Development, communication, and execution of industry-focused strategy
Monitoring and tracking of industry and competitive trends impacting assigned markets
Provide a vision of where future business is based on products and/or accounts.
Provide market analysis to upper management for potential growth opportunities while leading our teams towards the opportunities of the future.
Maintaining an accurate status of all major opportunities, including activity history and next actions required
Establishing and building deep cross-functional relationships with targeted customers and industry influencers
Managing the contract negotiation process (price, Ts & Cs) for major customers in assigned markets.
Promotion of the RBC value proposition to the target markets
Works closely with the sales team in establishing distribution incentives where appropriate to drive market penetration.
Acting as the interface between the Customer/Sales, Engineering, and operations to make sure all customer quality, delivery, and performance requirements are met
Tracking data associated with the target market – 1) OPS packages, 2) Sales forecasting for the market, 3) Gap analysis, 4) Top 20 Analysis, 5) Performance compared to plan.
Manage and structure the customer base through either rationalisation or expansion.
Selecting and prioritizing projects to meet sales and profit objectives.
Monitoring the effectiveness of projects implementation through launch review meetings
Managing working capital issues related to the target industry and customers (inventory, receivables).
EDUCATION:
Bachelor’s degree in engineering preferred.
EXPERIENCE:
Minimum 10 years of experience in Business Development, Sales or Sales Management for a manufacturing company
Sales growth in assigned markets(s) ( $ growth and market share growth)
Pricing for contract management
Account margin performance
Customer vitality – Growth from new customers
Customer Responsiveness – On time delivery of products and projects
SKILLS / CERTIFICATIONS:
Bachelor’s Degree preferred.
Strategic thinking and analysis (pricing, market segmentation).
Able to manage/balance competing priorities.
Industry Experience / Knowledge
Must have excellent computer skills, familiarity with AS400 and ASI is a plus.
