Position: Sales Manager, End Markets
Location: Grand Rapids, MI
Job Id: 4158
# of Openings: 1
Location: Grand Rapids, MI; Cleveland, OH; Gary IN; Cincinnati OH, Louisville, KY
Position Overview: The role of the Sales Manager - End Markets will be direct selling to select OEM's and Integrators. The position will be responsible for introducing, training, and selecting solutions to exceed customer expectations. The goal is to achieve above market growth through value selling solutions. Lastly, position will be the bridge between the customer and Dorner related to sales activities and relationships.
Essential Duties and Responsibilities:
Grows sales at select OEM's and Integrators within our focus end markets.
Captures significant market share in assigned region.
Partners with applications and engineering resources within targets.
Builds deep relationships and understands customers challenges.
Provides technical advice and support to customers on our products and markets.
Informs organization on key market trends and challenges.
Maximizes use of CRM to manage targets, customers, activities and KPI's.
Effectively communicates with customers and Dorner organization.
Creates annual plan on revenue and steps to achieve desired outcomes.
Implements action plans to overcome shortfalls or competitive situations.
Performs other duties as assigned.
Knowledge, Skills, Competencies, and Abilities:
Be able to prepare and professionally present the Product Portfolio to Accounts as needed. Strong verbal and written communication skills.
Read Project Specifications and verify if Dorner can meet the requirements. Read Architectural and Mechanical Design Blueprints.
Ability to build relationships and negotiate with clients.
Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.
Ability to analyze data and make timely decisions. Ability to define problems collects data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
Required Qualifications:
Bachelor's degree in Business or Engineering course of study preferred.
Microsoft Suite software, ERP, and CRM
5+ years of direct selling and converting accounts demonstrated experience in driving efficiency improvements.
Direct sales experience selling to OEM's and Integrators within the industrial, automation, food, and packaging industries preferred.
Travel 50% - 75%
We are a world-leading conveyor manufacturer in not only the design but manufacturing of conveyors and related automation equipment. Companies from around the world have turned to Dorner conveyors for greatly improved efficiency and productivity. Dorner provides thousands of stainless and aluminum conveyor automation solutions to countless industries including packaging, automation, industrial, food processing, medical, pharmaceutical, and many more. In 2021 Dorner was acquired by Columbus McKinnon who designs and manufactures material handling products and solutions.
Columbus McKinnon is a leading worldwide designer, manufacturer and marketer of intelligent motion solutions that move the world forward and improve lives by efficiently and ergonomically moving, lifting, positioning and securing materials. Key products include hoists, crane components, precision conveyor systems, rigging tools, light rail workstations and digital power and motion control systems. We are focused on commercial and industrial applications that require the safety and quality provided by our superior design and engineering know-how. Columbus McKinnon is a publicly traded company that has been in business for almost 150 years - proud of our heritage, where we come from, and where we're going. As Columbus McKinnon grows globally, so does our need for driven and inspired employees. Join our winning team!
Columbus McKinnon Corporation promotes a diverse and inclusive workforce and is an Equal Opportunity Employer that does not discriminate against employees or applicants for employment on the basis of race, color, national origin, ancestry, age, religion, sex, gender, gender identity, gender expression, sexual orientation, physical or mental disability, medical condition, genetic information, military or veteran status, marital status, or any other Federal or State legally-protected classes. We also value the safety of all associates and work hard to maintain a Drug Free Workplace.
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