Market Development Manager, Business Machines

Market Development:

• Manage product specification, relationship development, and customer support for key business machine customers primarily, but not exclusively, based in North America.
• Coordinate product qualifications with global field sales organization to ultimately facilitate successful closure of sales opportunities
• Record daily customer engagement and monthly project updates on Salesforce.com
• Create and share information packages with the field sales team that include OEM codes or specification names, products qualified, potential applicators, and applicator contacts
• Meet or exceed annual goals for end of year project pipeline and end of year sales opportunity pipeline.  Also meet or exceed end of year annualized goals for closed/won sales opportunities by the field sales team.
• Manage existing key accounts and meet or exceed annual sales goals shared with MDM team
• Serve as main North American contact for any major customers headquartered in Europe- working with Account Managers in home country to follow up on critical actions.
• Prospect and secure qualifications with new accounts using multiple techniques such as cold calling, industry networking, collaboration with global field sales, and feedback from applicators.
• Become a Subject Matter Expert on segment insights, trends and segment products by maintaining direct contact with assigned customers in the Business Machine subsegment.
• Build strong relationships throughout key customer’s organizations, reaching into marketing, design, engineering, sourcing, and leadership groups to create strategic partnerships at large customers.

Strategy Development:

• Develop and execute a regional Business Market Plan by identifying and pursuing key specifications at assigned accounts.
• Support the Segment Director, Global Marketing Manager, and other Market Development Managers to create a global Business Machine Strategy.
• Facilitate execution of the marketing strategy through GI General Sales, Strategic Sales and Business Development Sales.
• Provide competitive intelligence and positioning guidance. 

Product Development:

• Assist in product pipeline development to meet current and future industry & customer specifications.
• Provide input to technical resources to help prioritize and properly resource maintenance of business and new business projects. 

Marketing Communication: 

• Working in concert with PCG Marcom – Act as a Business Machine segment/product expert and provide thought leadership in support of the creation of effective sales and marketing tools, collateral, and events
• Design and deliver market and product training, both internally and externally
• Maintain up to date OEM and product qualification records on Sharepoint and Salesforce.com       

FORMAL EDUCATION: (GENERALLY, IF RELEVANT EXPERIENCE IS ACCEPTABLE, THE CANDIDATE MUST HAVE THREE YEARS OF WORK EXPERIENCE FOR EVERY ONE YEAR OF COLLEGE EDUCATION REQUIRED)

Required:

• College Degree

Preferred:

• Major in Business, Communications or Chemistry

KNOWLEDGE & EXPERIENCE:

Required:

• Minimum 7-10 Years in sales and/or marketing experience in B2B required 
• Successful history managing complex global accounts managing multiple business functions and management levels.

Preferred:

• 5 years coatings experience
• Experience managing complex sales cycles-  (6-24 Months, Approval Required, Multiple Application sites)
• Demonstrated track record of conflict management resolution
• Experience managing customers through price negotiations and supply chain challenges
• Demonstrated experience driving success through influence 
• Five to seven years regional and/or global account management
• Experience with creation and implementation of business processes

PHYSICAL REQUIREMENTS:     

• Must be able to sit, stand, hear, and see on a constant basis.
• Must be able to walk, write, and type on a frequent basis. 
• Must be able to bend, carry, reach, push, and pull on an occasional basis.
• Must be able to communicate verbally and in writing. 
• May work in areas where noise level is such that hearing protection is required. 
• May work in areas where toxic, flammable, and hazardous materials are present. 
• May be exposed to varying amounts of dust and dirt. 
• Work surfaces may include concrete. 
• Employee must be able to operate a computer and communicate via telephone. 
• Some travel to other locations, meetings and/or seminars is required.