Job Description

The SPR Key Account Sales Manager is responsible for developing and growing sales to key customers in the USA and Canada. To work with other SPR Account Managers to develop sales strategies, establish growth plans and implement measures to reach the annual sales target.

This person will develop and build profitable business and relationships with new and growing partners. Coordinate these actions with the Private Label team in North America and Europe, operations team of sia USA and all overseas sia manufacturing and logistic facilities.

This Key Account Sales Manager must be a leader on the applications, value propositions, and abrasive private label products to expand our sales with key accounts.

To manage their market responsibilities effectively, a strong team player with a high degree of work ethics, passion and independence.

Essential Duties and Responsibilities include, but not limited to:

1. Responsible for sales of sia Abrasive private label products:

• Achievement of assigned sales budget by identifying and maximizing customer potential.
• Responsible for the profitability of their key accounts within the private label business.
• Implement necessary actions to reach monthly sales targets as well as target profitability.
• Quote new products and expand current business with existing and new key accounts in North America. expand get products listed, secure listings and defend competitive threads.
• Develop, maintain and grow relationships with account base to support their growth and knowledge of private label/sia product lines.
• Price management incl. price definition and annual price increases.
• Communicate frequently with management team and key accounts on product innovations, market conditions and competitive landscape in a timely manner.

1. Provide quality sales service to customers in all assigned tasks, while upholding sia Abrasives values at all times.

• Listen and review customer requests to find positive growth solutions
• Initiation and organization of customer visits and training
• Professional and effective customer communication
• Initiate, develop and manage control of internal customer projects
• Customer range advice according to customer needs and target groups
• Offer technical support in coordination with sia USA technical and operations team, manufacturing facilities and the global private label team to address any issues affecting customer satisfaction.

3. Create and implement national growth strategy

• Establish detailed sales plan considering PL/OEM target group, competitive products and upcoming new product launches.
• Evaluate strategic position of the private label product portfolio and develop a competitive sales strategy
• Work to ensure annual sales targets are reached.
• Execute monthly gap analysis and define measures to meet or exceed goals.

4. New customer hunting

• Evaluate potential new PL/OEM customers
  (desk and field research, fairs, conventions etc.)

• Analyze organizational and decision structure of customers

• Analyze customers’ needs

• Qualify the identified potentials according to private label attributes and Identify purchase volume through personal visits and collection of additional market intelligence data from internal and external sources.

5. Business Analysis

• Evaluate monthly sales figures in necessary dimensions (core segment, customer, product category, turnover, gross margin) and decide on measures

6. Stock coverage and service level

• Responsible to ensure with sales forecast and sales planning an optimal stock coverage for responsible series/grades/finished goods
• Coordinate all service level requirements for key customers and disseminate this information to all relevant internal departments
• Responsible for sales forecasting of all customers
• Responsible for sales planning of product series and customers
• Responsible for sia RAP (ROLLING SALES PLAN) process for dedicated customers/series

7. Timely and accurate fulfillment of sales administrative duties

• Develop sales forecast by customer, by sales period based on customer inputs and qualified assumptions
• Expense reporting within guidelines outlined in sia Abrasives Travel & Entertainment policy;
• Sales call and sales activities reporting on a regular basis
• Reporting on conferences, trade shows and/or workshops within this segment
• Attend conferences and shows as needed (TBD)

Regular duties:

• Work with new and existing key accounts to evaluate launch of new products to the account.
• Annual price review and execute annual price increases
• Support existing partners and develop new key accounts as needed in territory
• Establish and maintain Customer Strategy
• Submit quotes with PT-AC calculation tool and quotation generator
• Report on sales activities to Head of sales monthly and as needed- report key actions and results
• Monitor and report your sales expenses are requested by the company policy;
• Act independently; Decision making within Company policy

Qualifications

Knowledge, Skills, and Abilities:

• Strong leadership qualities

• Very good listener

• Very reliable and committed

• Self starter

• Strong selling and closing skills. Prior attendance at formal sales training courses a plus.

• Organizational skills- with emphasis on time management and proper customer visit
planning/management.

• Demonstrated record of achievement in prior sales position.

• Excellent oral, written and communication skills

• Strong interpersonal skills.

• Ability to learn and retain product specific information as it pertains to the position.

• Computer literate with strong knowledge of Microsoft suite applications.

• Valid Driver’s License required

Education and Experience:

• Bachelor's degree in sales, marketing, or other business field.
• 7 to 10 years’ experience in Sales and Marketing, preferably in the abrasives industry.
• Experience in managing large accounts ($500K to $1M+)
• Abrasives sales experience is a plus

Additional Information

By choice, we are committed to a diverse workforce - EOE/Protected Veteran/Disabled. BOSCH is a proud supporter of STEM (Science, Technology, Engineering & Mathematics) Initiatives

• FIRST Robotics (For Inspiration and Recognition of Science and Technology)

• AWIM (A World In Motion)