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Market Development Manager, Business Machines
4 months ago
Market Development: Manage product specification, relationship development, and customer support for key business machine customers primarily, but not exclusively, based in North America. Coordinate product qualifications with global field sales organization to ultimately facilitate successful closure of sales opportunities Record daily customer engagement and monthly project updates on Salesforce.com Create and share information packages with the field sales team that include OEM codes or specification names, products qualified, potential applicators, and applicator contacts Meet or exceed annual goals for end of year project pipeline and end of year sales opportunity pipeline. Also meet or exceed end of year annualized goals for closed/won sales opportunities by the field sales team. Manage existing key accounts and meet or exceed annual sales goals shared with MDM team Serve as main North American contact for any major customers headquartered in Europe- working with Account Managers in home country to follow up on critical actions. Prospect and secure qualifications with new accounts using multiple techniques such as cold calling, industry networking, collaboration with global field sales, and feedback from applicators. Become a Subject Matter Expert on segment insights, trends and segment products by maintaining direct contact with assigned customers in the Business Machine subsegment. Build strong relationships throughout key customer's organizations, reaching into marketing, design, engineering, sourcing, and leadership groups to create strategic partnerships at large customers. Strategy Development: Develop and execute a regional Business Market Plan by identifying and pursuing key specifications at assigned accounts. Support the Segment Director, Global Marketing Manager, and other Market Development Managers to create a global Business Machine Strategy. Facilitate execution of the marketing strategy through GI General Sales, Strategic Sales and Business Development Sales. Provide competitive intelligence and positioning guidance. Product Development: Assist in product pipeline development to meet current and future industry & customer specifications. Provide input to technical resources to help prioritize and properly resource maintenance of business and new business projects. Marketing Communication: Working in concert with PCG Marcom - Act as a Business Machine segment/product expert and provide thought leadership in support of the creation of effective sales and marketing tools, collateral, and events Design and deliver market and product training, both internally and externally Maintain up to date OEM and product qualification records on Sharepoint and Salesforce.com FORMAL EDUCATION: (GENERALLY, IF RELEVANT EXPERIENCE IS ACCEPTABLE, THE CANDIDATE MUST HAVE THREE YEARS OF WORK EXPERIENCE FOR EVERY ONE YEAR OF COLLEGE EDUCATION REQUIRED) Required: College Degree Preferred: Major in Business, Communications or Chemistry KNOWLEDGE & EXPERIENCE: Required: Minimum 7-10 Years in sales and/or marketing experience in B2B required Successful history managing complex global accounts managing multiple business functions and management levels. Preferred: 5 years coatings experience Experience managing complex sales cycles- (6-24 Months, Approval Required, Multiple Application sites) Demonstrated track record of conflict management resolution Experience managing customers through price negotiations and supply chain challenges Demonstrated experience driving success through influence Five to seven years regional and/or global account management Experience with creation and implementation of business processes PHYSICAL REQUIREMENTS: Must be able to sit, stand, hear, and see on a constant basis. Must be able to walk, write, and type on a frequent basis. Must be able to bend, carry, reach, push, and pull on an occasional basis. Must be able to communicate verbally and in writing. May work in areas where noise level is such that h aring protection is required. May work in areas where toxic, flammable, and hazardous materials are present. May be exposed to varying amounts of dust and dirt. Work surfaces may include concrete. Employee must be able to operate a computer and communicate via telephone. Some travel to other locations, meetings and/or seminars is required. TECHNICAL/SKILL REQUIREMENTS: Required: Excellent verbal and written communication skills required Preferred: Experience with salesforce.com TRAVEL REQUIREMENTS: (TIME SPENT AWAY FROM HOME OR OTHER TYPICAL OFFICE LOCATION) 50% or more Majority of Travel in NA, rare travel to Europe or Asia may be required. Sherwin-Williams is proud to be an Affirmative Action, Equal Employment Opportunity, Inclusion and Diversity Supportive Employer. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identify, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, marital status or any other consideration prohibited by law or by contract. VEVRAA Federal Contractor requesting priority referral of protected veterans.
