Description
market assessment
sales forecasting
quote management
technical training
margin management
salesforce crm
Coordinates sales team efforts
Strategically plans sales efforts for Concrete Products Division
Establishes new customer accounts
Leads the continuous improvement effort
Services and grows existing customer accounts
Leads sales activities for Concrete Products Division
Utilizes SalesForce.com to manage customer relationships, opportunities, and customer issues
Provides leadership and guidance to managers and employees
Summary: The role is responsible for strategically planning and directing all sales efforts for the Concrete Products Division, including developing short- and long-term sales forecasts, assessing market opportunities, and identifying product development needs that strengthen competitive advantage. This position leads global sales activities by driving sales channel productivity, expanding the sales pipeline, delivering technical presentations and training, and overseeing major account relationships across North America and Eurasia. The role manages the Worldwide Sales Matrix Meeting and provides leadership over Application Engineering, Quoting, and Margin functions, ensuring accuracy and performance in all quotes, pricing, costing, PLOs, margin sheets, and change orders
Identifies and strengthens new sales channels
Supports ongoing relations and fosters healthy communication with Techmatik and CME
Maintains target margin
- Evaluates and prioritizes market opportunities and communicates market assessments to the divisional team
- Serves as the company’s point person for NCMA and other masonry related trade associations
- Prepares an annual budget, including forecasting functional requirements, analyzing trends, and presenting budget recommendations to the Division President
- Read and approve all Change Orders
- Collaborate with marketing team to ensure that the sales staff have the tools needed to professionally demonstrate how our products add value to the customer
- Establish personal networks, participate in professional societies, attends professional workshops and reviews publications
- Maintains target margin on sales by conducting market research to set prices; assists in evaluating gross margins prior to sending quotes to customers
- Participates in a post ship margin review, analyzes any variances, and identifies and implements corrective actions to improve margins
- Collaborate with engineering team on research and development opportunities based on customer feedback and strategic plan
- Manages product margins to meet finial targets
- Negotiates and closes sales opportunities
- Leads Worldwide Sales Matrix Meeting
- Visits annually to communicate strategic plan and develop forecasts and budget
- Manages staff respectfully
- Regularly travels with sales reps
- Identifies and establishes niche channels in the Concrete Products industry (Robotics, Automation, AGV, etc.)
- Tracks lost order reporting and analyzes root cause to identify product development needs and better understand our competitive advantage
- Establishes company objectives and communicates them by leading sales meetings and distributing information on competitive threats, sales team priorities, and marketing strategies
- Works with Director of Market Development to target and identify specific regional differences in customer and product needs
- Ensures that staff use SFDC in accordance with objectives, enters quotes, logs calls, etc.
- Manages and follows discount approval process when negotiating potential product discounts with the customer
- Develops human resources
- Provides details to marketing and engineering staff on appropriate product pricing, technical innovations, and customer demand based on expert market knowledge
- Provides Technical Training to worldwide sales force
- Manages to budget by analyzing variances and initiating corrective actions
- Actively participates in trade show activities, field training, and mentoring other sales team members
- Creates and conducts customized technical sales presentations, training and presents key sales proposals
- Documents processes and procedures, eliminates non-value-added activities, and participates in cross functional CI teams
- Enforces policies and procedures to ensure organizational consistency
- Direct responsibility for Sales channels in North America and Eurasia
- Reviews and approves all Quotes, PLO, and Margin Sheets for accuracy, proper solutions, and margin performance
- Drives the completion of department continuous improvement goals and objectives; leads weekly CIS meetings to identify and implement continuous improvements
- Research new sales opportunities by becoming familiar with potential new customers and industry niche needs
- Supervision of Application Engineering, Quoting, Margins
- Directs the Major Accounts Manager to expands our relationship with major accounts
- Maintains detailed quote requests, costing and margin reports and customer records
- Trains and mentors’ employees to expand knowledge base and promote problem solving
- Identifies product development needs by continuously monitoring how the division differentiates our competitive advantage
- Manages sales channel productivity by driving customer solutions and implementing programs to expand the sales pipeline
- Monitors post ship survey results and work with management team to identify and implement necessary improvements
- Approves all pricing and costing in Quote Tool
- Collaborates with marketing to create customized technical sales presentations based on information collected on customer needs
- Manages and prioritizes the quote backlog
- Regularly monitors unhappy customer lists and follows up on corrective actions to improve/repair relationships
- Periodically communicates clear expectations, monitors job results compared to expectations, documents constructive coaching throughout the year and during the annual review process
- Serves as the Ultimate Customer Advocate by ensuring that unresolved issues are visible and resolved in a timely manner
- Delegates effectively to develop and identify new leaders within the company
- Develop short-term and long-range sales forecasts based on divisional and territorial sales strategies
Requirements
autocad
salesforce
bachelor's
7 years
leadership
inco
Maintains professional and technical knowledge
- Working knowledge of INCO terms and LOC
- Excellent organizational, interpersonal communication, and problem-solving skills
- Bachelor’s degree in engineering or business administration required; Master’s Degree preferred
- Strong technical aptitude; has the ability to deal with abstract and concrete variables with a high attention to detail
- Seven years professional sales experience; capital equipment experience is preferred
- Proficient in AutoCAD drawings
- Day shift
- Advanced management and leadership skills; has the ability to inspire and motivate staff
- Utilizes skills in prospecting, negotiation, handling objections, and closing sales
- Proficient in SalesForce.com, Chatter (desktop & iPhone) and Microsoft Word, Excel, PowerPoint, and Outlook
- Vancouver, WA 98661: Reliably commute or planning to relocate before starting work (Required)
Benefits
Columbia Machine offers a full benefits package including medical, dental, vision, prescription drug, life insurance, flexible spending accounts, short and long term disability, 401(k), incentive compensation, paid holidays, paid time off, and tuition reimbursement. Equal Opportunity Employer - Women and Minorities are encouraged to apply. Columbia does participate in E-Verify. To apply for this exciting career opportunity today, please apply online at www.columbiamachine.com
- Professional development assistance
- Vision insurance
- Life insurance
- Employee assistance program
- 401(k) matching
- Referral program
- Paid time off
- Dental insurance
- Health insurance
- Flexible spending account
- Tuition reimbursement
Training + Development
Information not given or found
