Global Industry Leader - Mining

A.W. Chesterton Company; Boston (MA); Hybrid; USD 150,000 - 170,000; Full time

Job summary

A.W. Chesterton Company is seeking a seasoned sales leader to identify and develop focused industry opportunities across product lines.

You will map new business, create marketing strategies, and coordinate with global leadership to drive profitable growth with local teams and distributors. Ideal candidates bring MBA-level marketing or business administration expertise, 10 years of industry experience, and proven ability to lead strategic plans, manage cross-functional programs, and travel up to

Qualifications

• Proven sales experience and knowledge of sales strategies in the relevant industry field.
• Proven knowledge of industrial product development, marketing, and strategy development.
• Excellent communications, interpersonal and presentational skills.
• Proven leadership skills and sales experience.
• Proven ability to implement competitive intelligence methodologies to anticipate and understand industry and market needs.

Responsibilities

• Consistent, regular and punctual attendance is an essential function of this job.
• In conjunction with engineering, lead R&D activities with respect to identification and incorporation of new technologies into the existing product portfolio to create sustainable market differentiation in targeted industry.
• Responsible for promoting new business development through strategic global account development in target industry.
• Develops sales strategies, tactics, and programs to implement new business in focused industry.
• Coordinates and communicates global sales activities with management and field sales personnel.
• Drives to develop, manage, and conduct new product and program introductions and marketing collateral to support industry growth.
• Develops field communications and publications to support industry business plan and opportunities.

Skills

Sales leadership

Strategic planning

Marketing strategy

Industry knowledge

Travel ability

CRM experience

Education

MBA or equivalent in Marketing/Engineering/Business Administration

Tools

CRM software

Job description

Drives and manages the identification and development of focused industry. Targets, prioritizes, penetrates, and qualifies prospective industry customers. Maps new business opportunities across all AWC product lines and sales channels to penetrate industry of focus. Creates sales and marketing strategies to capture new business at preferred profitability levels. Works with Global VP/MD’s and VP of Marketing to coordinate and resource strategic sales efforts with local personnel and distributors. Develops industry sales growth and marketing strategies incorporating entire product line portfolio to drive profitable sales growth results. Develops and supports execution of strategic industry marketing plans, campaigns, advertising and supports engineering initiatives for new product opportunities within the industry scope, and promotes all product line sales; Demonstrates a thorough understanding of each product line in target industry market, applications, sales channels, competitors, and competing technologies; Directs and/or supports cross functional groups to implement product line strategies and assists in managing product life cycles for focused industry; Ensures product line activities are aligned with key company strategic industry focused goals and company objectives. Works directly with the appropriate internal functions, including customer service, engineering, manufacturing, sourcing, marketing, and finance, to facilitate new business development.

Job Model: Hybrid

Hybrid positions will require employees to work both on-site and remote each week under a schedule that has been determined and agreed upon by you and your manager.

Responsibilities:

• Consistent, regular and punctual attendance is an essential function of this job.
• In conjunction with engineering, lead R&D activities with respect to the identification and incorporation of new and emerging technologies into the existing product portfolio to specifically create a sustainable market differentiation in targeted industry.
• Responsible for promoting new business development through strategic global account development in target industry. Must leverage cross regional success stories and case histories.
• Develops sales strategies, tactics, and programs to implement new business in focused industry.
• Coordinates and communicates global sales activities with management and field sales personnel. Uses CRM as a centralized customer data base.
• Drives to develop, manage, and conduct new product and program introductions. This includes identifying target applications to optimize the new product, and developing promotion, training requirements, and other sales tools necessary for a smooth and fast acceptance of the industry solutions in the marketplace.
• Develops field communications and publications including product and program specific collateral [i.e., literature, web, technical solutions] to support industry business plan, sales growth objectives and to target key opportunities aligned with product line strategy and sales objectives.
• Determines and supports specific customer relations programs including industry conventions, annual meetings, and trade associations.
• Using influencing and project management skills, will deliver strategic plan & budget and manage the overall P&L performance for measurable sales growth in targeted industry.
• Responsible for motivation, training, development of sales personnel in conjunction with goal setting and periodic review per company requirements industry growth and support.
• Proactively identifies and overcomes business issues by working collaboratively with key operational and sales functions.

Complexity of Duties:

• Well-developed organizational and communication skills
• Must be a self-starting and self-motivating individual with a positive attitude.
• Ability to lead and guide other parts of the organization through influence.
• Full use and application of classic marketing theories, concepts, and techniques.
• High level of strategic and tactical abilities in marketing.
• Capability to work with and influence various disciplines, both internal and external.
• Ability to establish priorities, maintain multiple priorities and tasks at one time, and deliver expected results.
• Matrix management necessary.
• Delivers a frequent and effective level of communication with management, customers, and field sales.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Proven sales experience and knowledge of sales strategies in the relevant industry field.
• Proven knowledge of industrial product development, marketing, and strategy development.
• Excellent communications, interpersonal and presentational skills.
• Proven leadership skills and sales experience.
• Proven ability to implement competitive intelligence methodologies to anticipate and understand industry and market needs and act within the organization to respond.
• Strong industry and/or related product background.
• Acts as a global leader within the company providing leadership for industry growth with product line cross functional team.
• Ability to influence and interact at all levels within the organizations we approach.
• Ability to teach, lead and mentor associates and what they must know to fully accomplish objectives and desired results.
• Strong overall business acumen and business financial capabilities.
• Work collaboratively with cross-functional team to achieve industry sales growth and profitability objectives.

Education and/or Experience:

• MBA or equivalent in the areas of Marketing, Engineering or Business Administration.
• 10 years industry experience related to area of assigned responsibility.
• Strong knowledge of industrial marketing, industrial sales, strategic planning, retail sales force and distributor channels, coupled with a proven, professional approach.
• Strong technical knowledge of all product lines preferred for targeted industry.
• Experience in strategic planning and execution required.

Other Skills and Abilities:

• Results oriented.
• Ability to travel an average of 30%.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is required to stand, walk, sit, climb, talk or hear and reach with hands and arms. While in the factory environment, employee may be required to bend, stoop, crouch, crawl and lift up to 30 pounds. Duties require extensive travel and flexibility. Specific vision abilities required with this job include close and distant vision, the ability to distinguish color of products and color-coded materials, depth perception and the ability to adjust focus. Moderate to very loud noise exists in the daily work environment.

Disclaimer:

A.W. CHESTERTON IS AN EQUAL OPPORTUNITY/AFFIRMATIVE ACTION EMPLOYER

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. All requirements are subject to possible modification to reasonably accommodate individuals with disabilities.

Targeted pay range: $150,000-$170,000/annually depending on experience

Chesterton is committed to paying all its employees in a fair and equitable manner. The pay range associated with this position ($150,000-$170,000/annually DOE) is Chesterton's good-faith salary estimate for the presently available position. Several roles at Chesterton are considered “leveled” positions and as such, the company reserves the right to advertise and or hire for this position at appropriate level depending on applicant’s skillset/experience. If the salary range to be offered for a “leveled” based position (I, II, III, etc.) is different than what was advertised on any posting, that range will be discussed with the candidate before they are formally invited to interview.

Hired applicants may be eligible for additional incentive compensation depending on the level and or function of the position which will be discussed with the candidate prior to formal interview. Payments under these programs are not guaranteed and are dependent upon a variety of factors including, but not limited to, individual performance, business unit performance, and/or the company’s performance.

Please note that the final salary offered for any position will be based on many factors, including but not limited to: candidate qualifications such as education and experience, internal equity, geographical location, and budget. Please note, it is not the company's usual practice to hire near or at the top of a pay range for any position that is available.

Chesterton anticipates the application window closing approximately 45 days from the date the notice was posted. However, factors such as candidate flow and business necessity may require Chesterton to shorten or extend the application window.

All of A.W. Chesterton Company employment is contingent upon successfully passing a background check and the respective medical surveillance requirements.

Chesterton is an equal opportunity employer M/F/V/D