Market Segment Manager – Mobile Engine and Material Handling

Stabilus is a manufacturer and global market leader of hydro-pneumatic adjustment elements (gas springs), hydraulic vibration dampers, hydraulic door checks, and automatic opening and closing systems for doors, trunk lids, and tailgates. Approximately 4,000 employees manufacture to the highest quality and reliability standards in 11 plants around the world. Our products enhance automobiles, furniture, and machines to be safer and more comfortable.

Job Summary:

To achieve our goals, we need to reinforce our team with a Market Segment Manager In this position, the successful candidate will represent Stabilus in the most responsible and professional manner to the industries the Company serves within the Mobile Engine and Material Handling Market Segment. The main objectives of this position are to:

• Achieve the Market Segment sales and profit goals for the MTP
• Identify, develop, and promote key USP for the Market Segment
• Provide accurate sales forecast and market conditions for current FY and MTP requirements
• Prioritize opportunities and direct sales initiatives for new business closure
• Develop Product Portfolio requirements to maximize market growth
• Build market intelligence about customers, competitors, and market requirements
• Supports operational planning and investment with accurate Cap3 business case (CAPEX form)
• Maintain current and comprehensive competitor situation and benchmarking information
• Lead program management methodology for all new business development
• Manage the company business with each commercial account
• Coordinate the sales activities related to the Market Segment

Essential Job Functions:

• Implement Sales and Marketing Programs within the construction market segment to attain sales and profit goals
• Improve market share within the defined market segment
• Maximize sales and profitability with all accounts
• Develop new accounts and manage existing accounts
• Coordinate the technical detail needed to move projects from prototype through production approval and launch
• Coordinate the technical and customer satisfaction activities to maintain the best interests of both company and customer including the IAM.
• Customer Visits, Customer Presentations, Commercial Negotiations
• Prepare updates for weekly management discussions
• Develop recommendations for market, product & pricing strategies. Provide input to customer quotes & deviation requests.
• Knowledge of all Construction Segment products within the Stabilus Group & the ability to apply and design their function into customer products
• Remain current with sales support documents and reports
• Properly cost product and make sure pricing is in line with our margin expectations.
• Implement product portfolio strategy and align the different areas of the organization to strive for sales and profitability
• Prepare and share accurate short- and long-term sales forecast for the market segment
• Problem solve with Customer and Company as required
• Identify and interpret competitive requirements and actions
• Proficiency with contact management programs
• Customer and Expo educational presentations
• Administrative requirements
  1. Daily updates to customer relationship management software
  2. Monthly reports
  3. Input to competitive summaries
• All other responsibilities as assigned by management

Education, Training, Certifications:

• 4-year degree required, Business or technical degree. MBA preferred.

Experience:

• Minimum of three years technical selling experience

Job Knowledge and Skills:

• Software Skills: SAP (optional), Word, Excel, and Access
• Interpersonal Skills: Must be able to communicate effectively with all levels of management and customers
• Supervisor Skills: Intermediate as applied to cooperation with Distribution and Representative
• Initiative: Advanced

Working Condition:

• Work from office/home
• Customer visits required
• 30 – 40% travel expected

Accountability:

• Accountability: The activities of the Market Segment Manager contribute to the overall success of the company in optimizing sales through purchasing and marketing programs, within a defined territory. The associate in this position receives limited supervision from the Regional Business Unit Manager normally in the form of goals and objectives. Responsible for developing and maintaining all commercial relationships within the territory.
• Impact of Errors: The associate in this position is required to make independent decisions of a critical nature relating to sales. Financial Responsibilities of this position will normally manage a sales territory within the range of $2M to $7M.
• Confidential Data: In this position, has access to proprietary product designs, company proprietary processes, and strategic planning information, which would compromise the company if disclosed. Impact of Errors made in planning and sales may negatively affect the company’s overall financial status and ability to meet customer and financial goals.

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.