Full Job Description
SUMMARY: Under the general direction of the Director, Strategic Business & Industry Development, this individual is responsible, at a Regional level (i.e. Americas), for growing and maximizing LAPP's revenue in a designated industry, as well as for developing sales with few selected Key Accounts in the same designated industry. He/she will be responsible for developing and implementing a vertical industry plan, including activities with Sales, Marketing, Product Management, and other departments as necessary. Overall responsibility for achieving quarterly and annual sales targets for a designated industry.
ESSENTIAL DUTIES AND RESPONSIBILITIES - include the following. Other duties may be assigned.
• Overall responsibility of the vertical market regional sales performance (industry segment turnover and profitability)
• Ownership of a few selected Key Accounts from the selected vertical market and responsibility for growing sales in those accounts.
• Develop and implement a strategic industry plan, to include activities with Sales, Marketing, Product Management, Business Development, and other departments as necessary.
• Implement market strategies to achieve sales targets, expand market share, and collaborate to increase value add products and services.
• Identify, prioritize, and collaborate in managing pipeline and growth opportunities within the selected vertical industry for Lapp USA.
• Monitor and work closely with the sales organization, including the Channel team to qualify, develop and manage revenue opportunities at strategic accounts.
• Participate in cross-functional team meetings to ensure cohesiveness and coordinated market approaches.
• Deliver market inputs (commercial & strategic perspective) into the 5 Year Integrated Roadmaps.
• Gather and provide market information (market size, market growth and pricing)
• Monitor and analyze sales performance metrics, market trends, and competitor activities.
• Identify and analyse the main competitors and develop sales actions to win their customers.
• Stay current with regards to market prices, new products, sales tools, product innovations and market trends within the vertical industry.
• Analyse, interpret and report regularly on significant industry events and trends.
• Development of marketing and sales materials for the industry segment; identify and participate in trade shows, conferences and industry events.
• Develop and implement industry training and coordinate advanced product training with Product Management and Sales.
• Build long-term customer relationships and expand network across technical, commercial, operational and executive levels.
• Embrace the LAPP Sales Effectiveness Program culture (territory planning, account management and proven selling skills techniques) as the foundation of success.
• Develop and maintain open lines of communication with the sales organization, cross-functional department leaders, core management team, and parent company and subsidiaries for international accounts.
• Adjust strategies and tactics based on performance data and market feedback.
SUPERVISORY RESPONSIBILITIES: This role does not have immediate supervisory responsibility, but it may evolve. There is a strong dotted line performance criteria with cross-functional team members.
COMPETENCIES:
• Strategic and analytical skills, combined with solid communication ones (oral & written), to derive a relevant industry strategy from the big picture, and efficiently communicate it and implement it through the different stakeholders.
• Skilled communicator with positive conviction both oral & written. Can present effectively to internal and external stakeholders in a group or individual basis.
• Solid networking, technical, and selling skills, to support success at the selected Key Accounts.
• Self-directed with high level of self-initiative and sense of urgency in completing tasks with detail and accuracy in work product.
• Possesses an innate drive for success.
• Ideally, has a proved track record of successful Vertical Industry Management.
• Able to perform in a matrix environment, collaborating well with cross-functional teams at all levels with focus on quality and service.
• Ability to manage many and changing priorities while meeting critical business commitments.
• Proven technical experience and industry background; Continuous building of knowledge and skills by undertaking self-development activities.
• Strong project management skills - able to develop workable implementation plans and is able to prioritize and plan work activities independently to achieve set milestones and expected outcomes.
• Possess confidence and courage to effectively make decisions and gain trust from stakeholders. Understands business implications of decisions.
• High level of work ethics and working knowledge of company policies and procedures, to uphold LAPP organizational values.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
QUALIFICATIONS AND EDUCATION 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.
• Bachelor's degree from an accredited 4-year college or university; degree in Industrial Engineering, Electrical Engineering or similar (preferred)
• Minimum of 3 years industry experience and knowledge.
• Working knowledge of wire, cable, and its applications.
• Strong proficiency with digital tools and remote selling technology (Teams and equivalent)
CERTIFICATIONS, LICENSES, REGISTRATIONS: None
LANGUAGE SKILLS: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Proficient in the English language. Additional languages are a plus
MATHEMATICAL SKILLS: Ability to work with mathematical concepts, financial ratios, and business equations. Basic financial knowledge and competence as it relates to the business environment. Possess strong analytical skills.
COMPUTER SKILLS: To perform this job successfully, an individual should be proficient in Microsoft Office Suites (Power Point, Excel, Word)
TRAVEL REQUIREMENTS: Travel as required.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. 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 occasionally exposed to moving mechanical parts. The noise level in the work environment is usually moderate.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. 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; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to stand and walk. The employee is occasionally required to reach with hands and arms. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception and ability to adjust focus.
COMPENSATION: After thorough market analysis, LAPP takes many factors into consideration when determining base salary such as experience, knowledge, skills, abilities, etc. of the candidate. The base salary range for this role is $145,000 - $155,000 plus participation in LAPP's bonus plan. We also offer a comprehensive benefits package including Medical, Vision, Dental, Paid Time Off, Paid Holidays, 401(k), HSA/FSA, Life Insurance, and more!
