Industry Segment Manager

Description:

Under the general direction of the Director, Strategic Business & Industry Development, this individual is responsible, at a Regional level (i.e. Americas), for growing and maximizing LAPP’s revenue in a designated industry, as well as for developing sales with few selected Key Accounts in the same designated industry. He/she will be responsible for developing and implementing a vertical industry plan, including activities with Sales, Marketing, Product Management, and other departments as necessary.  Overall responsibility for achieving quarterly and annual sales targets for a designated industry.

ESSENTIAL DUTIES AND RESPONSIBILITIES - include the following. Other duties may be assigned.

• Overall responsibility of the vertical market regional sales performance (industry segment turnover and profitability)

• Ownership of a few selected Key Accounts from the selected vertical market and responsibility for growing sales in those accounts.

• Develop and implement a strategic industry plan, to include activities with Sales, Marketing, Product Management, Business Development, and other departments as necessary.

• Implement market strategies to achieve sales targets, expand market share, and collaborate to increase value add products and services. 

• Identify, prioritize, and collaborate in managing pipeline and growth opportunities within the selected vertical industry for Lapp USA.

• Monitor and work closely with the sales organization, including the Channel team to qualify, develop and manage revenue opportunities at strategic accounts.

• Participate in cross-functional team meetings to ensure cohesiveness and coordinated market approaches.

• Deliver market inputs (commercial & strategic perspective) into the 5 Year Integrated Roadmaps. 

• Gather and provide market information (market size, market growth and pricing)

• Monitor and analyze sales performance metrics, market trends, and competitor activities. 

• Identify and analyse the main competitors and develop sales actions to win their customers.

• Stay current with regards to market prices, new products, sales tools, product innovations and market trends within the vertical industry.

• Analyse, interpret and report regularly on significant industry events and trends.

• Development of marketing and sales materials for the industry segment; identify and participate in trade shows, conferences and industry events.

• Develop and implement industry training and coordinate advanced product training with Product Management and Sales.

• Build long-term customer relationships and expand network across technical, commercial, operational and executive levels.

• Embrace the LAPP Sales Effectiveness Program culture (territory planning, account management and proven selling skills techniques) as the foundation of success.

• Develop and maintain open lines of communication with the sales organization, cross-functional department leaders, core management team, and parent company and subsidiaries for international accounts.

• Adjust strategies and tactics based on performance data and market feedback. 

SUPERVISORY RESPONSIBILITIES: This role does not have immediate supervisory responsibility, but it may evolve. There is a strong dotted line performance criteria with cross-functional team members.