Scope: Responsible for organizing and executing the global sales approach to successfully achieve preference for Amarillo Gear Company products at key Channel Partners, End Users, Engineering Firms, and other market influencers.
Qualifications:
Bachelor’s or Master’s degree in business, engineering or manufacturing operations preferred, however, 10+ years’ experience in a Product Management, Business Development, Project Management or Technical Sales role within the industrial manufacturing sector will be considered.
Travel: Ability to travel ~50% of the time, occasionally internationally
Responsibilities:
Outside Sales & Business Development – Organize and coordinate all AGC Product Sales and promotion activities focused on Channel Partners, End Users, Engineering Firms and other specification influencers
- Define and regularly update a Target Accounts List by industry, customer type and country / region. Prioritize the list to focus efforts on the accounts that will deliver the greatest return on investment and efforts.
- Create, coordinate and execute a plan to generate leads, build relationships, qualify prospects, and increase AGC industry network.
- Develop and execute a Channel Partner sales visit plan to maintain a regular and consistent F2F presence.
- Function as the primary point of contact for the negotiation of contracts, special projects and long-term agreements across all customer accounts.
- Lead efforts to negotiate and successfully achieve Long-Term purchase and / or Loyalty programs with key accounts.
- Participate with AGC Sales Operations Manager and Director of Sales and Marketing to develop, refine and expand our value proposition messages by applying industry knowledge and VOC collected from the market and accounts.
- Create new and tailor existing AGC value proposition presentations to be delivered to target accounts with a focus on the delivering on specific customer needs.
- Participate in AGC quarterly 80/20 analysis activities and provide suggestions and direction on solutions to leverage core products, service and resources towards the most critical customers and markets.
- Lead and execute efforts to deliver AGC value proposition messages via F2F meetings, formal lunch-and-learn presentations, industry association presentations, or any other venue where AGC value messages would be appropriate for receipt by the market Channel Partners, End Users, Engineering Firms or other Influencers.
- Develop a VOC capture plan and execute regular and reoccurring events with key accounts.
- Engage with AGC Technical, Operations and Financial teams to appropriately resolve customer complaints and warranty claims.
- Capture, document and distribute all collected competitor’s technical or commercial information to AGC commercial, technical and management groups.
- Along with AGC Engineering and Commercial teams, identify and engage within key industry organizations (i.e. CTI, ASHRAE, ACC Users Group, AGMA, etc.) and participate in the development / execution of a plan to best represent Amarillo Gear.
- Identify key industry trade shows and conferences and define a plan, to be approved by Director of Sales and Marketing, for our participation as an Exhibitor or Attendee.
- Participate in AGC annual budget development process.
- Be a key contributor and participant within the development of AGC SMM (Strategic Marketing Management), and Strategy Deployment (X-Matrix) planning activities.
- Prepare regular and recurring Reports, and any other occasional or nonrecurring reports requested by Management. Including but not limited to, sales forecasts, sales call reports, order win-loss analysis, project funnel data, and customer satisfaction.
Sales Funnel Management – In cooperation with AGC Sales Operations Manager, create, manage and regularly update a global Project Opportunity List.
- Develop and maintain an approach to identify and prioritize key projects and develop and execute a sales plan to drive AGC preference and specification for each.
- Ensure AGC is an approved vendor at a minimum, and in best case, is the preferred or specified vendor for the project.
- Leverage existing or new End User and Engineering Firm relationships to identify and validate a strategic CAPEX project funnel for the Power and Data Center markets. Create and execute a plan to deploy sales efforts to drive preference for AGC products on the most critical and ensure Channel Partners award contract to AGC.
Skills & Abilities:
- Ability to listen, write, and speak effectively and clearly
- Develop and deliver effective presentations
- Efficiency with Microsoft Office tool suite, especially Excel, Word, PowerPoint and Outlook
- Effective interpersonal skills
- Comprehension of legal contracts and experience in managing / negotiating terms
- Effective negotiation skills
- Demonstrates customer service skills
- Adequate aptitude and comprehension of technical concepts
- Demonstrates problem solving skills
- Ability to manage multiple assignments and tasks, set priorities, and adapt to changing conditions and work assignments
- Ability to effectively think, speak and act without preparation
- Ability to create and maintain professional relationships within all levels of the organization (peers, work groups, customers, supervisors)
- Ability to influence internal and/or external customers
- Ability to maintain confidential information
- Ability to work independently and as a member of a team
- Ability to work within tight timeframes and meet strict deadlines
- Demonstrates time management and priority setting skills
- Flexibility to operate and self-driven to excel in a fast-paced environment
- Understanding of services, costs, pricing and value required
Following receipt of a conditional offer of employment, candidates will be required to complete additional job-related screening processes as permitted or required by applicable law.
