36984BR

Position Summary

• This position interfaces between the leadership of the Customer Support & Maintenance business and the North America Sales organization to maximize the sales of Services and the success of Services’ commercial programs.
• Reporting to the Regional Marketing Team Leader, this position provides leadership for the District Services Managers and Sales Managers for Services in the District offices.
• The primary conduit for sales feedback on products and programs into the Service businesses which will allow commercial managers and business leaders to target their activities in the areas that will achieve the best results for the company and drive market share growth.
• The role requires excellent communication skills and the ability to interact and influence effectively across all levels of the company. In addition, strong Services business knowledge is necessary. The position requires overnight travel within the region of responsibility.
• Single point of contact for RBL, DSM and Area Managers into commercial marketing and the CSM business unit on all strategic commercial issues. Responsible for removing internal obstacles and leading the organization to identify paths forward on critical sales growth opportunities and to maximize results of marketing programs and product development efforts..
• Work with the US Marketing Director and CSM Market Development Director to identify and prioritize market segments and growth opportunities through knowledge of customer needs, market trends and channel characteristics. Help define the overall marketing approach for products or segment specific programs and ensure alignment between Business Unit and NA Sales objectives. Assume a lead marketing role as the “market expert” within [Company] for Services North America.
• Understand Sales Support information systems (Passport, POS, COGNOS, MDSS, SAP) and sales force automation systems (SAP) to manage business activity in assigned market. Analyze program and product sales results, track results versus goals, monitor bookings and opportunity pipeline. Report on programs and sales performance internally to marketing and businesses leadership and externally to sales and channel partners as appropriate
• Actively participate with DSMs and channel field specialist in identifying and closing major opportunities.
• Consult with and coach DSMs; ensure DSMs are in ‘find’ mode, qualifying new opportunities.
• Project manages and coordinates on behalf of businesses/segments for large opportunities. Manage resource allocation against risk/return. Facilitate related business unit and field sales communication
• Lower and/or remove barriers to doing business with business units to maximize sales. Facilitate communications of issues and opportunities. Assist field office and commercial support in managing key negotiations and offering appropriate concessions/package of value.
• Provides leadership for Services on major training events such as RAU or Automation Fair.
• Plan & execute customer meetings/visits to support field sales activities. Define objectives, pertinent background information, agenda and potential participants/speakers with DSMs. Direct logistics through customer briefing team.
• Effectively and appropriately manage internal & external communications related to field sales activities.
• Manage issue escalation and solicit involvement from appropriate parties. Serve as a single point of contact for field personnel to resolve issues that can’t be solved through normal channels or require coordination of multiple [Company]/channel partner resources.
• Actively assist with sales/marketing programs and generation of commercial sales tools. Contribute to promotional program and product launch plans to maximize their effectiveness for a geography, segment or application.

Minimum Qualifications

• This position requires a 4-year degree, or equivalent, preferably a BS in engineering, or BS/BA, or equivalent, in business or marketing with technical experience in the factory automation field.
• An MBA or advanced degree in business management is desirable.
• The position requires a broad skill set, and at least seven years of field sales and marketing experience in the automation field.
• In addition, this position requires strong verbal and written communication skills and the ability to communicate and work with a variety of people not under direct control in a fast-paced team environment.