Sales Manager

POSITION SUMMARY:

Sales Leader is responsible for the entirety of their assigned market and assigning National Accounts. They plan and execute the penetration of designated National and Key Accounts with HARTING products and technologies, achieving budgetary and medium-term sales goals. The Sales Leader manages and develops Key Account Managers, Associate Key Account Managers, and Field Sales Engineers to fulfill their roles and achieve financial goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Ensure the organization's vision is clearly understood, and each team member understands how they contribute to it.
• Develop direct reports to leverage their comparative advantages, maximize competitive advantages, drive growth, and fulfill 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, reporting to leadership teams quarterly.
• Map manufacturing plants, design and decision-making centers, supply chain methods, subcontractors, contract manufacturers, and distributors associated with designated key accounts in the market.
• Evaluate the overall connectivity market potential and determine competitors' market share on an ongoing 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 the market, with management support.
• Develop business relationships at the highest possible levels within key accounts and major sub-contractors to cement company-to-company relationships and gain early access to future business.
• Closely coordinate all project activity with Market Development Management and Product Management to ensure an efficient two-way flow of information between HARTING and corporate divisions regarding product development, evaluation of potentials, and international coordination.
• Design HARTING products into account equipment and automation lines by working closely with customers' engineering and supply chain personnel to gain approval for corporate specifications or individual project approval.
• Review plans and other customer and industry standards to develop cost-effective solutions using HARTING products.
• Analyze and propose changes in equipment, processes, or use of materials or services that would result in cost reduction or improvement in operation.
• Provide technical training to employees of clients as needed.
• Prepare monthly reports to HARTING management on sales activity and forecasting monthly sales, prepare annual forecasts, and medium-term goals for planning purposes.
• Represent HARTING at tradeshows related to account business.
• Maintain a timely and reliable record of all account activity in CRM.
• Perform other duties as assigned.

EDUCATION AND/OR EXPERIENCE:

• Bachelor's degree in Engineering (BSEE, BSME) from an 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.
• Literacy in using Microsoft Office programs and good to excellent computer skills.
• Prior knowledge and use of CRM, SAP preferred.

OTHER QUALIFICATIONS:

• Able to travel up to 80% of the time.
• Valid passport required for occasional international travel.
• Must possess a valid driver's license, adequate vehicle, car insurance, and good driving record.

LANGUAGE SKILLS:

• Able to read, analyze, and interpret engineering drawings, specifications, general business periodicals, professional journals, technical procedures, or governmental regulations.
• Able to write reports, business correspondence, and procedure manuals.
• Able to effectively develop presentations, present them, and respond to questions from groups of managers, customers, and the general public.

MATHEMATICAL SKILLS:

• Able to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.

REASONING ABILITY:

• Able to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
• Able 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 ENVIRONMENT:

• 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.