Sr. Manager

6 months ago

Houston, United States Freudenberg Full time

Empowering people, creating technology.

Responsibilities:

JOB FUNCTIONS:

Contribute to making EagleBurgmann US a great place to work

Generate profitable aftermarket sales growth in US market according to the company’s Strategic and Annual Business Goals / Objectives

Support global sales development of EagleBurgmann in the area of Performance Contract Management (primarily Alliance Management) and Aftermarket Key Accounts in USA to generate sales for EagleBurgmann US or possibly other EagleBurgmann entities

Monitor market requirements, customer satisfaction and competitor trends, and derive actions to generate maximum competitive advantage for EagleBurgmann

Develop customer relationships with maximum commitment to EagleBurgmann 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 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 companies 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 EagleBurgmann 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 EagleBurgmann

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 EagleBurgmann U.S.

Define individual targets related to defined KPIs of the position and additional specific objectives (if any) necessary to fulfill company objectives of EagleBurgmann 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 EagleBurgmann 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 EagleBurgmann 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 EagleBurgmann’s behavioral and management guidelines or any other important fact related to the market and organization of EagleBurgmann 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 EagleBurgmann’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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