POSITION SUMMARY:
Sales Leader is responsible for the entirety of their assigned market and is responsible for assigning NAT accounts. Plan and execute the penetration of designated National and Key Accounts with the full range of HARTING products and technologies and achieve budgetary and medium-term sales goals. Manage and develop Key Account Managers (KAM), Associate Key Account Managers (AKAM), and Field Sales Engineers (FSE) to allow them to fulfill their roles and achieve financial goals.'
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:
- Ensure organization and team’s vision is clearly understood and each team member understands how they will contribute to the vision.
- Develop direct reports to allow them to leverage their comparative advantages to maximize their competitive advantages to drive growth and fulfillment within their roles.
- Provide ongoing feedback and coaching to ensure direct reports are clear on focus development areas.
- Continuously review succession planning.
- Develop and implement market strategy plans and report to leadership teams quarterly.
- Map network of manufacturing plants, design and decision-making centers, supply chain methods, subcontractors, contract manufacturers and distributors associated with the designated key accounts for your market.
- Evaluate the overall connectivity market potential and determine the market share held by competitors on an on-going basis.
- Propose and execute medium to long term penetration plans to maximize HARTING’s share of potential and identify profitable new product development opportunities for your market, with management support.
- Develop business relationships at the highest possible levels within both the Key Account as the major sub-contractors, to cement the company-to-company relationships and early access to future business.
- Closely coordinate all project activity with both Market Development Management as well as with Product Management so as to ensure an efficient two-way flow of information between HINA and the corporate divisions and departments regarding product development, evaluation of potentials and international coordination, as needed.
- Design in HARTING products into Account’s equipment and automation lines by working closely with customer’s engineering and supply chain personnel in order to gain approval for corporate specifications or individual project approval.
- Review plans, and other customer and industry standards to develop and prepare cost effective solutions utilizing HARTING solutions.
- Analyze and propose changes in equipment, processes, or use of materials or services which would result in cost reduction or improvement in operation.
- Provide technical training to employees of client as needed.
- Prepares monthly reports to HARTING management on sales activity and forecasting monthly sales and prepare annual forecasts and medium-term goals for planning purposes.
- Represent HARTING at tradeshows related to Account’s business.
- Maintain a timely and reliable record of all Account activity in CRM.
- May perform other duties as assigned.
EDUCATION and/or EXPERIENCE:
- Bachelor’s degree (B.S.) in Engineering (BSEE, BSME) from accredited four-year college or university;
- Five or more years of experience and/or training in technical solutions selling; or equivalent combination of education and experience.
- Must be literate in using Microsoft Office programs and possess overall good to excellent computer skills.
- Prior knowledge and use of CRM, SAP preferred
OTHER QUALIFICATIONS
- Ability to travel up to 80% of time.
- Valid passport required for occasional international travel
- Must possess valid driver’s license, adequate vehicle and car insurance, and good driving record
LANGUAGE SKILLS:
- Ability to read, analyze, and interpret engineering drawings, specifications, general business periodicals, professional journals, technical procedures, or governmental regulations.
- Ability to write reports, business correspondence, and procedure manuals.
- Ability to effectively develop presentations, present them and respond to questions from groups of managers, customers, and the general public.
MATHEMATICAL SKILLS:
- Ability to calculate figures and amounts such as discounts, interest, commissions, proportions,
percentages, area, circumference, and volume.
- Ability to apply concepts of basic algebra and geometry.
REASONING ABILITY:
- Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram
form.
- Ability to deal with problems involving several concrete variables in standardized situations.
PHYSICAL DEMANDS:
- Reasonable accommodations may be made to enable individuals with disabilities to
perform the essential functions.
- While performing the duties of this job, the employee is regularly required to sit, and talk or hear.
- The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; and reach with hands and arms.
- Specific vision abilities required by this job include close vision, and ability to adjust focus.
WORK ENVIROMENT:
- The noise level in the work environment is usually moderate.
FUNCTIONS WITHIN IMPLEMENTED QUALITY AND ENVIRONMENTAL MANAGEMENT SYSTEMS:
- To understand the quality policy and objectives for quality.
- Perform duties and responsibilities according to the documented quality system.
- Recommend and implement improvements to activities and processes within the quality system.