Manager, Sales

 Manager, Sales 

LOCATION: Westminster / Maryland (US-MD), United States | BRAND: Knorr Brake Company | REQUISITION ID: 5641 | JOB GRADE:16  | ON-SITE/REMOTE: Hybrid 

 

 

Knorr Brake Company is the innovative leader in the manufacture and supply of braking systems, passenger doors and climate-control equipment for all types of Mass Transit customers such as: METRO, Light Rail Vehicles, High-Speed Trains, Commuter Rail and Monorail Vehicles for the North America market. We’re part of the Knorr-Bremse Group, the global leader in braking technologies. As part of our team, you’ll collaborate with a world of talented and dedicated colleagues whose sense of purpose complements your own. You’ll find rewarding opportunities, diverse experiences, partnerships, and an unwavering commitment to ethics and integrity. Innovation is part of our DNA. Achievement drives our culture. Learn more today at www.KnorrBrake.com!

 

JOB DESCRIPTION:

This role directs the marketing and sales activities for the defined region of Knorr Brake Company (KBC), including the promotion of  aftermarket spare parts, repairs, overhaul and modernization for Rail Services within a defined region, representing a defined cluster of customer accounts.  Primary focus is on developing business within the region by applying a systematic business and account management, sales management and business development techniques.

Sales Manager works closely with corporate sales organization to promote KBC products and solutions to customers, champion the sales growth initiatives and develop key relationships with stakeholders to achieve KBC market penetration and growth aspirations.   Specific duties include:  marketing activities, capturing opportunities at the early stage, driving user specifications, achieving segment sales targets, and ensuring customer satisfaction.   Sales Manager will be part of the North America regional organization and will be responsible for defining and implementing sales and marketing initiatives in line with strategy.  

The key objectives of the role are to meet or exceed the established goals and objectives such as sales, order intake, margin level, market share, customer satisfaction and overall account development.

 

• Strategic alignment:  Implement and execute the KBC sales strategy to reach the annual budget in the region.  Drive the top line growth of region by managing and facilitating the customer relationship.
• Targets:  Accountable for the achievement of the region budget, ensuring the maximum portfolio is offered in line with strategy.
• Market Intelligence:  Continuously assess market trends, customers, competitors to identify early stage opportunities with customers, existing and potential new customers.  Give feedback to KBC on market trends, competitive landscape, market pricing expectations, and local conditions to win.
• Customer relationship:  Build and maintain strong relationships with the key customers, stakeholders, and other decision makers. Ensure effective marketing communications that specify and foster KBC's value propositions.  Focus on ensuring and growingcustomer satisfaction.
• Reporting:  Performs regular status reviews and proposes recovery plans in cases of potential order shortfalls.  
• Securing sales and order intake, developing business plans.
• Collecting marketing intelligence and information.
• Managing selected bids and tenders within the region.
• Develop sales and business forecasts for the assigned region.
• Prepare proposals and offers for selected accounts and in general oversee the business activities for the assigned region.
• Actively participating and support the business planning activities.
• Will have to travel within the region and occasionally outside the region according to business needs.

 

• Understanding and experience with KBC products and services.
• Analytical skills and understanding of sales metrics.
• Strong technical comprehension of both and mechanical and electrical principles, ability to communicate with a technically oriented customers.
• Clear understanding of the passenger rail market in the United States; inclusive of transit authorities, carbuilders, competitors and consultants.

 

• Exceptional communication and negotiating skills and customer-focused mindset.
• Team player with great people skills with exceptional analytical, communication and leadership skills.
• Efficient in managing priorities.
• Highly proficient in Microsoft Office.
• Understanding of sales methodology and processes.
• Excellent interpersonal skills.
• Excellent presentation skills - verbal and in writing.
• Self-starter, successful at motivating teams and working in close cooperation with other de