Responsibilities

• Manage key accounts strategically to lead these accounts to continued usage of current company products and to ensure we can quote any new product opportunities that may arise.
• Work along with Field Sales Engineers/Reps to develop strategic relationships with key accounts to be able to determine which resources at customer locations are responsible for what type of purchasing, engineering, and marketing decisions.
• Identify key opportunities and present as a source solution for the customer’s application needs.
• Provide guidance for selecting and bringing forward opportunities to the work groups.
• Provide clear and consistent delivery of information to both internal and external customers for the segment in conjunction with support for the integrity of products.
• Develop and lead annual business plans for assigned Specialty Vehicle and Power Sports segments, covering market size, share, growth targets, key accounts, product opportunities, pricing, risks and actions.
• Conduct ongoing market analysis using customer input, research, trade events, industry networks, CRM data and sales input to identify trends, needs, application changes and growth opportunities.
• Monitor key competitors’ offerings, pricing, strengths, weaknesses and strategic moves, and communicate threats and opportunities to the Director of Sales and Senior Management Team.
• Lead market capture and gap analysis to identify priority opportunities for profitable growth across applications, customer segments and product categories.
• Recommend pricing strategies based on market value, competition, customer needs, profitability, cost changes and margin objectives.

Requirements

• Must possess a high level of negotiation skills supplemented by employing a very high working knowledge of product lines to influence customers’ selections.
• Ability to assess market size, share, trends, customer applications, competitor activity and growth opportunities.
• Ability to develop market plans, set priorities, align resources and convert strategy into measurable business actions.
• Ability to build strong customer relationships, understand decision drivers and develop account plans that support retention and growth.
• Ability to evaluate pricing, product cost, margins, profitability, cost drivers and the financial performance of assigned markets.
• Ability to monitor assigned market revenue, margin performance, cost trends and profitability, and recommend actions to improve financial results.
• Strong understanding of company products, customer applications, manufacturing capabilities and product performance requirements.
• Ability to convert customer needs and market feedback into product roadmap input, project requirements and improvement opportunities.
• Ability to lead through influence across Sales, Engineering, Product Management, APQP, Customer Service and outside sales representatives.
• Ability to use CRM data, sales history, market research and financial information to support recommendations and decisions.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short Term & Long Term Disability
• Training & Development