Vertical Market Manager in Kollmorgen Ratingen at Kollmorgen

Date Posted: 10/24/2019

Job Snapshot

Job Description

POSITION SUMMARY

The Vertical Market Manager is expected to drive revenue and sales funnel growth for Kollmorgen’s key vertical markets (Aerospace & Defense, Medical and High Technology) within a defined territory or region. In support of this goal, the position will be the region’s market expert who owns the development and execution of market strategies to drive growth at target accounts in the region by leveraging local Kollmorgen direct sellers and channel partners.

 

ESSENTIAL DUTIES & RESPONSIBILITIES

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. Along with those identified below, other duties may be assigned.

 

  • Develop and execute a living market plan for the territory to grow through messaging, targeting and sales processes, including prospecting, new account acquisition and development, commercial and technical support
  • Manage vertical market sales funnel activity
  • Leverage local Kollmorgen direct sellers and channel partners to drive all sales, business development and customer-facing related activities for the markets within the region
  • Review the progress of sales through the business, engaging with wider business teams (Program Management, Engineering, Account Admin, Quality, etc.) to ensure strategic & tactical sales activities fall in line with company strategic initiatives
  • Act as the primary point of contact and subject matter expert for the markets and application domain expertise
  • Develop market messaging and sales training content to extend domain expertise to local sellers
  • May own specific key accounts and be directly responsible for their growth, sustainment and overall sales management
  • Responsible for close collaboration with customers, sellers and channel partners to identify customer needs and, working alongside the wider Kollmorgen commercial and technical teams, develop the appropriate Kollmorgen solution
  • Interpret and actively communicate short- and long-term effects (as a result of changing market forces) on sales strategies
  • Effectively assist & co-operate with other commercial personnel (internationally) from various sites as part of collaborative projects/campaigns
  • Coordinate, schedule, and execute activities (training, visits, audits, etc.) in the assigned territory in partnership with cross-functional team members as needed
  • Responsible for the provision of reports, as required, on all aspects of assigned region, markets, accounts and projects
  • Assist in developing standard policies and procedures to support ABS (Altra Business System) methods and metrics.
  • Adhere to all business & sales policies, practices and procedures.
  • Use computer-based tools extensively to drive to “paperless” organization.
  • Undertake any other duties as may be deemed necessary.

The company in which you have expressed employment interest is a subsidiary or affiliate of Altra Industrial Motion Corp. The subsidiary or affiliate is referred to as an ""Altra Company."" Altra Industrial Motion Corp. and all Altra Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. The ""EEO is the Law"" poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process will have the opportunity to request accommodation during the application process.

Job Requirements

QUALIFICATIONS EDUCATION & EXPERIENCE

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.

 

    • Creative & confident, naturally curious and a great listener. 
  • Optimistic and self-motivated, with strong interpersonal skills and the ability to promote cooperation between all peers and functional areas within the organization.

 

  • Sound analytical approach, excellent communication skills including the ability to prepare and present reports to a wide range of internal & external audiences.
  • Good leadership & account management skills and a strong team player
  • Proven track record of sales performance, with a deep understanding of one or more of the vertical markets: Aerospace & Defence, Medical and Technology
  • Proven experience in working with large OEM customers, developing relationships with various key stakeholders and expanding share
  • Strong Business-to-Business sales experience using process driven sales tools such as strategic selling, value selling, etc.
  • Experienced Channel Management skills and demonstrated success, not only with individual sales representatives but also company principals
  • Experience in developing messaging, presentations and other content to communicate to customers and encourage interest in Kollmorgen
  • Proven track record in developing plans resulting in the attainment of sales revenue targets in business to business industrial markets
  • Proven critical thinking skills and problem-solving methodologies
  • Multi-Language skills preferred (English, German, Spanish, French)
  • Proven performance in working across various cultural settings
  • Comfortable traveling internationally
  • Excel, Word, Project, Power Point, Outlook proficiency
  • Ability to manage the complex selling process, consisting of engagement at all levels of a prospect organization, from engineering & technical teams to senior management. Includes an understanding of when and why to engage at the various levels within Target accounts
  • In addition to sales experience it is preferred that the candidate will have experience in the areas of Program Management, Project Management, or Product Management
  • In the case of remote assignment (working out of home office) it is required that the candidate has experience in working remotely and can demonstrate a track record of successful sales and integration with the enterprise.

 

EDUCATION and/or EXPERIENCE

Bachelor’s degree in technical or business discipline, EE or ME preferred from four-year college or university; Minimum 5 Years sales experience in either the automation / motion control industry or aerospace/defense industry required.

 

KEY RELATIONSHIPS:

Internal: Director of Sales, Customer Support Managers, Customer Support Associates, Product Management, Engineering, Operations, Legal, Contracts

 

External: Sales and Marketing organizations, product management, customers and channel organizations.

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