Field Application Manager Central

Field Application Manager reports to the Vice President of Field Application Sales in the Industrial & Construction Business Unit of Prysmian North America.  This position requires significant Contractor, Architect/Engineer and End-user education and demand creation focus to create a pull through effect for Industrial & Construction wire & cable products and services.  The Central FAM supports eight representatives across 12 ½ states.

The Field Application Manager position requires intimate product knowledge in the form of features and benefits; technical and design attributes; knowledge of codes and standards; and practical application and installation procedures.   

• Analyze the territory and develop Individual Territory Plan – call frequency, actions and timing in conjunction with Prysmian | Encore Representatives aligning with and contributing to Rep TAR’s (Trade Area Reviews).  Prioritize based on FAM primary focus accounts, Rep primary focus accounts, Joint focus accounts and Developmental focus accounts.  “Accounts” are defined as Contractor, Architect/Engineer and End-user.
• Provides the necessary Technical Support to help I&C meet or exceed Management Plan Objectives
• Close coordination with I&C Product Managers and Commercial leaders, including industry trends and competitive actions/feedback and code issues that could threaten or enhance our market position.  Timely and transparent communication of Market Intelligence is critical.
• Close coordination with Reps on all opportunities.  Work to eliminate the opportunity for duplication or delays.  Timely and transparent communication is critical.
• Close coordination with other internal technical resources including Product Engineering, R&D, Codes & Standards and Engineering Services.   Timely and transparent communication is critical.
• Ability to clearly understand our Go to Market message and strategy and to carry our message to the market.
• Communicate professionally in all verbal and written correspondence.   
• At Contractors, Architect/Engineers and End-users
  • Develop/expand and maintain professional and ethical relationships in accordance with company compliance requirements.
  • Ability to conduct discovery and direct your focus on the right people who control the specification or purchasing during the process.
  • Be fully aware of the stage the project is at and who is in control.
  • Understand situational needs leading to both personal and task motives.
  • Become a Trusted Advisor for all Prysmian | Encore I&C Products & Services and provide readily available and relevant technical information and advice.
  • Position Prysmian | Encore as the leading Wire & Cable expert providing them with technical information they need when researching and selecting products to specify on their project.
  • Develop, support and refresh wire and cable specifications.
  • Provide Product Training to educate and influence buying patterns.
  • Understand their preferred distributor channel partners, the strength of their relationship and why they prefer to do business with said distributor
• With Channel Partner Distributors
  • Support Prysmian | Encore Reps to bring Project Intelligence, alignment and timing.
  • In conjunction with the Rep, collaborate with key Construction Salespeople to influence buying patterns of Contractors, Architect/Engineers and End-users.
  • Understand each distributors value proposition to support various contractors and projects.
  • Selectively conduct Product Training to garner mind share and influence Prysmian | Encore product & service growth.
  • Provide Technical Support as needed.
• Participate in Regional Trade Organizations with relevancy to our objectives.
• Participate in Regional Trade Shows as needed (coordinate with our Rep).
• Contribute technical content to White Papers, Technical Bulletins, Marketing Collateral as needed.

Job Requirements

• BA/BS or ME/EE preferred
• Valid driver’s license
• 5-7 years Electrical Industry experience or 3-5 years Wire & Cable experience
• Prefer a candidate with existing relationships with some Contractors, Architect/Engineers and End-users

Key Characteristics        

• Ability to assimilate quickly and contribute in a fast-paced environment.
• Self-motivated with a persistent mind set and the ability to thrive in an unstructured environment.
• Solid understanding of Technical and Consultative selling techniques.
• Make yourself available – become the “go to” person by always responding as quickly as possible.
• Knowledge of the specification processes, how it works and all functions involved since it may vary from project to pro