Sales Manager (Wire & Cable Industries) in Rome, NY at BARTELL MACHINERY SYSTEMS, LLC

Date Posted: 7/20/2021

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Rome, NY
  • Experience:
    At least 3 year(s)
  • Date Posted:
    7/20/2021

Job Description

The Position

This position is a member of the Sales & Marketing Department. The Sales Manager will report to the Director of Global Sales and will be part of a dynamic team advancing the Sales & Marketing Efforts charged with driving strategic sales for large Capital Equipment Industries domestically and internationally.  Candidates with credentials showing industrial plant process knowledge; including a confidence to deliver a strong sales presentation to executive decision makers and stakeholders affiliated with products that align with the Bartell Wire & Cable, Tire/Rubber, Oil & Gas Industries, will be highly regarded.    

Job Description

Primary Responsibilities

  • Promote Bartell Products and Services by gaining thorough understanding of the Core Product Line and remain current with new trends and development in all wire and cable markets.
  • Expertise in Bartell quotation system and formats (including finance and accounting costing system procedures). Success in proposal building, costing, editing, presenting and general opportunity management coordination.
  • Maintain customer project interface; and build good external customer relationships in the wire and cable industry.
  • Establish and maintain an effective sales quotation cost/pricing system and maintain accurate department files/records regarding customer comparison and production standards for domestic and international markets.
  • Translate market information to maximize promotional benefits to the Company.
  • Utilize current and future policies, processes and procedures to ensure conformance at all times, minimizing costs and providing accurate Factory Order (FO) information to other Bartell Departments

Job Requirements

 Education

  • Bachelor’s Degree preferred; MBA a plus
  • Expertise in Sales & Marketing with 10 years of sales related experience.

Skills & Relevant Work Experience

  • Engineering background - preferably in manufacturing related wire & cable industries
  • Commercial awareness and negotiating skills
  • General market knowledge and contact base required
  • Total “Bartell” product awareness within 6 months to a year
  • Prior experience in extensive traveling including International visits, frequently more than 2 weeks
  • Strong communication skills and commitment to a Team Environment to ensure Engineering and Manufacturing Departments are advised and understand order profiles prior to order closure/acceptance. Interface with territorial agents and UK office as required
  • Hands on working knowledge with Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)
  • Microsoft Dynamics (365) experience desired
  • Extensive commercial and industrial knowledge
  • Extensive market knowledge and contact base.
  • Practiced negotiation skills.
  • Strong engineering awareness or knowledge
  • Fluency in English
  • Clean driver license
  • Passport holder and Ability to travel Internationally (Min 50 percent travel annually)

Desirable

  • Mechanical and/or Electrical Engineering
  • Hands-on machine shop experience
  • Prior knowledge of machinery manufacture
  • Second language (Chinese, Spanish, Russian etc.)
  • Bartell product awareness.
  • Management skills of talented “Entrepreneurs”

Competencies

Communication

  • Utilizes strong written and oral communication skills often and consistently to develop and coordinate proposals, implement recommendations and action plans for individual order closure, arrange project closure meetings, and ensure project negotiations are concluded as required. Ensure engineering and manufacturing departments are advised and understand order profiles prior to order closure/acceptance.  Ensure that regular interface occurs with territorial agents is maintained.  Ensures that the department associates and plans are set in place and clearly communicated with well-defined expectations to achieve maximum success.   Highly interactive with cross functional team members including, Operations, IT, Quality Assurance & Control, Engineering and Technical Sales & Service. 

Team work

  • Foster team spirit and impart a sense of teamwork to all employees throughout regularly scheduled communication meetings and round table discussions. This employee also supports the corporation mission, vision, and core values – specific to the department contributions.   Support all management initiatives and team members.
  • Maintain open, honest and diplomatic communications with group to improve team effectiveness. Minimize interdepartmental criticism. Be willing to consider the validity of alternative options.  Be humble about the validity of your own opinions.

Problem solving

  • Develop and implement action plans for individual order closure. Arrange project closure meetings and ensure project negotiations are conducted as required.  Ensure engineering and manufacturing departments are advised and understand order profiles prior to order closure/acceptance.  Ensure that regular interface occurs with territorial agents is maintained.  Ensure complete and accurate equipment specifications with customers are understood and agreed.  Convey clear and concise specification requirements via timely F.O. meetings to internal departments.  Ensure internal schedule of events compliment customer expectations. Keep customers abreast of project developments to ensure smooth transition through final equipment acceptance.

Self-Management

  • Understands business objectives, maintains a level of business integrity; proven success in managing through challenges with a high degree of customer contact. Entrepreneurship mindset with strong process methodologies (takes ownership of their work product).  Makes independent decision under guidance of department management; utilizes management support appropriately for high-level sales and marketing, and logistical questions. 

Planning and Organizing

  • Demonstrates self-discipline in organizing tasking to plan and meet time and budgetary constraints, quality, lead time, and procedures. Determine customer strategic goals and identify individual order opportunities for objectives.  Develop full understanding of customer requirements.  Develop and maintain accurate order forecast information.  Coordinate collection of general market information and develop strategic plans that utilize it.  Develop individual sales account strategies to maximize Bartell’s opportunities.  Seek out and advise, regarding competitor products and services.  Maintain pricing structures and margins via current product price list.  Ensure customer visits are planned in advance and “green sheets” clearly identify visit expectations.  Ensure visit reports with action requirements are filed and followed through in a timely manner.

Technology

  • Seek out and advise, regarding competitor’s products and services. Collect and organize industry information on product adjustments and product trends. Provide specifications for new product development.  Assist with new product development as part of new product team.  Hands-on working knowledge of Proposals, Negotiations, marketing databases, Microsoft Office Suite (Word, Excel, PowerPoint and Outlook).

Learning

  • Able to gain a good working knowledge of industrial machinery related business and mandated policies as it relates to conducting business within a 30-days time-frame regulations, and any consequences that could pose liability issues. Maintain an up-to-date knowledge of all Bartell policies; and procedures.  Ensure ISO9001 procedures are conformed to at all times.  Advise of potential improvements in work and information procedures.  Seek out and advise, regarding competitor’s products and services   

Initiative and enterprise

  • Compile customer profile database. Develop personal relationships with strategic customer personnel.  Meet with prime customers on a regular basis (domestic and international).  Determine customer strategic goals and identify individual order opportunities for objectives.  Develop full understanding of customer requirements.
  • Develop and maintain accurate order forecast information. Coordinate collection of general market information and develop strategic plans that utilize it.
  • Develop individual sales account strategies to maximize Bartell opportunities
  • Seek out and advise, regarding competitor products and services.

Strategic

  • Assist in complex company Strategic Plan and assist in implementation
  • Include regular market/region updates on future activity, competition and opportunities for R&D.

EXPERIENCE:

  • Minimum 3 years of traveling sales experience, preferably in industrial sales.
  • More than 3 years of traveling sales experience preferred.
  • A combination of years of experience, advanced education, and industry-specific training and experience may be considered in lieu of the minimum requirement.

Travel Requirements: 50% or greater

EOE M/F/D/V

Interested applicants should go to www.bartellmachinery.com/careers to apply. 6321 Elmer Hill Rd., Rome, NY 13440 ● www.bartellmachinery.com ● 315-336-7600

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