Manager, Industry Key Account (Northern California)

TERRITORY IS NORTHERN CALIFORNIA

CANDIDATE MUST BE LOCATED IN

OVERVIEW OF THE POSITION:

Manages and develops relationships with industry key customers driving profitable sales

RESPONSIBILITIES OF THIS POSITION - SALES:

• Ability to generate profitable growth by developing and implementing sales development plans for target accounts in assigned industry.
• Build and maintain relationship with key decision makers at commercial and technical functions at corporate level and in the various plants with the target to identify and manage major projects / growth opportunities, supported by "local area sales managers" handling the day-to-day site activities.
• Maintain responsibility for sales objectives at the accounts, as well as for reaching targets as defined and agreed upon in the account plan.
• Monitor and report the success of the accounts, propose corrective actions.
• Technical and commercial management of projects.
• Overall project management of identified key projects through high level technical and commercial skills.
• Immediate and continued reporting of new and running projects to ASM to avoid internal competition.
• Provide industry specific market input and application expertise.
• Seek understanding of competition activities.
• Understand specific customer needs and shares with ASM.
• Support ASM in target customer segmentation.
• Understand and share the target customer dynamics and decision making processes.
• Apply pricing strategy.
• Broad functional experience in areas of strategic planning, sales, marketing, market development, planning, and promotions.
• Attend training seminars in North America and Europe to develop knowledge of new products and applications.
• Assume the leadership role in justification and direction of new product/market development programs
• Appraise competitive product advantages and disadvantages
• Any other duties as assigned
• Willingness to travel upwards of 70%

COMPETENCIES/SPECIFIC EXPERIENCE OR TRAINING PREFERRED:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements/preferences listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Preferred - Bachelors Degree in Business Administration, Marketing or Engineering
• Preferred - 5 years experience in sales and/or marketing of industrial sales directly to OEMS, End users and Distribution
• Preferred - High Competency with technical, marketing and customer service issues relevant to Conveyor and conveying systems
• Required - Ability to read, write, speak and comprehend English
• Preferred - High Competency with MS Word, Excel, PowerPoint, CRM / ERP Applications
• Preferred - Experience in marketing and selling engineered products in a multiple level environment