Sales Manager, Surface Conditioning NA - Saint-Gobain
OLYPHANT, PA
About the Job
The Sales Manager, Surface Conditioning North America is tasked with achieving annual sales targets within a designated sales territory, as assigned by Surface Conditioning Leadership. This role is pivotal in driving and growing sales within both new and existing accounts, ensuring alignment with the Business Plan. In this role, you will develop an understanding of the products, their applications, services, and policies to provide top-tier technical sales support to customers. Responsible for penetrating and developing new accounts and markets, while also maintaining and expanding existing business relationships. This involves integrating product, process, and application knowledge into a comprehensive and successful territory plan.
This position will provide support to the Technical Manager(s) across various markets, including Precision Industrial, Aerospace, Metallurgy, Electronics and Semiconductor. This assistance will take the form of problem-solving, making connections, understanding value chains, and conducting market research. The insights gained from these activities will play a key role in the strategic planning for the business. Responsible for providing Surface Conditioning Leadership with market information and competitive updates, maintaining a keen awareness of all market influences. Specific sales and market intelligence projects may also be assigned, requiring the manager to undertake these tasks with diligence and insight.
New business development:
+ Support in the identification, development and definition of profitable business relationships in new and existing markets by leveraging the product portfolio & competencies.
+ Devise & implement strategy and screening criteria for new business opportunities.
+ Close new business deals by coordinating requirements and negotiations in alignment with business operations.
+ Develop strong relationships at target accounts, differentiate through value and solutions-selling, disciplined process.
+ Work closely with internal and external technical teams for collaboration on new products, unlocking new markets and business opportunities.
Manage all aspects of the ongoing relationship of key accounts:
+ Develop and nourish sound working relationships that extend through the business organization.
+ Determine needs of current & new products and relay pertinent information to appropriate contact points in the plants (forecasts, product requirements, quotations, etc.)
+ Manage personally or coordinate delivery of quotation responses to above requests with customer.
+ Negotiate price and terms to close on opportunities at acceptable margins. Follow-up on open quotations.
+ Manage internal communication regarding issues related to product quality, payment or credit terms.
+ Provide input for pricing negotiations to the Director of Sales Marketing and upper Management.
Support internal business processes:
+ Collect, analyze and transmit market intelligence regarding customers, market evolution, competitors and technology trends in order to guide the direction of new product development pipeline.
+ Support the 3-year plan, yearly budget and quarterly re-forecasts preparation if directed.Collaborate with marketing, as required, to provide input into the development of digital marketing strategies and tradeshow participation necessary to achieve product line sales objectives
BS degree in Business Administration, Sales and Marketing, Technical science, i.e. Engineering/Materials Science/Chemistry or equivalent is preferred
A minimum 2-5 years of Commercial Sales experience in technical field, including Aerospace, Metallurgy, Electronics, Semiconductor, Industrial polishing/abrasives markets is required.
Knowledge of customers, markets, technologies and applications related to electronics, semiconductor, industrial and molten metals processing. Strong knowledge of ceramic coatings is preferred.-
Digital tools related to Customer Relationship Management (CRM) and Office (Excel & Powerpoint) is required.-
Certain locations require pay information be provided in job postings. Saint-Gobain aims to deliver a comprehensive Total Rewards package to support our employees’ wellbeing and help improve daily life for themselves and their families. We believe in the importance of pay transparency in what we offer potential candidates. Provided is the national pay range for this position which is $99,900 to $154,800 per year. However, the base pay offered may vary depending on geographic region, internal equity, job-related knowledge, skills, and experience among other factors.
In addition to base salary, this position is eligible for an annual bonus. The targeted bonus amount is 13% of base salary based on company and individual performance measures. The Total Target Cash range (base pay and annual bonus) for this position, is $112,800 to $174,900. Bonus payments are part of variable compensation and by nature can vary based on company and individual performance and is not a guarantee.
Saint-Gobain provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Saint-Gobain is an equal opportunity employer of individuals with disabilities and supports the hiring of veterans.
Saint-Gobain Surface Conditioning serves a multitude of high end markets, with more than 50% of its sales in the electronics industry, and in particular for the semiconductor market. We are making one of the essential products necessary in the production of semiconductor chips and Hard Disk Drive, -whose growth is driven by ever increasing demand on cloud storage, IoT and EV, supporting our purpose of Making the World a Better Home.
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This position will provide support to the Technical Manager(s) across various markets, including Precision Industrial, Aerospace, Metallurgy, Electronics and Semiconductor. This assistance will take the form of problem-solving, making connections, understanding value chains, and conducting market research. The insights gained from these activities will play a key role in the strategic planning for the business. Responsible for providing Surface Conditioning Leadership with market information and competitive updates, maintaining a keen awareness of all market influences. Specific sales and market intelligence projects may also be assigned, requiring the manager to undertake these tasks with diligence and insight.
New business development:
+ Support in the identification, development and definition of profitable business relationships in new and existing markets by leveraging the product portfolio & competencies.
+ Devise & implement strategy and screening criteria for new business opportunities.
+ Close new business deals by coordinating requirements and negotiations in alignment with business operations.
+ Develop strong relationships at target accounts, differentiate through value and solutions-selling, disciplined process.
+ Work closely with internal and external technical teams for collaboration on new products, unlocking new markets and business opportunities.
Manage all aspects of the ongoing relationship of key accounts:
+ Develop and nourish sound working relationships that extend through the business organization.
+ Determine needs of current & new products and relay pertinent information to appropriate contact points in the plants (forecasts, product requirements, quotations, etc.)
+ Manage personally or coordinate delivery of quotation responses to above requests with customer.
+ Negotiate price and terms to close on opportunities at acceptable margins. Follow-up on open quotations.
+ Manage internal communication regarding issues related to product quality, payment or credit terms.
+ Provide input for pricing negotiations to the Director of Sales Marketing and upper Management.
Support internal business processes:
+ Collect, analyze and transmit market intelligence regarding customers, market evolution, competitors and technology trends in order to guide the direction of new product development pipeline.
+ Support the 3-year plan, yearly budget and quarterly re-forecasts preparation if directed.Collaborate with marketing, as required, to provide input into the development of digital marketing strategies and tradeshow participation necessary to achieve product line sales objectives
BS degree in Business Administration, Sales and Marketing, Technical science, i.e. Engineering/Materials Science/Chemistry or equivalent is preferred
A minimum 2-5 years of Commercial Sales experience in technical field, including Aerospace, Metallurgy, Electronics, Semiconductor, Industrial polishing/abrasives markets is required.
Knowledge of customers, markets, technologies and applications related to electronics, semiconductor, industrial and molten metals processing. Strong knowledge of ceramic coatings is preferred.-
Digital tools related to Customer Relationship Management (CRM) and Office (Excel & Powerpoint) is required.-
Certain locations require pay information be provided in job postings. Saint-Gobain aims to deliver a comprehensive Total Rewards package to support our employees’ wellbeing and help improve daily life for themselves and their families. We believe in the importance of pay transparency in what we offer potential candidates. Provided is the national pay range for this position which is $99,900 to $154,800 per year. However, the base pay offered may vary depending on geographic region, internal equity, job-related knowledge, skills, and experience among other factors.
In addition to base salary, this position is eligible for an annual bonus. The targeted bonus amount is 13% of base salary based on company and individual performance measures. The Total Target Cash range (base pay and annual bonus) for this position, is $112,800 to $174,900. Bonus payments are part of variable compensation and by nature can vary based on company and individual performance and is not a guarantee.
Saint-Gobain provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Saint-Gobain is an equal opportunity employer of individuals with disabilities and supports the hiring of veterans.
Saint-Gobain Surface Conditioning serves a multitude of high end markets, with more than 50% of its sales in the electronics industry, and in particular for the semiconductor market. We are making one of the essential products necessary in the production of semiconductor chips and Hard Disk Drive, -whose growth is driven by ever increasing demand on cloud storage, IoT and EV, supporting our purpose of Making the World a Better Home.
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Source : Saint-Gobain
