with RFP purchasing processes: proven ability to navigate from bid to award to an effective close

Experience identifying leading market indicators and major projects through various tools such as McGraw-Dodge and Industrial Information Resource/PEC reports

Knowledge, Skills and Abilities: Effective negotiation skills with the ability to understand a complex sales process and direct closure strategies

Proven success identifying, developing and fostering key business relationships

Ability to translate strategic account assessments into actionable business initiatives

Excellent problem solving skills and the ability to develop customized programs to meet the needs of the purchaser and distribution

Physical Demands:

While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion the incumbent may be required to stoop, bend or reach above the shoulders. The employee must occasionally lift up to 25 pounds. Ability to travel 50-70% of the time and driver’s license is required. “We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.”

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