Sales Manager

POSITION OVERVIEW:

Responsible for guiding/assisting the sales team in researching and developing Sales opportunities, and managing department pipelines, forecasts, and KPIs. Provides customers with technical expertise as to product applications, current and future needs, etc. Uses computer aided design software to develop electrical and product designs for customer quotes. Interfaces with engineering and manufacturing on prototypes. Monitors competitive activity and trends.  Travels to customer locations for follow up, presentations or demonstrations. Works with Marketing to develop material for advertising purposes and white papers. Assists with preparation of trade shows.

• Must understand technology and the market from a technical applications perspective
• Good engineering aptitude, electrical or mechanical (degree preferred but not required)
• Ability to track quotes that are produced on a daily basis
• Ability to follow-up with customers on quotations as well as potential orders
• Capable of being cross trained on all products to enhance Sales possibilities
• Capable of interpreting Customer Specifications
• Capable of performing contract review
• Understands and performs Lean Manufacturing Concepts and Principles

Duties:

• Develop and manage departmental performance measures, including visual controls, and provides regular progress reports to senior management.
• Manage pricing strategy for products to enhance profitability and provide market competitive pricing.
• Develops initiatives and then analyzes costs, activities, operations, and forecasts data to determine the group’s progress toward stated initiatives.
• Works with employees to develop required talent and coordinate training that will keep the product line competitive.
• Interface with customers, engineering, and manufacturing to develop products that meet customers’ current and future needs.
• Manage product portfolio, eliminating obsolete products and championing new products.
• Improve customer service before and after delivery.
• Support negotiation efforts to protect Intellectual Property and Commerciality.
• Able to adapt to rapidly changing markets, management structure, and corporate culture.

QUALIFICATIONS SUMMARY:

6 to 8 years of technical Sales experience with 3 – 5 years leading a Sales team.  Bachelor’s degree in a technical field required, with an MBA preferred.   Understands business.  Effective, persuasive communication skills, both written and oral; ability to respond effectively to the most sensitive inquiries.  Math and measurement skills.  Ability to define and solve complex problems.  Leadership and strong inter-personal skills.  Ability to be an effective trainer.  Superior product knowledge.  Extensive computer skills to include ability to prepare professional presentations. 

• Leadership ability: the demonstrated ability to lead people and obtain results through others is required.
• Planning: the ability to think ahead and plan over long-range time span and prepare action plans to achieve results is required.
• Communication Skills: the ability to successfully interface, both written and orally, on a regular basis with customers, as well as employees and senior management.
• Team Work Skills: Demonstrated ability to work with people in such a manner as to achieve common goals, objectives and group commitments. 
• Decision Making and Problem Solving Skills: Demonstrated ability to take action in solving problems while exhibiting judgments and a realistic understanding of issues.
• Tools: Must be proficient in Microsoft Office Suite and have the ability to master an ERP system.
• The ability to handle multiple tasks and to prioritize their importance is required.

PHYSICAL DEMANDS:

Described here are characteristics representative of those that must be met to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• There may be some physical exertion walking; standing, bending; reaching; carrying of light items. 
• No special physical demands are required to perform the work.

WORK ENVIRONMENT:

Characteristics described here are representative of those an incumbent will encounter while performing the essential functions of this job.  Reasonable accommodations may be made to enable individual with disabilities to perform the essential functions.

• Work environment involves everyday risks or discomforts requiring safety precautions typical of work office and manufacturing environment.  Personal protective equipment provided and to be used in designated areas. 
• Work area is adequately lighted, heated and ventilated.