What are the responsibilities and job description for the Field Application Manager position at Prysmian Group?
Field Application Manager reports to the Vice President of Field Application Sales in the Industrial & Construction Business Unit of Prysmian North America. This position requires significant Contractor, Architect/Engineer and End-user education and demand creation focus to create a pull through effect for Industrial & Construction wire & cable products and services. The Central FAM supports eight representatives across 12 ½ states.
The Field Application Manager position requires intimate product knowledge in the form of features and benefits; technical and design attributes; knowledge of codes and standards; and practical application and installation procedures.
Responsibilities:
Responsibilities:
- Analyze the territory and develop Individual Territory Plan – call frequency, actions and timing in conjunction with Prysmian | Encore Representatives aligning with and contributing to Rep TAR’s (Trade Area Reviews). Prioritize based on FAM primary focus accounts, Rep primary focus accounts, Joint focus accounts and Developmental focus accounts. “Accounts” are defined as Contractor, Architect/Engineer and End-user.
- Provides the necessary Technical Support to help I&C meet or exceed Management Plan Objectives.
- Close coordination with I&C Product Managers and Commercial leaders, including industry trends and competitive actions/feedback and code issues that could threaten or enhance our market position. Timely and transparent communication of Market Intelligence is critical.
- Close coordination with Reps on all opportunities. Work to eliminate the opportunity for duplication or delays. Timely and transparent communication is critical.
- Close coordination with other internal technical resources including Product Engineering, R&D, Codes & Standards and Engineering Services. Timely and transparent communication is critical.
- Ability to clearly understand our Go to Market message and strategy and to carry our message to the market.
- Communicate professionally in all verbal and written correspondence.
- At Contractors, Architect/Engineers and End-users.
- Develop/expand and maintain professional and ethical relationships in accordance with company compliance requirements.
- Ability to conduct discovery and direct your focus on the right people who control the specification or purchasing during the process.
- Be fully aware of the stage the project is at and who is in control.
- Understand situational needs leading to both personal and task motives.
- Become a Trusted Advisor for all Prysmian | Encore I&C Products & Services and provide readily available and relevant technical information and advice.
- Position Prysmian | Encore as the leading Wire & Cable expert providing them with technical information they need when researching and selecting products to specify on their project.
- Develop, support and refresh wire and cable specifications.
- Provide Product Training to educate and influence buying patterns.
- Understand their preferred distributor channel partners, the strength of their relationship and why they prefer to do business with said distributor.
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With Channel Partner Distributors:
- Support Prysmian | Encore Reps to bring Project Intelligence, alignment and timing.
- In conjunction with the Rep, collaborate with key Construction Salespeople to influence buying patterns of Contractors, Architect/Engineers and End-users.
- Understand each distributors value proposition to support various contractors and projects.
- Selectively conduct Product Training to garner mind share and influence Prysmian | Encore product & service growth.
- Provide Technical Support as needed.
- Participate in Regional Trade Organizations with relevancy to our objectives.
- Participate in Regional Trade Shows as needed (coordinate with our Rep). Contribute technical content to White Papers, Technical Bulletins, Marketing Collateral as needed.
Job Requirements:
- BA/BS or ME/EE preferred.
- Valid driver’s license.
- 5-7 years Electrical Industry experience or 3-5 years Wire & Cable experience. Prefer a candidate with existing relationships with some Contractors, Architect/Engineers and End-users.
Key Characteristics:
- Ability to assimilate quickly and contribute in a fast-paced environment.
- Self-motivated with a persistent mind set and the ability to thrive in an unstructured environment.
- Solid understanding of Technical and Consultative selling techniques.
- Make yourself available – become the “go to” person by always responding as quickly as possible.
- Knowledge of the specification processes, how it works and all functions involved since it may vary from project to project.
- In-depth knowledge of our product and our competitors’ product(s).
- Strong analytical skills – including economic drivers and industry trends.
- Strong PC skills with a minimum of intermediate skills in Word, Excel, Power Point, Outlook.
- Strong interpersonal skills with situational EQ to manage a variety of circumstances.
- Strong communication skills delivering clear, concise, complete, correct, and consistent information.
- Strong training and presentation skills including describing product samples, conducting demonstrations and providing solutions.
- Strong time management skills – able to set priorities to maximize the value returned on time spent.
- Collaborative Team Player able to work across all functions of the Company. Domestic Travel requirement of >50%.
Key Physical Demands:
- A Technical Field Salesperson requires working from a dedicated home office space with frequent domestic travel and client interactions.
- Home office environment includes standard office equipment available with activities including periods of sitting or standing at a desk or workstation, typing and filing.
- The work area requires good lighting, and a comfortable chair which are crucial for productivity and comfort.
- The work area also requires a stable and reliable internet connection for video calls, email, and other online communication.
- Repetitive office may require dexterity and hand-eye coordination as well as proper mobility including sitting, standing, bending, squatting, keyboard use, reading, writing and speaking confidently.
- Domestic Field Travel will require the need for driving or flying to attend industry meetings or conferences and/or interact with clients face-to-face, building relationships, conducting training and reviewing specification documents/drawings.
- Physical demands of domestic field travel may include standing, sitting, bending, squatting, lifting, reaching overhead. Additionally, employee will be exposed to typical travel environment conditions and accommodate different time zones if required.
- Office Work or Domestic Field Travel may require lifting and carrying objects of 5-10 pounds as needed. And on occasion will require to lifting and carrying objects of 15-25 pounds as needed.
- Employee will be required to work manage their time, ambiguous schedules, work independently, productively and collaboratively in a high-volume, fast paced, environment and be able to respond efficiently and courteously to unanticipated situations.
- This role is not typically exposed to adverse environmental conditions, except possible eye strain.
