Manufacturing Sales Manager

The Business Development Manager is responsible for supporting the Latin America – Regional Managers and sales channel in Mexico toaggressively grow market share in the region, by using product portfolio and by leveraging our brand new manufacturing facility in Monterrey. The individual will work directly with end users, strategic / key accounts, consultants where applicable, niche applications, and of particular importance, work closely with both our local sales representative and the Regional Managers Team to get projects specified, that the sales channel will then secure as orders.They will be an advocate in theIndustrial Cooling and Niche industriesfor new technologies, and will leverage a thorough understanding of the core markets to help the organization identify and pursue new business opportunities and strategies. Anunderstanding of the industrial refrigeration market in Mexicowill be advantageous and count in favor of the successful applicant.Your background needs to show evidence of these networks:Major contractors in HVAC and Industrial RefrigerationEngineering designers and EPCs that specify cooling solutionsHeavy industrial end users (cold storage, food, pharma, chemical, etc.)"KNOWLEDGE & SKILLSBachelor of Science inMechanical Engineering, or Engineering degreewith appropriate level of experience and engineering coursework preferred; MBA is a plus5+ years of relevant work experience, in the refrigeration marketAbility to articulate features as benefits and convince customers to specify equipment over competitionStrongtechnical understanding of industrial refrigeration systemsStrong business acumen withexperiences in analyzing financial and sales data, extracting relevant information and providing recommendations to improve resultsSkilled in product management with experience in pricing/cost analysis, value proposition development, payback analysis, and product positioningSkilled in market research and communicating market needs and trends to influence business strategies and new product developmentDemonstrated leadership of teams and experience managing projects from inception to completionGenerate sales lead in the HVAC spaceBilingual in Spanish and EnglishPRINCIPAL ACCOUNTABILITIESMeet or exceed fiscal year sales and margin goals.Participate actively in vertical-market specific industry organizations to forge and build relationships within them and togenerate sales leadsfor further follow up and actionWork with the marketing teamto identify and analyze target market segments that will fuel industrial business growth. Formulate and execute strategic and tactical plans that create new business with buyers & influencers in these segmentsObtain specifications for client products in projects, that the sales channel can then secure as ordersAssist the Regional Managers team as well as our local representative to contribute to their further training and developmentDevelop and deliver persuasive presentations to sales representatives, peers, customers, and industry groupsTravel to customer sites, corporate and engineering offices, and select accounts to translate needs into guide specifications and sales tools, and in support of the sales teams and select accounts to promote product and application solutionsDevelop and maintain relationships and increase market share throughout Mexico.Help develop, implement and monitor strategies and measures to increase market presence, participation, channel effectiveness and market shareImprove market position by representing client within industry organizations; Attend and present at local and national conferences to promote the technologiesWork with the marketing team to interpret product performance and market data, codes and standards, local guidelines, and competitive information to enhance competitive sales tools, and create guide specifications and other devices to help the sales teams be more effectiveAssist the Indirect and Direct Sales Teams close orders, with technical support, competitive intelligence, and relationship managementTransfer knowledge to rep network to ensure they develop a depth of sales and application capabilityDevelop and lead programs, and execute activities to increase spec share, strength, and closure rateImprove spec position by developing guide specifications, custom project specifications, and technical literature.Partner with the Product Applications team to strengthen product and sales expertiseAssist Product Marketing in development of business cases for New Product Development projects and selling tools.Gather competitor information and provide thorough and comprehensive strengths/weaknesses analysesProvide technical, strategic and commercial support to representatives, sales personnel and select direct accountsLead knowledge transfer to Application Engineering and Regional Sales Managers to ensure depth of product specificationsNATURE AND SCOPETheBusiness Development Manager, Mexico will report to the General Manager, Mexico. This role is responsible for working with employees at all levels of the organizations, direct & indirect sales teams, contractors, consultants and product users.This position does not have direct reports but influences across all departments and levels.WORKING CONDITIONS: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 regularly required to stand and walk up to 50% of the time. Working conditions include those of a normal office environment, as well as the standard hazards associated with construction sites. This position requires occasional lifting of up to 30 lbsand travel up to *******% of the time.