STRATEGIC MARKET MANAGER

Experience with Compact Construction or Construction Equipment
Strategic Market Manager maintains specific knowledge of customer applications and needs as well as related trends in the assigned market segment.
Works in close coordination with North American product marketing directors to investigate, define and propose medium to long-term opportunities.
Makes presentations to Senior-level Management for supporting product lines related to assigned market segment such as new product solutions, product improvements and business activities to increase sales and market share.

Responsibilities:
• Coordinate and analyze industry information to support the investigation of opportunities for product development.
• Develop and maintain an expert level of knowledge for the assigned market segment through formal training and field activity.
• Identify need for new product development as well as improvements to existing product within assigned market segments which is aligned with Corporate strategy statements and as directed by the Product Marketing Directors who represent several North American businesses.
• Provide market requirements to engineering product development and negotiate the correct balance of quality, cost and features.
• As the Subject Matter Expert of the market segment, maintain knowledge of the customer and dealer needs as well as related market trends and competitor activity.
• Serve as the collective representative of the market requirements in product development projects including the communication of customer/dealer needs and the negotiation of cost/feature balance.
• Provide information for all commercial departments to create awareness of product solutions and how they meet customer requirements to deliver an aligned solution to the market through all north American marketing activities.
• Maintains professional and technical knowledge by attending workshops, reviewing professional publications and professional societies.

Qualification

• Bachelor’s Degree in Engineering, Marketing, or related field preferred:
o In lieu of a degree 10 years’ experience in related product management experience required.
o With a degree at least 7 years’ experience in related product management experience required.
• Ability to work cross functionally with various business teams.
• Demonstrated experience with Project management within marketing and engineering groups.
• General understanding of off-road technologies such as telematics, vehicle electrification, and automation preferred.
• Proficient using Microsoft Word, Excel, G Suite, and PowerPoint
• Willingness to travel, including international, up to 30% of the time.
• International cultural experience is a plus.

New Business Development Sales Manager

Hybrid 2 days home 3 days office

Job Description Summary

The Sales Manager is responsible for developing and maintaining sales for existing customers as well as generating new markets. This position requires you to develop strategic plans that coincide with market trends, corporate goals, and objectives. This position is the “window” and direct link for all activity and communication between distributors, OEM customers and Corporate Head office.

Responsibilities

Market Research and Analysis:
• Assist the New Business Development team to conduct thorough market research to identify emerging trends, potential markets, and competitive landscape.
• Analyze data to identify opportunities for business expansion and growth.
• Provide sales and technical expertise for trade shows, exhibitions and assist distributors with sales programs and promotions
• Maintain up-to-date understanding of industry trends, technical developments, and competitive activity that affect current and future markets
Lead Identification:
• Key role to Identify and evaluate potential business leads, partnerships, and new markets.
Strategic Planning:
• Collaborate with New Business Development team members to develop strategy and presentation materials for meetings with prospective OEMs.
Converting leads into projects:
• Create new leads based on strategic plans.
• Support the conversion of the leads into actual projects. Transition the project to other sales & engineering teams as required.
Relationship Building:
• Establish and maintain strong relationships with potential partners, clients, and stakeholders.
• Manage assigned OEM and distributor’s business activity in a professional and profitable manner
• Maintain direct contact with distributors, DOEMs, and direct OEM accounts regularly
• Solicit new business and expand current business with your assigned distributors or within a given market segment
• Consult with distributors and OEM customers to define market needs and analyze data
Cross-Functional Collaboration:
• Work closely with marketing, sales, new product implementation, and other departments to ensure alignment and successful execution of new business initiatives.

Qualifications:
• Bachelor’ degree in Engineering, Industrial Technology, or Sales and Marketing
• 10+ years sales experience selling industrial engines or a similar product at the wholesale level
• Ability and desire to develop both new DOEM and OEM business
• Ability to develop and maintain relationships with distributors
• Strong negotiation and closing skills, energetic, and have a strong desire to succeed in sales demonstrated
• Thorough understanding of engine operation, application, and specifications
• Basic understanding of warranty, and warranty adjudication
• Basic knowledge and understanding of the OEM industry
• Have a working knowledge of Word and Excel
• Ability to utilize SAP for business analysis
• Travel is both expected and required, expect to travel on a weekly basis often overnight on an as needed basis, international travel while infrequent is also expected and required

Job Description:

Regional Area Sales Manager

Managing existing account and Cold-calling new customers OEMs and Distributors and closing technical sales
Recommending and specifying new products and services
Maintaining and expanding existing customer base thru direct sales and distribution sales channels
Identifies market potential by qualifying accounts.
Initiates sales process by scheduling appointments; making initial presentation; understanding account requirements.
Closes sales by building rapport with potential account; explaining product and service capabilities; overcoming objections; preparing contracts.
Expands sales in existing accounts by introducing new products and services; developing new applications.
Contributes information to market strategy by monitoring competitive products and reactions from accounts.
Recommends new products and services by evaluating current product results; identifying needs to be filled.
Meets regional sales objectives.
Establishes sales objectives by creating a sales plan and quota for each state in support of regional objectives.
Maintains and expands customer base by expanding and training distribution channels; building and maintaining rapport with key customers; identifying new customer opportunities.

EXPERIENCE

A minimum of 3-5 years of outside sales experience with a proven performance history.
Ideal candidate will possess strong technical skills (electrical / mechanical) and hold a technical diploma/degree
Experience with Technical product (Sensors, Motion systems, control systems, RFID, Machine Vision, Industrial Networking process control and factory automation solutions)
Able to work in a fast paced environment.

SUMMARY:

Area Sales Manager is responsible for greater Toronto West area, including Muskoka region and environs. The Area Sales Manager will be responsible for growing sales of comprehensive offering of automation products and solutions with a focus on defined key industries.

KEY RESPONSIBILITIES:
 Develop and maintain value-based relationships across the customer’s organization to include operations, engineering, sales, marketing, estimating and executive management
 Gather and assimilate knowledge of the customer’s business, competitors, and internal processes.
 Utilize strong sales processes including account planning, sales strategy development and execution to generate/develop strong consistent growth from assigned account list
 Focus on high-tech product offering and solve sensor applications where necessary
 Develop and maintain value-based relationships across global organization to include business development, operations, engineering, sales, marketing, and executive management to aid in global coordination of projects
 Leverage the strengths of the appropriate fulfillment channel to maximize value and minimize cost
 Generate cost-saving ideas and document their impact on the customer’s business objectives
 Effectively present the total cost of ownership for integrated architecture
 Maintain knowledge of competitors' strengths and weaknesses to include both product and channel.
 Fully comply with expectations for the use of all internal business systems: SAP, Business Warehouse (BW), C4C (cloud for customer). etc.

KEY REQUIREMENTS/QUALIFICATIONS:
 Technical, post graduate degree with 3 - 5 years of industrial automation sales experience and solid, local market knowledge; Hunter/Qualifier sales profile.
 Proven track record of successful, complex, high-level negotiations
 Familiarity with all levels and functions of current and future plant-floor automation architectures
 Solid proficiency with MS Office and virtual meeting tools, such as MS Teams, Zoom, etc.
 Excellent written, verbal and presentation skills (to include both large and small groups)
 Must be able to effectively function in a team environment.
 Candidate will be expected to travel throughout the territory visiting with customers & distributors
 Overnight travel is required (approximately 10-15%, including HQ Training & Meetings).
 Occasional travel to the U.S. for training, sales meetings may be necessary. All applicants must be legally eligible to enter the U.S.
 Resides in the above defined geographic area.

Sales Manager - OEM

Job Description

Exact Match Recruitment is a strategic recruitment partner focused on connecting experienced Professions with exceptional Employers across Canada and the USA. Our Client, a global OEM in the equipment industry, is currently looking to hire an experienced Sales Manager to join their team in the Northern Chicago Area.

The Sales Manager is responsible for developing and maintaining sales for existing OEM customers as well as generating new markets. This position requires you to develop strategic plans that coincide with market trends, corporate goals, and objectives. This position is the “window” and direct link for all activity and communication with OEM customers

Duties and Responsibilities

· Manage assigned Direct OEM business activity in a professional and profitable manner

· Maintain up-to-date understanding of industry trends, technical developments, and competitive activity

· Develop sales targets and market share goals annually

· Develop sales and marketing forecasts for each direct OEM in accordance with meeting assigned objectives

· Manage and grow relationships with existing OEM accounts as well as develop new OEM business

· Consult with customers to define market needs and analyze data

· Identify underperforming customers and develop strategies and plans to grow this business

· Monitor direct OEM inventory levels

· Perform audits, responsible accounts receivable, and collection efforts

· Provide sales and technical expertise for trade shows, exhibitions and assist with sales programs and promotions

· Demonstrate equipment as needed

Qualifications:

· Bachelor’ degree or diploma in Engineering, Industrial Technology, or Sales and Marketing

· 5-10+ years sales experience selling engines or a similar products, components and parts

· Proven success managing, growing and developing new accounts

· Knowledge and understanding of the OEM industry

· Knowledge of engine operation, application, and specifications strongly preferred

· Experience with SAP preferred

· Strong commutation and negotiation skills

· Weekly travel is both expected and required, overnight on an as needed basis. International travel, while infrequent, is also expected and required

Dealer Development Manager


Job Description Summary

• This Dealer Development Manager (DDM) will work collaboratively with the Service Network to create a sustainable and measurable Service Dealer Performance Strategy. The DDM is responsible for the ownership and execution of the 1–5-year strategic plan. This plan will focus on development of a comprehensive blueprint for Distributors and Dealers to improve overall Customer Experience through Service and Training resulting in overall Market share penetration through customer retention. This position will also be responsible for the growth and development of future department staffing to achieve this plan. The DDM is a change agent that is constantly challenging the status quo and implementing new initiatives to achieve plan objectives. The DDM is the professional liaison between Distributors and their Dealers, as well as Distributors direct OEM’s in the communication of issue resolution and planning of corrective actions. Oversite of Dealer Development Engineers/Specialist


Responsibilities
• Consult with Distributors, Dealers, OEM’s, and Upper Management on Dealer Network issues and provide recommendations for improvement
• Responsible for the strategic 1-5 year Service Network improvement plan by identifying deficiencies and strengths in the current network
• Responsible for Dealer onboarding process and ongoing account maintenance. Maintains the master dealer list
• Implement and execute new initiatives that align with improved strategies to include improvements to dealer onboarding, Distributor and Dealer technician development, network systems education and utilization, and process adoption.
• Create Dealer metrics and dashboards to track incremental improvements and overall Service Performance, including KPI’s and NPS and Dealer/Distributor Surveys.
• Responsible for Distributor KPI program.
• Develop innovative ideas that will result in incremental or dramatic improvement to the Customer Service experience, engagement, and commitment to continual improvement in all areas of responsibilities.
• Identify Training opportunities for the Service Network to improve all aspects of operation.
• Insure all documentation and process follow ISO-9001 standards.
• Maintain service area heat map.
• Create process and documentation for department operations.
• Interact with and improve Rental Customer Service and support experience.
• Identify best in class part inventory strategy to improve inventory turns and minimize time down for repairs.
• Create and implement a universally similar experience for our customers.
• Identify new partner opportunities, and rewards for current partners.
• Establish work procedures and processes that support company and departmental standards, procedures, and strategic directives.
• Establishes and communicates a training plan for staff to maintain an up-to date training force.
• Prepare and manage department budget.


Qualifications:
• Bachelor’s degree in business with 5 years related experience, or
• 10+ years in Distributor B2B and Dealer service development business structure.
• Six Sigma Black Belt Preferred
• Ability to develop and recommend strategic plans, annual budgets, and technology improvements.
• Personnel management skills in planning, assigning, directing work, coaching and mentoring for development.
• APQP, 5s, Six Sigma quality tools
• Supplier warranty recovery
• Process value mapping
• Intermediate knowledge of word processing and presentation applications and advanced knowledge of spreadsheet applications
• Working knowledge of SAP and use professional use of Excel and Power BI.
• Ability to travel approximately 65% % of the time, possibly with last minute notice, travel internationally.