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Market Development Manager

1 week ago

Toledo, Ohio, United States Mid-State Machine Full time
Job Description Job Description

Job Summary:

As a Market Development Manager, you will bear the most critical responsibility within the company through one of the most essential, influential, and rewarding positions

You will be tasked with developing and refining the go-to-market approach that ensures alignment of Customer and Prospect needs with the tremendous capabilities of the Midstate Industrial Maintenance family of companies. While meeting the needs of our valued current customers the field market development team will execute your strategy that includes the expansion of our client base, and the extension of company reach into new geographies. Your success will be assured by strategically deploying company resources to solve complex maintenance and construction needs in an efficient and profitable manner.

The Market Development Manager {MDM} will be assisted by a team of Field Market Development Managers {FMD}in the execution of your winning strategy that increases profitable revenue and vertical market segment share.

Key Responsibilities:

  • Define a vertical market segment (go-to-market approach) as it relates to an industrial user's maintenance, re-construction, or new construction needs.
  • Develop a comprehensive business plan and corresponding budget that delivers profitable sales growth in your Industrial Market Segment.
  • Generate demand for Midstate Services and Products within your assigned Industrial Market Segment.
  • Repetitive and frequent contact with existing and future customers to present how MSIM can meet their needs.
  • Lead and support assigned FMDMs in the execution of client/customer development and sales generation in key and strategically identified accounts, both new and existing.
  • Adhere to establish key performance indicators (KPIs) to track the effectiveness of market development strategies and FMDM performance to same.
  • Monitor overall performance of FMDM and offer ongoing feedback and direction where necessary. Communicate positive and constructive feedback and make difficult decisions when needed.
  • Support FMDM's with customer visits and presentations when needed to deliver the sale.
  • Conduct regularly scheduled FMDM team meetings to promote collaboration, innovation, and support amongst peers. Ensure consistency of messages.
  • Ensure the development and execution of plans that drive constant contact with existing customers and key prospects at multiple levels throughout an organization for self and assigned FMDM.
  • Deliver effective pursuit and capture of profitable revenue opportunities for self and assigned FMDM.
  • Develop and maintain deep-rooted relationships at multiple levels within multiple customer organizations in assigned industrial market segment for self and assigned FMDM.
  • Produce consistent and accurate sales and forecasting reports to ensure organizational preparedness.

Education

  • Bachelor's degree is preferred -or- +10 years of industry experiences in lieu of degree.

Experience

  • Experience in the industrial maintenance industry with industry contacts.
  • 5 – 10 Years experience in industrial sales, or market development roles.
  • 2+years of experience leading other B2B sales or market development personnel.
  • Experience in any of the following industries in power generation and/or mining is favorable.

Knowledge Skills & Abilities

  • Exceptional work ethic and drive to succeed.
  • Execution and results mindset.
  • General knowledge of heavy industrial markets is preferred.
  • Intermediate computer skills required in Microsoft Office.
  • Ability to thrive in a fast-paced, exciting, and demanding environment.
  • High aptitude strategic thinker with a demonstrated history of success.
  • Inquisitiveness with a keen ability to research, learn and apply findings.
  • Excellent people management and development skills.
  • Ability to deliver results through oneself and others.

Work Location and Travel

  • Remote office work depending on location.
  • The main office is located at 2730 Mine and Mill Road, Lakeland, FL.
  • Overnight travel to customer sites and corporate offices is required.
  • Days and hours of work may vary at times to include some evenings and weekends.

Base employment requirements include:

Talk/Hear: The ability to listen to and understand information and ideas presented through spoken words and sentences. The ability to communicate information and ideas in speaking so others will understand.

Speech: The ability to speak clearly so others can understand you. The ability to identify and understand the speech of another person.

Writing: The ability to read and understand information and ideas presented in writing. The ability to communicate information and ideas in writing so others will understand.

Problem Sensitivity: The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.

Deductive Reasoning: The ability to apply general rules to specific problems to produce answers that make sense.

Vision: The ability to see details at close range (within a few feet of the observer).

Category Flexibility: The ability to generate or use different sets of rules for combining or grouping things in different ways.

Inductive Reasoning: The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).

Information Ordering: The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).

Must be legally authorized to work in the United States.

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