Fire Service Strategic Relationship Manager, Western US/Canada

Overview

Are you someone who is passionate, motivated, and driven to make a difference? If so, MSA Safety is the perfect fit for your career.

At MSA, SAFETY is who we are AND it is what we do. We are a purpose-driven company committed to deploying innovation and technology to deliver on our Mission to help protect people and assets all around the world. We continue to be relentless in our pursuit of solving our customers greatest problems so they can go home safe each and every day.

Are you in? Read on for more details about this particular role.

Responsibilities

• Increase sales of MSA’s fire service products including: SCBA, fire helmets, thermal imaging, gas detection, turnout gear and boots with a primary focus on large professional fire departments, government agencies, and labor leaders
• Engage MSA Field Sales Associates to develop and implement account strategies and action plans for strategic customers to achieve maximum sales volume and market share gains
• Manage and strengthen key organization relationships with Fire Chiefs, Firefighters, Labor Representatives, etc.
• Develop relationships with Department of Defense officials by aligning with MSA’s Government sales teams strategic plan to ensure conversion of all Fire Service product groups at key military bases.
• Work closely with RSDM’s and FRSM’s to identify relationship building opportunities at large customers and provide guidance, lend support, and coordinate visits to enhance MSA’s position with administration, rank and file, and labor leaders
• Support and coach RSDM’s and FRSM’s with union engagement best practices and training
• Solicit, expand, and maintain favorable relationships with potential and current target accounts and market influencers
• Coordinate, plan, and lead MSA’s presence at strategic events and relationship building opportunities including:
• IAFF: ALTS Conference, Redmond Symposium, Annual Conference, and Fire Ops 101
• Federation of State and Provincial Firefighter bi-annual meetings
• FCSN: Leverage field partnership efforts
• Strengthen MSA’s working relationship with key members of the International Association of Fire Fighters (IAFF) including headquarters, Regional VPs, state representatives, and influencers at local affiliates
• Maintain active working relationships with identified existing large end-users and focus on developing and closing opportunities at target accounts with special emphasis on competitive conversions
• Effectively communicate Voice of Customer feedback into our new product development process and to other stakeholders
• Partner with other team members and channel partners to support “in service” product training and other new product implementation activities at large end user fire departments
• Acquire and maintain CARE certification and other related advanced product expertise
• Work with Marketing Managers, other corporate stakeholders, RSDM’s, and FRSM’s to support key fire service training academies and organizations to expose firefighters to MSA products
• Provide effective monthly updates and details on target account activity for all assigned strategic accounts
• Use Salesforce to document customer activities, visits, and provide commentary on new business opportunities
• Report trends and competitive activity in the marketplace that could potentially affect MSA’s market share by gathering information on trends and competitive activity from:
• MSA First Responder Sales Managers
• Key end users
• Influential Agencies and Firefighter Union Leadership
• Channel partners
• Provide a high level of customer satisfaction and build customer loyalty within strategic accounts for repeat business and revenue growth
• Willingness to travel 40-50% overnight, within North America
  
  

Qualifications

Special knowledge, skills and abilities required:

• Excellent communication (including written and verbal technical and non-technical), interpersonal and management skills
• Demonstrated success with strategy development, applying strong understanding of go-to-market initiatives
• Proven track record of understanding customer needs and developing solutions to assure customer satisfaction within the fire service market
• Excellent computer skills including MS Word, Excel, PowerPoint
• Proven ability to guide, mentor and motivate others, including distributors within the fire service market gear
• Proven planning and organizational skills
• Proven ability to grasp technical product knowledge
• Experience with social media for communication purposes
• Ability to work independently and complete tasks with little supervision
• Significant experience in building and managing relationships with key members and influencers within the fire service in order to drive sales growth and profitability
• Proven ability to organize and present product and demonstrations to large groups
• Demonstrated attention to detail, analytical skills and strong negotiation skills
• Demonstrated capabilities of exceeding sales and profitability goals, with general understanding of business financials
  
  
  

Education And Experience Required

• Bachelors Degree in related field or equivalent (4 years of relevant work experience may be substituted for a Bachelors degree)
• 8 years experience in fire service sales
• Experience managing fire service market distributors
  
  
  

For CA applicants:

• $100,000-$140,000.00 annually.