Business Development Manager, IA

National Sales Manager (Commercial Vehicle / Passenger Vehicle)

Industry Applications

Objective: This role will represent the Company to current and potential Customers for Industry Applications (IA) and outsiders as well as develop constructive and cooperative working relationships with others both cross functionally and internally.

Essential Job Functions:

• Achieve Annual Operating Plan as specified by Americas Business Unit.
• Develop Industry Applications sales channels with the segments by prospecting, proposing, and closing sales deals with new customers.
• Sale product features based on analyses of customers’ needs and on technical knowledge of product capabilities and limitations.
• Sell Industry Applications products to new customers.
• Grow IA business, negotiate prices and volumes.

Primary Responsibilities:

• Identify and contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific NORMA products and services.
• Answer customers' questions about products, prices, availability, terms or conditions of sale. Quote prices, terms, or other bid specifications.
• Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
• Develop Industry Applications sales channels within the above segments by prospecting, proposing, and closing new customers, including the development of certain key customers within assigned market. Uses push strategy.
• Market through direct selling activities, customers selection criteria (i.e., brand name, pricing, the availability of products, on-time delivery, customized packaging, marketing support, etc). Gather market intelligence to strengthen Company’s distribution position, including product improvements, new products, new markets, anticipated competitive threats or actions.
• Work with internal departments to ensure NORMA Group prospects and customers benefit from NORMA Group strengths (i.e., distribution network, product availability, etc.) as the voice of the customer.
• Assure customers are properly served to meet sales goals. Facilitate the execution of Industry Applications products for customers, such as testing, packaging, other ongoing support.
• Point of contact for customers. Identifies and resolves customer concerns and executes correction strategies.

Reports To: Vice President, Sales (Industry Applications)

Department: Sales

Location: ~ 60% Travel / Home Office and/or at NORMA, Lake Orion, MI

Leadership Responsibilities: Manages Inside Sales employee(s). (Has support from pooled resources for Marketing/Product Mgmt. HR and Engineering).

Education and/or Experience:

Musts:

• BS or BA degree from accredited university; with concentration in a discipline with technical or business elements.
• Eight or more years’ experience in sales in a manufacturing / Distribution / Dealer industry.
• Experience selling manufactured products in distribution channels (i.e., wholesalers / distributors, direct to other manufacturers, buying groups, to retailers, for specific projects, etc.)
• Demonstrated results achieved in developing new markets, channels, and new customers.
• Ability to effectively use Microsoft Office products Excel, Word, PowerPoint, Outlook

Wants:

• Specific experience in the automotive aftermarket, OES commercial vehicle market
• Specific experience in dealing with customer packaging projects
• Specific experience in selling into distribution in the commercial and passenger vehicle markets
• Supply Chain experience e.g. fulfilment, packaging, labeling, etc.
• Managing salespersons
• Marketing / promotional experience
• Ability to effectively use Microsoft (or similar) ERP and CRM Products

Knowledge, Skills and Abilities:

• Ability to Drive Results: Laser focus on winning new business and retaining existing business. Bring all required skills and knowledge to the table to achieve Sales goals and targets.
• Sales and Marketing : Principles and methods for promoting, and selling products. Includes marketing tactics, promotion, advertising, product demonstration, and sales techniques.

• Customer Service : Knowledge of principles and processes for providing customer service. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

• Manufacturing and Production : Working knowledge of raw materials, production processes, costs, and other techniques for maximizing the effective manufacture and distribution of products.
• Communication: Ability to convey information effectively, both in written form and verbally. Communicate information and ideas verbally so others will understand. Prepare presentations / other documents as Sales aids and for internal communication.
• Persuasion: Persuading others to change their minds or behavior.
• Active Listening: Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times. The ability to listen to and understand information and ideas presented through spoken words and sentences.

• Making Decisions and Solving Problems: Ability to analyze information and evaluate results to choose the best solution and solve problems.
• Use of Technology: Knowledge of customer relationship management (CRM) software, database software, mail / calendar / meeting, etc. tools, excel, PowerPoint, word.

Certificates, Licenses, Registrations: None required. Certified Sales Professional (CSP) helpful.

Work Environment: This position works in an office environment. In a plant, use of PPE required. While performing the duties of this job, the employee is regularly required to talk or hear. Frequently required to stand; walk; sit, sometimes for lengthy periods.

Notice: This job description is designed to describe the general nature and level of work performed by employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of the employee(s) assigned to this job. Other duties may be added, or this job description amended at any time. To perform this job successfully, an individual must be able to perform the principle duties satisfactorily. Reasonable accommodations may be made to enable otherwise qualified individuals with disabilities to perform the principle duties of the job, except where to do so would cause an undue hardship for NORMA Group’s business operations. Employment at NORMA Group is “at will”, which means that either the employee or NORMA Group can terminate the employment relationship at any time, for any reason, with or without cause or notice. Nothing in this Job Description should be construed to diminish the at-will employment relationship in any manner.

Contact for this position: Merisa Jernigan

NORMA Michigan Inc.
2430 E.Walton Blvd.
Auburn Hills 48326, USA