Job Summary:The Program Manager is responsible for growing Messer's MGIM business through: leading a high performing application engineering sales team, meeting annual performance goals and engaging customers and Messer's sales teams. Other elements include supporting development of long-term strategy, implementation of annual plans, project planning and marketing efforts to improve lead generation and brand awareness. The Program Manager plays a vital support role to the Director while developing the expertise and leadership skills required to be a strong candidate for a future industry director position.
Principal Responsibilities:Technical Leadership
- Build a high-performing application engineering sales team with technical expertise, strong knowledge of customer processes and Messer technologies and the professional presence needed to strengthen trust and collaboration with internal and external stakeholders
- Collaborate with the development team to provide application sales engineers with technical training and field support
Commercial Leadership
- Coach application engineering team to leverage technical expertise as well as application technologies to gain competitive advantage and differentiation through solutions selling
- Support application engineers in developing value driven, professionally written proposals
- Coach application engineers and support sales directors on commercial deal structures
- Foster strong relationship with customers, sales directors and account managers
Business Performance:
- Support the industry director in achieving annual business performance goals
- Support application engineers in achieving their individual annual new business goals and profitable growth in their respective regions
- Foster collaboration with applications engineers and internal engineering and project teams on project plans, equipment construction and installation and inventory replenishment
Strategy/Planning
- Support the industry director in the development of long-term strategy and annual plans
- Understand key drivers and outlook in targeted MGIM sub-industries - metals & glass melting & processing, advanced manufacturing of products used by customers in aerospace, defense, medical & industrial manufacturing
- Leverage trends, input from customers, application engineers and sales team to identify target markets that will provide the most opportunity for new business
Technology Development
- Collaborate with the industry director and the development team on managing the optimal portfolio of application technologies: focused on market drivers and customer needs and elimination of applications that are not conducive to growth
Marketing
- Collaborate with marketing team to identify, choose and participate in industry trade shows and trade associations that provide the best opportunity for lead generation and growth
- Lead trade show participation including presentations, booths, meetings with customers and prospects
- Manage lead generation initiatives including industry and/or application specific campaigns
- Collaborate with marketing team on website development
Financial
- Support development of annual budget including new business target, total revenue and P&L
- Oversee application engineers' development of lease models for application equipment lease opportunities
Required Skills:- Team management experience
- Ability to develop a high performing team to achieve profitable growth
- Strong business and commercial acumen
- Leading cross-functional teams
- Technical competence - ability to become process and technology expert
- Ability to educate direct reports, internal and external stakeholders on technical topics
- Effective internal and external communication
- Customer relationship management
- Ability to develop strategy from industry trends, customer feedback and Messer capabilities
- Problem solving/critical thinking
- Planning and organizing
- Excellent oral and written communication skills
- Travel Requirements: up to 50% during certain periods, depending on business needs
Basic Qualifications: - Bachelor degree in engineering (chemical engineering preferred, metallurgy, materials, mechanical acceptable based on professional experience)
- Minimum 10 years of relevant experience in application sales related to industrial gases.
- Experience related to use of oxygen or enhanced combustion for steel, aluminum, copper, glass & other non-ferrous metals melting or manufacturing.
- Experience in technical sales to aerospace and advanced manufacturing customers will be considered
Preferred Qualifications:The salary range for this position is $135,000 - $180,000. Messer provides medical, dental, vision, short term disability, life insurance and paid time off as well as other voluntary benefits, such as, long term disability in accordance with the terms and conditions of these Plans. Employees are eligible to enroll in Messer's 401(k) Plan. Employees may be eligible to participate in the company's bonus program.
