What are the responsibilities and job description for the Technical Sales Manager position at Addev Materials Converting Inc.?
About ADDEV Materials:
ADDEV Materials is a trusted global leader that specializes in printing, converting, distribution, and clean room manufacturing of high-performance materials (adhesives, chemicals, tapes, films, fibers, and foams) for aerospace, automotive, electronics, healthcare, and industrial markets. ADDEV Materials provides a global customer base with engineered components, labels, and converting services utilizing a wide range of capabilities that include printing, laminating, die cutting (rotary, flat bed, laser), slitting, spooling, and packaging.
Position Summary:
A Technical Sales Manager reports to the VP of Business Development and is responsible for managing an existing book of business and for prospecting and developing new business with OEM target accounts. Existing customers and prospects are primarily engaged in the automotive (tier 1 and 2), construction, electronics, EV, power generation, and industrial markets in Ontario, MI, and other parts of the Great Lakes Region and East Coast.
This position requires an energetic, self-starter with a hunger to chase and close new business generated from existing customer relationships, prospecting and networking, leveraging supplier relationships, cold calls, website leads, direct marketing, trade shows, and other outreach tactics. A hunter mentality, strong communication and presentation skills, and ability to engage and build relationships with OEM decision makers in sourcing, purchasing, engineering, and operations is required.
Primary Responsibilities:
Achieve company targets for profitable revenue growth and new business development objectives.
Network, build strong relationships, develop opportunities, and win new business with existing and prospective OEM customers.
Manage the entire sales cycle, including prospecting, RFQ and quoting, negotiation, landing the order, PPAP, production launch, and account maintenance.
Maintain close relationships with key accounts by visiting their locations regularly and ensuring their requirements are met.
Collaborate with VP of Business Development and in-house marketing team to create target customer lists and lead the go-to-market plan to uncover opportunities and secure new business.
Contribute to the development and execution of marketing initiatives to drive brand awareness and generate leads.
Prepare and deliver customized presentations that highlight our value proposition to customers and prospects to build trust and confidence and win new business.
Build and maintain a strong new business development revenue pipeline, track customer and project status in CRM (Dynamics 365), and provide periodic progress reports.
Collaborate with internal teams (engineering, estimating, marketing, and operations) to ensure customers have a positive experience with each interaction, leading to a high level of on-going satisfaction.
Stay current with market trends and competition. Provide inside team with market intelligence to inform strategic decision-making and position ADDEV Materials to achieve profitable growth.
Complete annual sales forecast and provide updates throughout the year on status.
Attend trade shows, supplier events, and industry gatherings to build brand awareness and relationships.
Qualifications / Skills Requirements:
Bachelor's degree is highly preferred. Technical discipline desirable.
3 years of experience in technical sales; selling to automotive OEM’s and/or tier 1 or 2 automotive suppliers.
Strong sales skills with progressive track record of exceeding sales goals.
Prior experience and knowledge of die cutting, printing or converting of flexible materials (films, foams, fibers, and non-wovens) is preferred.
Excellent interpersonal skills, a high level of professionalism, and ability to effectively present technical and commercial information to sourcing, procurement, and engineering personnel.
A collaborative spirit and a strong desire to succeed.
Self-motivated with a high sense of urgency and a proactive approach.
Organized, with ability to multi-task and meet quick turn-around customer expectations.
Strong presentation and project management skills.
Strong listening skills and ability to communicate effectively in written and verbal formats.
Leadership skills - ability to lead projects and guide teams.
Highly responsive with high attention to detail.
The ability to travel up to 40% of the time within an 8 hour drive of home office.
Skilled at negotiation with a high degree of professionalism in everything they do.
Proficiency with Microsoft Office (Word, Excel, and PowerPoint).
Experience using CRM (Salesforce, Dynamics, others) to track sales pipeline activity.
Demonstrate ability to actively listen, communicate, present, influence, and motivate
effectively at all levels of an organization.
Strong business acumen. Detail oriented, with strong analytical and strategic thinking skills.
Mechanical aptitude - ability to interpret specifications/drawings and respond to inquiries.
Proactive team player that is motivated to win and grow the business profitably.
Ability to work independently.
Qualifications Desired:
Experience in the printing, converting, or contract manufacturing industry.
Engineering/technical education or work experience would be helpful.
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