Business Unit: Building Products
Requisition Number: 245673
Primary Location: United States-Arizona-Phoenix
Assignment Category: Full-time regular
Experience Level: Mid level
Education Required Level: Bachelor's Degree
Travel Required: 75%
Candidate can be located close to one of our branch offices in AZ, UT, CO, NM or WY. Preferred location is AZ.
Siemens Infrastructure, Building Products (SIBP) is looking for a Manager of Territory Sales – Fire Products to support our territory in the Southwest US. This position provides sales support to the Fire Distributor channel (Value Added Partner channel) and is responsible for overall territory sales performance and sales target achievement. We are looking for someone to manage, support and grow the territory to achieve profitable growth and volume projections. This person will report to a National Sales Manager or Sales Director and have no direct reports.
Independently manages assigned distributors (Value Added Partners) to achieve annual business plans within given territory on non-installed parts shipments through authorized distributors. Successfully identifies and adds new distribution partners in geographic and vertical markets. Successfully develops new and expands existing accounts in assigned markets to achieve profitable growth and volume requirements. Conducts ongoing sales calls to distributors, specifying engineers, contractors and end users. With distributors, develops annual marketing plans and reviews quarterly. Continually monitors competitive activity in all channels and communicates relevant information to the appropriate personnel as needed. Assists product managers with new product roll outs including training, supporting documents, competitive activity/ responses, test sites, focus groups, promotions and all other relevant issues. Develops strong relationships with existing and new customer base through participation in civic and professional meetings, sales department meetings, workshops and seminars. Continue to pursue in-depth product knowledge and to deepen selling, technical, financial and management skills.
Required Knowledge/Skills, Education, and Experience:
All qualified candidates MUST have the following:
1. 5 plus years experience selling in the Fire Life Safety Industry.
2. Excellent relationship building skills.
3. A good mix of Account Management and New Business Development Skills - 60% Account Management and 40% New Business Development.
4. Candidate will sell to and support the Fire products VAP Channel (Value Added Partners / Distributors).
5. Bachelor's degree or equivalent experience.
6. Proficient in Microsoft Office: Word, Excel, PowerPoint and Access.
7. Previous territory /channel management experience preferred.
8. Ability to travel 75% of the time.
Job Family Responsibilities:
Develops and implements plans for strategic accounts that exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty. Pursues long-term account strategy that maximizes profits. May identify, develop and manage channel partners to achieve channel goals. Assists in cultivating long-term relationships with the appropriate key account decision makers. Develops a complete understanding of the organization's structure and key buying influences of assigned account. Performs client presentations articulating the value proposition of product / solution / service offerings. Provides management with suggestions for improving volume, market share and price levels. May develop forecasts, budgets and operating plans for sales channels.
BS/BA in related discipline, or advanced degree, where required, or equivalent combination of education and experience. Certification may be required in some areas.
Preferred Knowledge and Experience:
This is a technical sales position. Deep understanding of the Fire Alarm and Protection industry is required. Demonstrates and applies a broad knowledge of field of specialization through successful completion of moderately complex assignments. Successfully applies complex knowledge of fundamental concepts, practices, and procedures of particular area of specialization. Demonstrates knowledge of organization's business practices and issues. Typically a minimum of 5-8 years of successful experience in related field and successful demonstration of Key Responsibilities and Knowledge as presented above. Advanced degree MAY be substituted for experience, where applicable.
Qualified Applicants must be legally authorized for employment in the Unites States. Qualified Applicants wilI not require employer sponsored work authorization now or in the future for employment in the United States.
Individual must be at least 21 years of age in order to participate in the required Siemens vehicle plan. Individual must possess a valid Driver's license in good standing.