Physical and mental demands
The physical and mental demands are representative of those that must be met to perform the essential functions of this position. The employee is regularly required to sit for long periods, stand, talk and hear both in person and by telephone, and use hands to operate, manipulate, handle or feel office equipment, and reach with hands and arms. The employee is occasionally required to walk, climb, stoop or bend and lift- up to 40 pounds. Specific vision abilities required by this job include close vision and the ability to adjust focus.

Work environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position. The employee works under typical office conditions and the noise level is moderately quiet. Some time may be required to work outside the scope of normal business hours typical of 20- 30 hours per month.

JOB PURPOSE
The Market Manager represents and promotes the entire range of «Company» products and services including conductor bar systems, festoon systems, positioning systems, data communication systems, vPOWER systems and «Company» technician services, though the primarily focus is set on the Crane electrification market. The position holder pursues, monitors, and wins bids for major projects within the market and maintains relationships with defined key market customers. The Market Manager demonstrates a strong sales engagement through new system orders, parts and value- added relationship building with regards to the assigned market and customers to meet defined revenue goals and realize profitable sales and growth via existing and new customers as defined by KPIs. Furthermore, the role supports and trains the regional sales force and acts as a key link to the «Company» Product Manager for Electrification. The Market Manager continuously develops the «Company» network and acts for the benefit of «Company» in relation and support of customer needs.

MAIN RESPONSIBILITIES
Responsibilities are task-oriented and focus on duties, obligations and processes that must be in place to satisfactorily perform a task and achieve a goal.
General

• Strategic development and management of the assigned market, in close cooperation and coordination with the Outside Sales Director with regards to the expansion of existing clients as well as the acquisition of new clients (across all industries, entering new markets)
• Represent and promotes the entire range of «Company» products and services including conductor bar systems, festoon systems, positioning systems, data communication systems, vPOWER systems and «Company» technician services (though the primarily focus is set on the designated electrification market)
• Daily manage and demonstrate strong sales engagement with regards to assigned market/region/territory and customers to meet defined revenue goals (goal setting in conjunction with Sales Director) and realize profitable sales and growth via existing and new customers as defined by KPIs
• New clients | Prepare and execute a development plan to win new customers as defined via sales strategy by

- analyzing and identifying customer potentialo actively promoting «Company» services and product solutions highlighting technical specifications,
- performance data and benefitso executing sales initiatives (considering competitor marketing and pricing activities)o applying state of the art measures e.g. cold-calling, site visits, lobby work, trade fairs, lunch and learns etc.
- with a view to growing sales or margin or both, identifying key prioritieso acting for the benefit of «Company» in relation to and in support of customer needs

▪ Existing clients | Further develop long-term partnerships with existing customers as defined via sales strategy by
- proactively assessing and understanding current and future customer needso exploring new opportunities within the customer (this includes after sales activities)o developing and enhancing the quality of our company's relationship with the customer
- actively promoting «Company» services and product solutions highlighting technical specifications, performance data and benefits
- executing sales initiatives (considering competitor marketing and pricing activities)o applying state of the art measures e.g. cold-calling, site visits, lobby work, trade fairs, lunch and learns etc. with a view to growing sales or margin or both, identifying key priorities
- acting for the benefit of «Company» in relation to and in support of customer needs

• Responsible to maintain defined key accounts (accounts will be discussed and agreed with the Sales Director)
• Analyze existing/new markets through interactive dialog with customers, sales personnel, industry links and stream partners
• Proactive realize of (potential) opportunities e.g. by

- pursuing, monitoring and winning bids
- creating on site quotations in interaction with customer (see standard sales process)
- following up on quotes within given timeframe (see standard sales process)
- engaging in after sales activities

• Create high caliber presentations to various groups within the customer's organization and within «Company» as
  needed
• Utilize CRM and SAP software 100% to capture sales stages, manage quotations, and other deliverables for accurate status of orders, sales, projects in progress, and orders lost and won and the root cause for lost orders
• Analyze sales activities, pipeline flow, achieved outcomes as defined by KPIs and prepare weekly reports
• Solve customer complaints and disputes in accordance with «Company» customer service philosophy
• Continuously develop existing «Company» network and extension of sales network across the U.S. and strategic boarder markets in relevant/target industries
• Effective, professional and timely, ongoing communication and intricate coordination with related departments managers and staff to accomplish goals (e.g. Inside Sales, Outside Sales – Regions, Markets, Industry)
• Report regularly on

o market size and trends and utilize this information to identify new opportunities for market development, application enhancement and market potential
o competitor activities e.g. competitor marketing and pricing activities and develop counter strategies within the market in collaboration with Marketing

• Frequently coordinate with Regional, Market and Industry Manager as well as Marketing Manager to enhance knowledge, share best practices, provide feedback and deliver best possible solutions to customers
• Technically train, support and help the sales force to increase the chances to gain orders and improve relations with the customers
• Transfer knowledge and experience on products, systems, applications and market to the sales force
• Engage in close relation with engineering from «Company» office and «Company» HQ to be updated with the latest technology, solution, products, etc. available

ADDITIONAL TASKS

• Communicate any deficiencies in «Company» departments with specifics on issues to Outside Sales Director
  
• Perform other duties as required by the nature of the position or as requested by the Outside Sales Director

ACCOUNTABILITIES
Summary of critical goals and key successes the position holder is held accountable for. The accountable person takes responsibility for everything that happens as a result of the actions that were taken.

• Accountable for the development and implementation of the respective market sales strategy in conjunction with Outside Sales Director derived from «Company» Group`s global strategy addressing sales and growth via existing and new customers
• Accountable for the results of the sales strategy, respective the achievement of revenue goals, EBIT targets, product/application turnover in designated market segment which are measured by defined business goals and KPIs
• Accountable for the continuous improvement of operational quality
• Accountable for the CRM data quality with regards to area of responsibility
• Accountable for the current state of knowledge about «Company» products and systems and for transferring the knowledge and experience to local sales force
• Accountable for handling customer complaints in accordance with «Company's» customer service philosophy
• Accountable for completion of accurate and detailed expense reports following «Company» reporting guidelines

KEY INTERFACES

• «Company» Group
  
  
  • VSP Team
    
  • Product Manager
    
  • Business Development Manager
    
  • Technical Sales Team
• «Company»
  • Sales Director
  • Regional Sales Manager
  • Market Manager
  • Marketing Manager
  • Inside Sales Team
  • Engineering and Technical Services Team

KEY PERFORMANCE INDICATORS

• Monthly sales growth; profit margin (clients/products/product groups/new system orders/spare parts orders/industries/regions); % of monthly sales quota; client profitability, revenue by clients/products/product groups/new system orders/spare parts orders/industries/regions
  
• Number of new leads/month/industry; lead-to-sale conversion rate; conversion rate new clients/existing clients; cost per lead/conversion
  
• Sales by contact method; number of monthly customer visits/sales demos/cold calls/inquiries/quotations
  
• Number of new business above $100.000/50.000/10.000 with regards to specific industries/regions/clients; average new deal size/length
• Complaint rate; number of complaints including cluster of reasons
• Networking events attended and the connections made

EDUCATIONAL BACKGROUND

• University degree in engineering field is preferred

PROFESSIONAL EXPERIENCES

• 5+ years of experience in a sales related field in a medium-sized distribution or manufacturing company ideally with international business relations (preferably Crane Market)
  
• Proven ability to successfully drive sales processes for complex electrical engineering products and systems from plan to close (including ability to assess and evaluate technical requirements and specifications)
  
• Proven development of sustainable partnerships with strategic customers in at least one of the relevant industries including development of client-focused, differentiated and achievable solutions
  
• Ability to produce creative and positive solutions through negotiation, resulting in the creation of offers and contracts
  
• Demonstrated strong analytical skills to collect and interpret sales data by analyzing different markets, products, services, gross revenues and profit, and demographics of the purchasing customer
• Pronounced experience in dealing with KPI

TECHNICAL COMPETENCIES

• Electronic & Mechanic Knowledge: - knowledge of concepts and theories for electrical applications is fundamental for technical based problem solving - ability to read or interpret prints, drawings and other industry related documents - ability to articulate the distinct aspects of «Company» products and services and to position products against competitor

• Experience working with a CRM software- SalesForce; ideally experience working with an ERP System (preferably SAP)
• Proficiency with MS Outlook, Excel, Power Point and Word

METHODOLOGICAL COMPETENCIES

• • Analysis and problem-solving ability
  • Moderation and presentation skills
  • Negotiation skills
  
  SOCIAL & PERSONAL COMPETENCIES
  • Customer oriented mindset combined with financial acumen & entrepreneurship
  • Target and result oriented
  • Responsible readiness
  • Communication skills (across hierarchies) including active listening, articulation of ideas and concept, confident presence, management of complex relationships, planning and communicating with interfaces and across hierarchies (peers, colleagues, customers, stakeholders, executive management)
  • Work under pressure
  • Detail-oriented and hands on mindset
  • Structured and self-organized way of working
  • Intercultural sensitivity (e.g. German culture, experience to work in an international environment
  • Teamplayer

Please note that duties, responsibilities and activities may change at any time with or without direct notice. Omission of specific statements regarding duties does not exclude them from the position if the work is similar, related or logical to the position. This Job Description has been approved by Executive Management. If you submit your resume for this position, you confirm that you understand the terms of employment, responsibilities and duties, accountabilities and requirements of the position.