Product Sales Manager

Description

ABOUT US:

WECO - A Duravant Company

With over 30 years of optical color and sorting expertise, California-based WECO (Woodside Electronics Corporation) is a world leader in our industry. We have been designing, manufacturing and servicing electronic sorters for more than three decades, and thousands of our units are deployed worldwide. WECO equipment serves several fruit and nut processing sectors: tomato sorting on the harvester, walnut and pecan line sorting and drying, hops kiln moisture monitoring, and small fruit sorting of blueberries, cranberries, olives, coffee cherries and wine grapes.

POSITION SUMMARY:

The Product Sales Manager position reports to the Vice President and works closely with Sales Managers, Engineers and Operations Leaders to grow and support the WECO product line. They will maintain and expand relationships with customers to achieve the company’s business objectives. This will include developing, managing, and executing market and sales plans for the WECO Peanut Vertical Line. They maintain a dynamic understanding of new market opportunities for the company products and services, based on their knowledge of customer pain points and business needs. The Product Sales Manager is also responsible for delivering total equipment lifecycle management services including installation, start-up/commissioning, preventive maintenance, emergency repairs, audits and training. A qualified candidate will be self-motivated, professional, energetic, positive, and disciplined to be able to perform in a time-pressured and intensive work environments.

ESSENTIAL RESPONSIBILITIES:

• Establish and maintain strong relationships with customers.
• Develop and manage the execution of product marketing plans for WECOs’ Peanut Vertical Line, matching customer acquisition and retention strategies to market requirements.
• Work cross-functionally to ensure the alignment of channel strategy, sales processes and tools, marketing communications, and product development plans.
• Identify, size, define success requirements, and prioritize market opportunities for products and services, conducting necessary research including “Voice of Customer” interviews
• Manage market launches for new products and features, working with Technical Product Management (R&D), Sales and Marketing Communications through the company’s New Product Development process
• Create effective value proposition statements and market messaging
• Train and directly support WECO’s Peanut Vertical Line, selling food sorting products and services, including market positioning, value differentiation relative to competitive alternatives, and explaining relevant product technology features.
• Drive the development of relevant sales & marketing tools including customer presentations, marketing collateral, web content and customer value calculators, working with Sales, Service, Application Engineering and Marketing Communications to execute
• Support managing price strategy and pricing tools for food sorting products and services within the product line.
• Monitor, analyze and report on industry and competitive developments
• Write thought-leadership content for marketing communications and PR use
• Reviews information from direct field sales managers/reps and/or international sales representatives to provide equipment quotations to meet customer requirements. Internal WECO specialists may be used as technical guidance resource.
• Reviews drawings, layouts and other customer documents including complex RFQ’s to develop and prepare quotations and pricing for new capital equipment quotes.
• Provide technical and commercial support for field sales where needed. Review customer purchase orders and contracts prior to order entry.
• Works with estimating department to procure accurate and up to date estimates on custom non-price book equipment.
• Conduct training with customer’s personnel to ensure understanding of the sequence of operations, proper functionality, and general maintenance of equipment
• Perform quality control tests on repaired equipment, as needed
• Achieve service delivery goals including response time, first time fix and customer satisfaction rates
• Communicate effectively with field service management and internal service support team to efficiently resolve customer issues
• Provide technical support to customers via phone and email, including off-hour and weekend emergency technical support on a scheduled rotation
• Responsible for timely and accurate documentation of all service activities
• Provide equipment reliability feedback to quality engineering and collaborate on improvements
• Attend training classes and technician meetings as required
• Comply with industry, company and customer safety protocols
• Other duties as assigned.
  
  

POSITION REQUIREMENTS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

Education and/or Experience

• Bachelor's degree or similar field from four-year College or university; or 10 years of related experience and/or training; or equivalent combination of education and experience.
• Strong mechanical and electrical background required
  
  

Skills/Abilities:

• Demonstrated strong strategic marketing, market analysis, business planning and communication skills are essential for success in this role. Prior experience with B2B industrial technology products and services is required. Prior experience with product and service solutions for the food industry is desirable, but not required.
• Able to work with standard software packages for word processing and spreadsheets.
• Knowledge of CAD programs (AutoCAD, Solidworks, Creo) is a plus
  
  

Travel:

• Requires up to 25-50% travel time including internationally. Travel for up to two weeks at a time may be necessary on occasion.