Industrial Distribution Manager

Senior Industrial Distribution Business Development Manager. The company's customers are a “who’s who” of global industry including Caterpillar, Oshkosh, Deere, Hitachi, Komatsu, Liebherr, General Dynamics (Electric Boat), Newport News Shipbuilding, Applied Materials, Joy Global, Dana, Eaton, Parker, National Oilwell Varco, the U.S. Government and various aftermarket distributors including Applied Industrial Technologies, Kaman Industrial Technologies and Motion Industries among many others. 

POSITION DESCRIPTION:

Will drive strategic, profitable growth in the industrial market associated with Heim’s products.  Provide a vision of where future business is based on product development needs.  Work closely with the sales organization, establish the strategy to penetrate new target accounts and increase penetration at existing accounts.  The business manager establishes the focus & priorities required for sustained profitable growth.  

ESSENTIAL FUNCTIONS OF THE JOB: 

• Development, communication, and execution of industry-focused strategy

• Monitoring and tracking of industry and competitive trends impacting assigned markets

• Provide a vision of where future business is based on products and/or accounts. 

• Provide market analysis to upper management for potential growth opportunities while leading our teams towards the opportunities of the future.

• Maintaining an accurate status of all major opportunities, including activity history and next actions required

• Establishing and building deep cross-functional relationships with targeted customers and industry influencers

• Managing the contract negotiation process (price, Ts & Cs) for major customers in assigned markets. 

• Promotion of the RBC value proposition to the target markets

• Works closely with the sales team in establishing distribution incentives where appropriate to drive market penetration.

• Acting as the interface between the Customer/Sales, Engineering, and operations to make sure all customer quality, delivery, and performance requirements are met

• Tracking data associated with the target market – 1) OPS packages, 2) Sales forecasting for the market, 3) Gap analysis, 4) Top 20 Analysis, 5) Performance compared to plan.

• Manage and structure the customer base through either rationalization or expansion.

• Selecting and prioritizing projects to meet sales and profit objectives.

• Monitoring the effectiveness of projects implementation through launch review meetings

• Managing working capital issues related to the target industry and customers (inventory, receivables).

EDUCATION:  

• Bachelor’s degree in engineering required. 

EXPERIENCE:     

• Minimum 10 years of experience in Business Development, Sales or Sales Management for a manufacturing company

• Sales growth in assigned markets(s) ( $ growth and market share growth)

• Pricing for contract management

• Account margin performance

• Customer vitality – Growth from new customers

• Customer Responsiveness – On time delivery of products and projects

SKILLS / CERTIFICATIONS:

• Bachelor’s Degree preferred.

• Strategic thinking and analysis (pricing, market segmentation).

• Able to manage/balance competing priorities.

• Industry Experience / Knowledge

• Must have excellent computer skills, familiarity with AS400 and ASI is a plus.

Aerospace Manufacturing here in CT. The position is pivotal in driving strategic and profitable growth within specific commercial and government defense market segments. A few more details include:

Key Responsibilities:

Develop and implement strategies to engage new target accounts and enhance relationships with existing ones.
Collaborate with the sales team and divisional business development managers to create product roadmaps for sustained growth.
Conduct market research to identify new expansion opportunities.
Travel as necessary to support projects and initiatives.