Market Development Analyst

Description

Position at Keystone Powdered Metal Company

Keystone Powdered Metal Company, a Sumitomo Electric Group company, is looking for a full-time Market Development Analyst employee who will be working out of our Farmington Hills, MI location. This person will report to the VP of Sales and Marketing.

Job Duties and Responsibilities

Prospect for new business via phone, email and marketing campaigns

Find and Qualify leads from digital campaigns, tradeshows and referrals

Qualify inbound leads and transition efficiently to the sales team

Identify and understand prospect needs via detailed discovery meetings

Align financial goals with solutions to create company and customer value

Participate in marketing events and trade shows and coordinate company participation and messaging

Update and ensure data accuracy in CRM and other company record

Assist outbound sales managers with pricing proposals, product demonstrations and prospect follow up

Create, maintain and deliver on strategic territory management plans with outbound sales and agents or reps

Build and maintain relationships with customers

Ensure all security, confidentiality and privacy policies are adhered

Drive continuous improvement through Kaizens

Maintain best in class proactive safety practices

Maintain proactive EHS (environmental health and safety) practices

Lead projects for website, social media and other digital venues

Propose and drive value proposition actions

Provide competitive positioning, customer price targets and winning approaches to improve lead generation and conversion to new wins

Other Duties as assigned to support strategic and annual business planning

Metrics for success in this role comprise safety performance, IATF and industry standards, Kaizen improvements, Opportunity Value, Qualified lead value, Quote value converted by market segment, Vitality (% revenue from new products, markets, applications), profitability and response time.

ADDITIONAL DESCRIPTION OF THREE CORE RESPONSIBILITIES

Lead Generation

To assist the Vice President of Sales and Marketing and the cross functional team efforts to develop and to execute the Strategic Sales Plan in support of company goals. This involves building a funnel of new customer opportunities in target markets while scouting, analyzing and proposing new market segments to pursue, and delivering analysis of key and newly proposed market segments to pursue.

To research new potential customers, make first introductions through various channels and advance an opportunity funnel pipeline within CRM (customer relationship management) portal and other designated company systems of record.

Implement outbound and inbound lead generation strategies comprising cold calling, email campaigns and sequences, inbound website inquiry communications and all other forms of attracting interest and timely first introductions to new customers.

Develop and continuously improve Lead Qualification framework and processes, keeping metrics to identify prospecting campaign conversion rates to new wins, quote disposition and other campaign results enabling business opportunities that fit company capabilities and return on investments.

Define market attractiveness for new and existing selected campaigns and link value proposition to campaign messaging, opportunity funnel advancement and revenue potential for near term and long-term alignment with the strategic plan. Communicate internally to gain buy in and support for resource deployment.

Demonstrate dashboard metrics that continuously improve effectiveness of prospecting and value of newly qualified opportunities (direct responsibility) that ultimately convert into successful winning quotations (supporting contribution to the team effort).

Digital Marketing and Communications

To develop and evolve website, social media content, and other forms of digital communications working with cross functional team members to maximize company presence and improve external and inbound search analytics.

This includes search engine optimization and keeping continuous improvement metrics for keywords appropriate to company products and selected market segments.

Develop selling tools and effectively work with the sales team to deliver brochures, catalogues, application bulletins and other content for the purpose of clear and compelling articulation of products and company value proposition.

Manage and maintain competitive analysis and value proposition, effectively translating that to external messaging strategies and tactics to generate high quality new leads.

Provide project management and hands on deliverables towards website and comprehensive market communications coordination internally and externally.

Tradeshow Planning and Coordination

Develop and participate in venues resulting in new customer leads including tradeshows, conferences seminars and other in person events that increase company interest and inquiries from new customers. Develop and participate in congruent virtual events that support generating new opportunities.

Scout and explore new market applications, working closely with sales and engineering teams to systematically improve business results in attractive markets.

Propose and adhere to annual approved budgets, annual event planning and implementing all aspects of self and company participation, including materials, team member participation, registration, setup and removal from in-person venues. Travel to/from venues and selected prospective new customer locations with associated internal memos and call reporting to maximize pre-work and follow up results.

Keep the company current on industry trends and best practices in lead generation techniques, working with outside sales agents and contractors as need and budget allows.

Keep current on industry trends and best practices in selected and proposed market segments and applications.

Develop comprehensive market analysis summaries for internal use, deriving from third party information of all sources to enable strategic market selection and maintaining current on external dynamics that inform effective lead generation results.

OTHER RESPONSIBILITIES

To provide assistance with the sales forecast

To provide assistance with strategic planning and analysis

To provide assistance with request for quotation prioritization & completion as needed

To maintain regular communications with customers including electronic, audio, video and in-person meetings with frequent travel to customer locations in support of opportunity qualification and/or quoting

Profitability improvement initiatives

Reliable, consistent attendance is a requirement and essential function of this position.

Act as focal point to deliver monthly, weekly and daily reporting of job duties

Qualifications

A Bachelor’s degree in Digital Marketing (preferred) or Economics, Technical Marketing or related disciplines with demonstrated proficiency in core responsibilities above.

10 years’ experience in B2B industrial marketing, comprising roles in marketing communications, market development, sales, lead generation

Demonstrated ability to gain technical knowledge in Powder Metallurgy

Good communication skills, Good analytical & problem-solving skills

Computer skills: Word, PowerPoint, Excel and Outlook, Digital Marketing tools such as Adobe, Website development tools such as SquareSpace, CRM experience required (Hubspot, SalesForce) and outbound marketing communication systems (Apollo).

Analytical tools preferred (Tableau, PowerBI, etc.)

Demonstrated ability to work both independently in subject matter core responsibilities listed above, while also contributing to cross functional team objectives

Compensation may vary depending on a number of factors, including a candidate’s experience, qualifications, skills, competencies and location. Base pay is one part of the total compensation and benefits package that is provided to compensate and recognize employees for their work.

About Our Company

Keystone Powdered Metal Company a world leader in the Powdered Metal Industry has an opening for an Market Development Analyst out of our Farmington Hills, MI location. Since 1927 Keystone has pioneered many advancements in technology and products in the PM industry. Today Keystone is part of Sumitomo Electric’s Industrial Materials segment which has thirteen P/M companies located in nine different countries around the world. Keystone operates plants in St. Marys and Lewis Run, Pennsylvania, and Cherryville North Carolina.

About Sumitomo Electric Group

Sumitomo Electric Industries, Ltd. is a recognized global technology leader with over 280,000 employees working at around 400 group companies in 40 countries. Building on more than 120 years of innovation, today Sumitomo Electric is engaged in diversified business activities that support people’s daily lives and industries in five business segments: automotive, infocommunications, electronics, environment & energy, and industrial materials. To learn more about Sumitomo Electric, please visit https://sumitomoelectric.comand our YouTube Channel (https://www.youtube.com/user/SumitomoElectric/). Follow us on LinkedIn (https://www.linkedin.com/company/sumitomo-electric).

Our company is an Equal Opportunity employer and will consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, national origin, disability, age, genetics, protected veteran status, or any other characteristic protected by law.