The Company

Our client is a leading component supplier across various industrial end markets and applications with US, Mexico, and Canada production facilities. The Company primarily designs and manufactures extruded plastic (commodity to high-performance) tubes and profiles through an expansive twelve-site footprint and specializes in the injection molding of high-performance polymer parts. In addition, our client offers a wide range of differentiated, value-added services, including design, prototyping, die building, sub-assembly, fabrication, and supply chain management. Moreover, our client has developed deep expertise in processing PTFE rod, tube, sheet, tape, and pipe, as well as in rubber extrusion serving the RV and other industries.

Job Responsibility

• Develop and execute key strategies and tactics to grow the business.
• Identify and prioritize opportunities through Voice of Customer and market share analysis.
• Work independently in a cross-functional environment and influence key stakeholders to drive the category's growth.
• Establishes sales objectives by forecasting and developing annual sales budget; projects expected sales volume for existing and new products.
• Develop business cases for new products, including recommending product positioning and pricing strategy.
• Establish price to market through margin analysis and competitive position.
• Lead product growth plan.
• Leads development of product lifecycle plans.
• Tracks changing trends, economic indicators, and competitors to improve deployment of sales resources and planning adaptations.
• Conduct market analysis and research trends using this information to propose cost-effective strategies to improve penetration into existing or new customers/regions/markets.
• Work with marketing to develop content, technical whitepapers, and lead generation tactics.
  

Sales Support

• Interfaces and supports the sales team with strong product knowledge.
• Can foster customer confidence through technically sound presentations.
• Implements sales programs, tactics, and strategies by analyzing trends, market research, and customer intelligence to develop and deploy action plans to grow the business.
• Provides technical support for new opportunities, reviews specifications identifies concerns, and recommends appropriate actions, including product selection.
• Meets with select key customers regularly to develop high-level relationships, understand requirements, and communicate opportunities to the Company.
• Determines optimum selling prices by monitoring costs, competition, and supply and demand; works with the Management Team to offer winning quotes and EBITDA growth.
• Creates and provides monthly dashboards as needed to manage the sales process (Actual sales vs budget, Top 10 customer sales vs prior year, Opportunity Funnel, quote TAT, program status updates)
• Analyzes quotation and sales data identifies and implements marketing strategies to optimize sales growth and profits.
  

Technical Sales Support

• Develops and maintains proficiency in understanding industry and customer specifications to ensure alignment between customer expectations and operational capability.
• Creates robust knowledge across the organization regarding market developments as evidenced by threats and opportunities to our business success while leading new product or technical service initiatives to support sales strategies.
• Works to identify new applications and opportunities. Supports and drives new product development.
• Understands the business visits manufacturing locations regularly as defined by business needs.
• Understand the Company's product lines, pricing methodology, and pricing strategies.
• Can assist the quality department in the resolution of customer quality complaints.
• Sales and Operations Interface
• Works closely with the Sales Operations Coordinator/Sales Team/Management Team to produce winning quotes, win orders, and meet customer expectations. Price management and price increases are prioritized to drive profitable growth.
• Stays abreast of customers' evolving needs and presents opportunities for operational capabilities regarding resin approval, blending, testing needs, converting, certifications, and other value-added services.
• Ensures a robust system to align and communicate customer expectations with operational efforts.
  

General

• BS in Marketing, Engineering, or Management
• 7+ years in leadership roles
• 10+ years of sales experience in materials industries
• Experience with international manufacturing is a plus.
• Excellent communication skills
• PC proficiency is essential (Windows Environment, Salesforce, Excel, Epicor/similar ERP system)
• Proven selling, relationship, and negotiation skills. Represents the Company at trade shows and professional organizations. Maintains professional and technical knowledge by attending workshops, reviewing professional publications, etc.