OEM/Government/Maritime Sales Specialist
The Victaulic OEM, Government, Maritime Sales specialist is responsible for profitably increasing the sales and market share that Victaulic holds in these disciplines in the given geographic region. This will be accomplished by a thorough understanding of our OEM, Government, and maritime value stream, Victaulic use in those systems, the markets as a whole, and by utilizing the Victaulic Sales Team Strategy and Goals Objectives process.
Responsibilities:
Develop and implement a yearly business plan consistent with the team strategy that achieves market, product, and profitability targets through a uniform, project and account driven goals objectives process that has our Siebel system as its basis of information, operation, and communication. The following responsibilities will be the primary components of the Sales Representative’s business plan and goals objectives process:
The individual shall develop his or her business plan by establishing project and account priorities through a thorough review of the major owners in each segment.
This business plan shall be coordinated with line sales and regional management in the territory to maximize business results in a collaborative, team effort.
The individual will declare an agreed upon number of key owners at accounts across all types that will be owned by the sales representative and form the basis for quantitative measurement of sales and progress results.
The individual will target a designated and agreed upon number of engineers. The target engineers will be developed to the fullest degree based on our definition of account ownership and complete penetration selling. Specification and details of our products in plans and bid documents shall be a key focus. Progress with the target engineers will be measured and reported on through the specification development program.
Complete account development is defined:
- Develop relationships with the owner/president and key decision-makers.
- Understand the account’s business strategies and their position in the marketplace.
- Design and implement a strategy to sell the complete line of Victaulic products (Grooved, Vortex, D- O-L, etc.)
- Negotiate with the account/distributor, when necessary.
- Use Company resources to ensure complete account development (market managers, CPS, seminars, product demos, etc.)
- Measure progress with the target accounts on a monthly basis, including priority products.
Strategic planning for all OEM and Government sales in a territory will be in collaboration with the Division Manager. This will include coordination of target account development. Division Managers or Vice Presidents will approve all pricing.
Develop a complete understanding of:
- Product features, benefits and applications
- Tools
- All requirements of our Siebel Sales Force Automation system as a business development and time management tool.
In collaboration with region and division management, coordinate the sale (direct or through distribution) based upon a thorough vetting of the best channel to utilize.
Understand the construction cycle and successfully influence decision-makers at all influences (owner, engineer, contractor) to maximize Victaulic sales potential.
Keep management fully informed of market trends, competition, pricing, and new products.
Communicate activities to appropriate personnel within the specialist’s geographic area of responsibility (i.e., line sales, line regional managers, as well as division management).
Fulfill all corporate administrative requirements.
Qualifications:
College graduate.
Previous Victaulic or mechanical piping-related sales experience required.
Self-motivated, confident.
Strong written and verbal communication skills; professional image.
Must meet the agreed upon travel requirements of the position.
Team player/competitive/flexible/resilient by nature.
Strong organizational and time management skills.
Knowledge of commercial piping systems and / or commercial construction process desirable.
See Job Description
