Intralogistics - Industry Segment Manager

LAPP Americas•Florham Park, NJ

5d•$145,000 - $155,000•Onsite

About The Position

Under the general direction of the Director, Strategic Business & Industry Development, this individual is responsible, at a Regional level (i.e. Americas), for growing and maximizing LAPP’s revenue in a designated industry, as well as for developing sales with few selected Key Accounts in the same designated industry. He/she will be responsible for developing and implementing a vertical industry plan, including activities with Sales, Marketing, Product Management, and other departments as necessary. Overall responsibility for achieving quarterly and annual sales targets for a designated industry.

Requirements

Bachelor’s degree from an accredited 4-year college or university; degree in Industrial Engineering, Electrical Engineering or similar (preferred)
Minimum of 3 years industry experience and knowledge.
Working knowledge of wire, cable, and its applications.
Strong proficiency with digital tools and remote selling technology (Teams and equivalent)
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
Ability to write reports, business correspondence, and procedure manuals.
Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Proficient in the English language.
Ability to work with mathematical concepts, financial ratios, and business equations.
Basic financial knowledge and competence as it relates to the business environment.
Possess strong analytical skills.
Proficient in Microsoft Office Suites (Power Point, Excel, Word)

Nice To Haves

Additional languages are a plus
Strategic and analytical skills, combined with solid communication ones (oral & written), to derive a relevant industry strategy from the big picture, and efficiently communicate it and implement it through the different stakeholders.
Skilled communicator with positive conviction both oral & written. Can present effectively to internal and external stakeholders in a group or individual basis.
Solid networking, technical, and selling skills, to support success at the selected Key Accounts.
Self-directed with high level of self-initiative and sense of urgency in completing tasks with detail and accuracy in work product.
Possesses an innate drive for success.
Ideally, has a proved track record of successful Vertical Industry Management.
Able to perform in a matrix environment, collaborating well with cross-functional teams at all levels with focus on quality and service.
Ability to manage many and changing priorities while meeting critical business commitments.
Proven technical experience and industry background; Continuous building of knowledge and skills by undertaking self-development activities.
Strong project management skills – able to develop workable implementation plans and is able to prioritize and plan work activities independently to achieve set milestones and expected outcomes.
Possess confidence and courage to effectively make decisions and gain trust from stakeholders. Understands business implications of decisions.
High level of work ethics and working knowledge of company policies and procedures, to uphold LAPP organizational values.
Ability to define problems, collect data, establish facts, and draw valid conclusions.

Responsibilities

Overall responsibility of the vertical market regional sales performance (industry segment turnover and profitability)
Ownership of a few selected Key Accounts from the selected vertical market and responsibility for growing sales in those accounts.
Develop and implement a strategic industry plan, to include activities with Sales, Marketing, Product Management, Business Development, and other departments as necessary.
Implement market strategies to achieve sales targets, expand market share, and collaborate to increase value add products and services.
Identify, prioritize, and collaborate in managing pipeline and growth opportunities within the selected vertical industry for Lapp USA.
Monitor and work closely with the sales organization, including the Channel team to qualify, develop and manage revenue opportunities at strategic accounts.
Participate in cross-functional team meetings to ensure cohesiveness and coordinated market approaches.
Deliver market inputs (commercial & strategic perspective) into the 5 Year Integrated Roadmaps.
Gather and provide market information (market size, market growth and pricing)
Monitor and analyze sales performance metrics, market trends, and competitor activities.
Identify and analyse the main competitors and develop sales actions to win their customers.
Stay current with regards to market prices, new products, sales tools, product innovations and market trends within the vertical industry.
Analyse, interpret and report regularly on significant industry events and trends.
Development of marketing and sales materials for the industry segment; identify and participate in trade shows, conferences and industry events.
Develop and implement industry training and coordinate advanced product training with Product Management and Sales.
Build long-term customer relationships and expand network across technical, commercial, operational and executive levels.
Embrace the LAPP Sales Effectiveness Program culture (territory planning, account management and proven selling skills techniques) as the foundation of success.
Develop and maintain open lines of communication with the sales organization, cross-functional department leaders, core management team, and parent company and subsidiaries for international accounts.
Adjust strategies and tactics based on performance data and market feedback.