Senior Sales Manager

23 hours ago

Houston, Texas, United States Freudenberg Full time
Empowering People, Creating Technology

We are seeking a highly skilled and experienced Senior Sales Manager to join our team at Freudenberg. As a key member of our sales leadership team, you will be responsible for driving profitable aftermarket sales growth in the US market, supporting global sales development, and leading a team of sales professionals.

Key Responsibilities:
  • Contribute to making Freudenberg US a great place to work
  • Generate profitable aftermarket sales growth in the US market according to the company's Strategic and Annual Business Goals/Objectives
  • Support global sales development of Freudenberg in the area of Performance Contract Management (primarily Alliance Management) and Aftermarket Key Accounts in the USA to generate sales for Freudenberg US or possibly other Freudenberg entities
  • Monitor market requirements, customer satisfaction, and competitor trends, and derive actions to generate maximum competitive advantage for Freudenberg
  • Develop customer relationships with maximum commitment to Freudenberg based on personnel relationships and transparency of our competitive advantage
  • Develop and execute Strategic and Annual Sales Plans that identify growth opportunities and allow derivation of specific targets and actions items
  • Generate an accurate order intake forecast that allows appropriate resource planning and efficient procedures within the entire company
  • Develop and execute, in cooperation with Product Management, a Product, Market, and Pricing Strategy that maximizes sales growth and sustainable competitive advantage
  • Develop and execute, in cooperation with Marketing, a Marketing and Branding strategy that maximizes sales growth and sustainable competitive advantage
  • Develop and execute, in cooperation with Finance, a Receivables Management system that maximizes customer satisfaction and company cash flow
  • Define the yearly Price Increase strategy enabling the successful achievement of the yearly stated Price Increase target
  • Identify and maintain the customer Install base in the EBUS CRM system, based on proactive customer interactions and site visits
  • Fulfill special projects when defined and support other departments where necessary to reach company objectives
Management Responsibility:
  • Work closely with the Sr Sales Area Director and contribute to successful recruitment of future Sales team members based on strong knowledge of key success factors
  • Follow Freudenberg Management Principles (if defined) in all situations
  • Help identify training needs in the sales organization, and recommend training opportunities in cooperation with Human Resources in accordance with team members' individual competence structure, defined position needs, and cross-training requirements to increase the company's performance
  • Guide, support, and mentor more junior team members to ensure maximum sustainable motivation for their tasks and duties and create passion for Freudenberg
  • Monitor performance development of all direct reports by defining and constantly observing appropriate Key Performance Indicators (KPI) and fulfilling requirements of the Performance Evaluation System of Freudenberg U.S.
  • Define individual targets related to defined KPIs of the position and additional specific objectives (if any) necessary to fulfill company objectives of Freudenberg U.S.
  • Contribute to the optimization of the variable compensation model in cooperation with Human Resources for eligible positions to ensure maximum motivation, achievement of company goals, and cost efficiency
  • Stimulate a prudent spending attitude that will drive cost reduction whenever combinable with achieving business objectives of Freudenberg U.S.
  • Actively participate in major total company decisions and their execution as part of the Executive Management Team
Reporting Responsibility:
  • Log all activities and progress in the Freudenberg US CRM system (SAP C4C): accounts, leads, opportunities, activities, customer visits, and other key sales information. Ensure all CRM data is kept up to date
  • Provide weekly inputs to the S&OP Process, and contribute to the monthly financial forecasting process
  • Define and execute regular reports that summarize overall performance development of Performance Contracts and Key Accounts, with break down to major analytic dimensions (e.g. customer, employee, product, regional performance)
  • Immediate reporting of major opportunities/risks, positive or negative performance development, financial impacts, improvement possibilities, mistreatment of Freudenberg's behavioral and management guidelines or any other important fact related to the market and organization of Freudenberg U.S. (with special regards but not limited to Performance Contracts and Key Accounts)
  • Provide appropriate resource planning (employees, investments, others) including sufficient justification related to business objectives and financial effect
  • Provide proposal for individual target setting and fulfill self-evaluation requirements of Freudenberg's Performance Evaluation system
  • Provide regular positive or negative feedback to support continuous improvement of superior, peers, and direct reports
Qualifications:

Required:

  • B.S. Degree or equivalent industrial experience
  • 15 years sales experience
  • Practical knowledge of sales management in an industrial manufacturing business
  • 5-7 years Alliance experience: ability to create strategic plans, ability to analyze RFQs with a view on maximum profitability, ability to negotiate with the Alliance customer until deal completion, and ability to successfully and profitably run Alliances, including efficient performance reporting
  • 5-7 years Key Account Management experience

Preferred:

  • MBA or advanced degree
  • Practical experience with CRM systems (SAP C4C a plus), and able and willing to act as a champion of the CRM solution
  • Excellent analytical and problem-solving skills
  • Excellent MS Office suite (MS Excel, MS PowerPoint primarily) skills
  • Demonstrated analytical capabilities sufficient to be an effective problem solver
  • Sufficiently detailed knowledge of inventory control processes and other processes needed to successfully execute critical P&L responsibilities
  • Demonstrated inter-personal skills to be effective team member and leader of people.

Working Conditions:

  • Travel, which may be extensive at times, is a requirement for this position.

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