About the position
The Senior Manager, National Sales, ISM leads sales efforts for a significant portion of the business, ensuring strong product strategies are created, executed, and drive sales growth. This role supports the development of the sales strategy, and channel support strategy. The Product categories for this role include Industrial Sewing Machines (ISM) for both apparel and non-apparel markets, which include Automotive, Medical, Fall protection, etc. While this role is primarily focused on the US market, oversight with respect to both Central and South American subsidiaries, and regions 2&5 (other Central America countries that don't fall under our subsidiaries) are required in terms of collaboration, influencing management, and overall global leadership. The Senior Manager, National Sales, ISM works closely with operations for inventory forecasting, and with marketing for promoting the product line. In addition, this position assists in managing the Regional Sales Managers, Technical Sales Specialist, and Product Managers for the product line, planning and directing time within the territory, supporting customer events and tradeshows while following expense budget guidelines.
Responsibilities
- Manage sales budget and sales forecast, assist in developing and measuring performance against targets to ensure sales budget and profitability targets are obtained and to achieve sales growth in assigned region and improve overall Industrial Product Division (IPD) performance
- Develop and maintain detailed sales forecast for assigned sales territories, maintain data and controls on inventory, sales numbers, sales & GP forecast with accuracy, ensuring all related issues are addressed and rolled into the monthly forecast and to assist Industrial Sewing Machine (ISM) in tracking its targeted budget
- Collaborate with channel partners to prioritize regular engagement with end-users in the territory
- Conduct QBR's with customers and dealers (Quarterly Business Reviews)
- Acquire net new customers with solution selling and integrated team approaches
- Identify top current end-users in the territory, engage regularly with these customers to drive solid relationships, continue current customer sales, and add critical new net sales
- Assist in the recommendation of sales programs, pricing, and marketing strategies to improve the areas that the market may dictate and develop opportunities to increase sales
- Participate in relevant market events, including but not limited to trade shows, technology seminars, and association meetings
- Serve as the end-customer liaison with internal & external cross-functional teams within the territory
- Travel with sales team to observe and mentor in live customers meetings
- Perform monthly reporting to track progress and performance; report to stakeholders as requested
- Provide a monthly report of team sales progress, outlining events of the month and keeping all details updated in Customer Relationship Management system (Salesforce) weekly
- Manage and keep an updated calendar at least 60 days in advance
- Ensure team members' calendars are also updated
- Review all sales information from the company CRM, detailing specific sales opportunities and all relevant activity
- Analyze and strategize on report findings with management chain, continuously monitoring and adjusting sales strategy as needed
Requirements
- Bachelor's Degree (or equivalent experience) Business, Marketing, or Related Field Preferred
- Minimum 8 years of experience in sales management of Industrial sewing machine products and related technology to end users
- Experience in sales management of various distribution channels including distributors, dealers, etc.
Nice-to-haves
- Spanish Preferred
- Portuguese Preferred
- Data Analysis/Forecasting Tools (Salesforce, Tableau, etc.) Advanced Preferred
- SAP OTC/Order Management Modules Advanced Preferred
Benefits
- Healthcare and wellness coverage
- Life and disability insurance
- 401K with employer match up to 100% of the first 4% of employee contributions
- Tuition reimbursement
- Paid Time Off
