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Commercial Manager

hace 2 meses

Monterrey, Nuevo León, México Amt - The Association For Manufacturing Technology A tiempo completo

About the Role:

Amt - The Association For Manufacturing Technology is seeking a highly skilled and experienced Commercial Manager to join our team. As a Commercial Manager, you will be responsible for driving sales growth and revenue expansion through strategic business development and sales initiatives.

Key Responsibilities:

  • Sales Intelligence:
    • Monitor and understand customer/market preferences to determine focus of sales efforts
    • Understand competitor's offering and how products and services compare
    • Perform customer needs assessments; evaluate customer satisfaction
    • Maintain professional and technical knowledge by:
      • Reviewing professional publications
      • Participating in professional societies
      • Establishing personal networks internally and externally
  • Distributor Sales Support:
    • Manage distributors who leave no stone unturned, understand the competition and effectively differentiate product/services, follow the distributor sales process from initial contact, proposal completion, assist with review of terms and conditions of sale to mitigate risk, track product/service completion until delivery and money collection
    • Communicate to the distributor their goals and performance for each sales period including but not limited to quotes, market share, sales incentives, deliveries, expectations, and overall performance
    • Review, approve and process all incoming orders from the distributor to ensure accuracy and profitability
    • Provide necessary post-sale technical support as required
    • Support the organization to resolve customer complaints regarding sales and service
    • Support distributors to:
      • Establish new accounts
      • Identify current and future customer sales requirements and propose how can meet them
      • Prepare and deliver sales/product presentations
      • Clearly understand needs for effective and accurate quotes
      • Review and approve quotes, answer technical and commercial questions
      • Assist the distributor in the negotiation of the sale of machines related to price, delivery, terms and conditions, and payment terms
      • Determine closing strategy per order
      • Work collaboratively and communicate regional activities with DSM at corporate
  • General Reporting:
    • Provide with monthly forecasts, large project report, sales reports, market situation, competitor's information, lost order reports and market share analysis
    • Review operational records and reports to project sales and determine profitability
    • Work, collaborate and communicate reports with DSM at corporate
  • Marketing/Customer Activities:
    • Support distributors to define and implement their marketing plan, including but not limited to trade shows, events, campaigns, digital press and social media
    • In collaboration with Distributors, attend local, regional, and national shows as required to assist in the promotion and sale of machines
    • Host customer visits at National or Regional Technology Centers, Factories, or Vendors. This may include international travel; valid passport is required
    • Participate in local association (FEMIA, AMIA, AMMMT, AMDM, AIMMGM, INDUSTRIAL CLUSTERS) networking events when applicable
    • Confer or consult with department heads and marketing resources to plan advertising services and to secure information on equipment and customer specifications
    • Create and maintain beneficial relationship with key OEM partners
  • Behavior and Compliance:
    • Adhere to company and Corporate Code of Conduct Guidelines

Requirements:

  • Qualifications:
    • Mechanical/mechatronics/Industrial Engineering or associated degree
    • 5-7 years of machine tool sales experience, highly technical capital good environment
    • Must have experience with high precision machine tools and knowledge
    • General ability to read blueprint drawings, understand part geometry and interpret part tolerances
    • General business finance
    • Knowledge of capital goods financing and leasing
    • Project Management
    • Ability to develop and implement sales strategies
    • Knowledge of principles and methods for showing, promoting, and selling products or services, including marketing strategies and product demonstration
    • As a plus:
      • Overall knowledge of entire product/service portfolio
      • Travel up to 50% of the time. When not traveling, working in an office setting. Visits Customer sites including factory shop floor tours; can be exposed to intermittent loud noises, quite often wearing PPE
  • Soft Skills:
    • Revenue/profit driven
    • Clear communication in Spanish and English
    • Effective negotiation
    • Empathy
    • Active listener
    • Personal confidence and presentation skills
    • Time management

Working Conditions:

Full-time, indefinite contract

$60,000.00 - $80,000.00 per month

On-site work