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Sales Manager

Company: Auto Valve, Inc
Location: Dayton
Posted on: January 16, 2022

Job Description:

Description:

JOB SUMMARY: Responsible for the entire range of marketing planning and development, sales promotion, and sales activities of the organizational unit. Formulates, recommends, and implements policies and programs in the areas of sales, pricing, market and product or service acceptance research, and related activities, customer relations or advertising.
Strong adherence to the Vision / Mission / Values of Auto-Valve Incorporated.

Key Performance Objectives:

1. Prospect for long-term, value-added growth opportunities that align with our strategic objectives, resulting in the development of new customers and achieving the organization's sales and profitability targets while simultaneously encouraging collaboration with the AVI team. 30%

2. Build and leverage relationships across all centers of influence with customers to sustain and expand current work, and grow new work. 30%

3. Research and understand our customers, competition, and industry to achieve the highest return on investment of strategic resources. 10%

4. Utilize competitive and market intelligence and collaborate with the AVI executive team to create a strategy and sales plan for identifying strategic customers and achieving growth and profitability. 10%

Note: Twenty percent of time is reserved for ancillary responsibilities, interruptions and unplanned activities.
ESSENTIAL DUTIES AND RESPONSIBILITIES: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Other duties may be assigned.
Interpersonal Responsibilities
1. Collaborates with Manufacturing and Engineering management to gain and sustain the thorough understanding of organization capacity and capabilities in order to gauge viability of new opportunities.
2. Collaborates with the internal sales efforts of the organization and utilizes Customer Service Representatives as a resource for customer insights.
3. Communicates customer design or functionality needs and/or concerns and assists in developing solutions in collaboration with internal teams and subject matter experts.
4. Leverages upon connections with industry and non-industry individuals, buyers, original equipment manufacturers, and maintenance experts to capitalize on the experience and contact base of others as a means of generating leads and building relationships.
5. Engages with and maintains a positive relationship with regulatory agencies to elevate AVI to the forefront of consideration in the generation of new or re-engineered products.
6. Encourages and seeks opportunities for collaborative efforts, seeks understanding of issues, anticipates and troubleshoots problems, and resolves urgent and ongoing matters.
7. Champions the customer's interests in promoting resolutions to design or contractual issues. Facilitates communication between internal subject matter experts and customers both pre- and post-contractual agreement.

Operational Responsibilities
1. Prospects for potential new clients through active contact, arranging meetings with client decision makers/Principals, and by cold calling as appropriate within the market in order to ensure a robust pipeline of opportunities.
2. Evaluates potential business opportunities by analyzing buying and product trends, market strategies, deal requirements, potential, risks, and financials, evaluates options, resolves internal priorities, and recommends strategies to maximize manufacturing capacity and drive strong sales.
3. Understands regulatory requirements associated with potential jobs and assesses and conveys risks associated with compliance to specifications. Recommends alternate solutions as appropriate when risk factors outweigh benefits.
4. Develops negotiating strategies and positions by studying integration of new ventures with AVI operations and goals.
5. Understands specific customer requirements and specifications, and translates customer and market intelligence into proposals that result in contracts supporting the AVI strategic sales plan and financial goals.
6. Closes new business arrangements by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
7. Protects the organization's value by maintaining confidentiality of both customer and company information.
8. Plans approaches and pitches in advance based upon research of potential customer business. Develops proposals that address the specific potential customer's needs, concerns, and objectives. Adjusts style of approach as appropriate to persuade or negotiate appropriately with the customer being contacted and presents a professional and approachable image. Emphasizes agreements, works to minimize objections and differences to reach a positive conclusion while maintaining AVI integrity and capability.
9. Attends industry functions, events and conferences, and provides feedback and information on market and creative trends.
10. Identifies opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
11. Utilizes knowledge of the market, current products, and competitors to identify and develop the company's unique expertise, selling propositions and differentiators.
12. Tracks and records activity on accounts to drive closure of deals to meet sales targets.
13. Refreshes and updates job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations.

Organizational Responsibilities
1. Utilizes competitive and market intelligence to identify potential opportunities and to create the organization's strategic sales plan and forecasts to achieve growth and profitability in collaboration with the leadership team.
2. Participates in the development of the organization's strategic plan, key performance indicators, and the capital and operating budgets through the contribution of personal knowledge, market intelligence, and expertise with the customer base.
3. Assists in the development of the business model, understanding who the AVI customer is or could be, and presents recommendations on targeting potential new industries or product lines.

PERFORMANCE FACTORS: The performance factors described here are core abilities that translate into desired on-the-job behaviors which contribute to the employee successfully achieving the performance objectives of this job and carrying out the assigned responsibilities.

1. Customer Focus : Consistently places a high value on customers and all issues related to customer; objectively listens to, understands and represents customer feedback; anticipates customer needs and develops appropriate solutions; meets all promises and commitments made to customers.

2. Teamwork : Respects team members and their individual perspectives; makes team mission and objectives a priority; works toward consensus when team decisions are required; meets agreed-upon deadlines on team assignments and commitments; shares responsibility with team members for successes and failures; keeps team members informed regarding projects; supports team decisions; recognizes and appreciates the contribution of team members; behaves in a manner consistent with team values and mission; provides constructive feedback to team and its members; responds positively to feedback from team members; raises and/or confronts issues limiting team effectiveness.

3. Goal Achievement : Establishes goals that are relevant, realistic and attainable; identifies and implements required plans and milestones to achieve specific business goals; initiates activity toward goals without necessary delay; stays on target to complete goals regardless of obstacles or adverse circumstances.

4. Interpersonal Skills : Strives for self-awareness; demonstrates sincere interest in others; treats all people with respect, courtesy and consideration; respects differences in the attitudes and perspectives of others; listens, observes and strives to gain understanding of others; communicates effectively; is sensitive to diversity issues; develops and maintains relationships with many different kinds of people regardless of cultural differences.

5. Personal Accountability : Accepts personal responsibility for the consequences of personal actions; avoids placing unnecessary blame on others; maintains personal commitment to objectives regardless of the success or failure of personal decisions; applies personal lessons learned from past failures to moving forward in achieving future successes.

6. Presenting : Communicates effectively to groups. Organizes information to be presented in succinct, logical sequence. Presents information in ways that make abstract or complex concepts clear and understandable. Effectively utilizes a wide range of non-verbal communication or body contact such as speech inflection, voice modulation, eye contact, facial expression, and gestures. Implements a variety of visual and auditory devices to capture and invoke the audience's sense, participation and interest. Projects authenticity, confidence, conviction & passion. Appeals to and engages the heart and mind of the audience. Tailors presentation to the interests, needs and wants of audiences. Establishes and delivers content objectives. Communicates in ways that enlighten, educate, challenge and persuade the audience to think, believe or behave in a specific way. Is recognized and relied upon as an effective spokesperson.
.

Requirements:

PI157750976

Keywords: Auto Valve, Inc, Dayton , Sales Manager, Sales , Dayton, Ohio

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