PURPOSEThe purpose of the National Industry Manager is to develop and grow SMC sales and market share in a defined Industry Segment. The National Industry Manager will leverage all resources to obtain market share at customer
headquarters, local plants, and OEM's. The National Industry Manger position has planning and administrative responsibilities to ensure market share penetration.
ESSENTIAL DUTIES- Set sales strategy for the defined Industry.
- Manage and support all sales activities related to the defined Industry
- Report market conditions regularly via market report form.
- Provide specific market analysis for defined Industry as needed or requested
- Manage, coach and guide sales professional activity on National account HQ and all sites.
- Utilize SMC resources for Product Promotion
- Guide SMC sales personnel to increase knowledge & opportunities of the defined Industry
- Successfully complete other duties as prescribed by sales management
- Align strategies/tactics to achieve rapid revenue expansion with assigned national accounts.
- Insure appropriate training for individuals calling on national accounts has been completed.
- Negotiate contracts, special pricing, etc. with National accounts while maintaining adequate company profitability.
- Utilize existing SMC companywide resources for product promotion, marketing, engineering, technical support, etc.
- Align company departments to support the needs of National Accounts business needs by using internal meetings, forecasting, NPDP, market report, shikomi, etc.
- Frequent reporting of progress to SMC top management.
- Build positive and long-lasting relationships with National account's top management and organize in person meetings with SMC top management.
- Participate in National Sales Promotion activity by hosting customer visits during trade shows, open houses, etc.
- Align product strategy to ensure vectors are aligned among the salesforce.
- Document sales calls, projects, investment opportunities, opportunities, contacts, success reports (IAR) and activity in CRM.
- Maintain a Sales Action Plan (Gameplan) in CRM with linkage to all sites and related third party companies.
- Document National account potential and actual SMC sales revenue.
PHYSICAL DEMANDS/WORK ENVIRONMENT- Fast paced environment (includes both office and field work)
- Sustained posture in a seated position for prolonged periods of time
- Physically capable of lifting SMC products and displays up to 50 lbs.
- Varying work hours
- Frequent Travel
MINIMUM REQUIREMENTS- Bachelor's Degree (Business, Marketing, Engineering, related field) or equivalent work experience
- Minimum of ten (10) years of work experience with SMC or equivalent industry
- Working knowledge of SMC products or similar product experience
- Working knowledge of SMC sales strategies or similar work experience
- Well-developed communication skills
- Well-developed leadership skills
For Internal Use Only: SALES001
