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Industry Channel Sales Manager
hace 2 meses
About the Role
The Industry Channel Sales Manager is a key position responsible for driving the accelerated growth of the high-potential Industrial Business in Mexico. This role requires adapting the regional C&I Strategy to Mexico, based on local opportunities, potential, resources, and capabilities, and ensuring proper and disciplined execution.
Main Responsibilities
- Develop and Execute Growth Plans
- Define the One Year Plan for the Industrial Channel, setting achievable yet challenging targets, along with defining key initiatives to invest to bring incremental sales to the plan.
- Link the One Year Plan to a 3 Year Plan that ensures the long-term vision and sustainability of the business.
- Strategic Planning and Execution
- Develop the strategy for both key pillars for Industry: Sell in (Distributors/Partners strategy) and Sell Out (End User Strategy).
- Define the Key Construction Investment Projects to cover and penetrate, as well as to define the key segments to attack for the MRO.
- Account Management and Growth
- Accountable for growth through Industrial Portfolio expansion based on white spaces (products available elsewhere in SBD) and NPIs (Innovation).
- Key sponsor and owner of the Capture Plan for each one of the Focus Projects to ensure that the SoW (Share of Wallet) targets are met.
- Performance Management and Development
- Actively participate in defining the best way to measure performance and create consistent compensation models for the different roles.
- Accountable for creating an environment and conditions to encourage team member development.
- Operational Excellence
- Achieve local and regional sales operational objectives by contributing local and regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.
- Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
- Customer Engagement and Relationship Building
- Establish sales objectives by creating a JBP and quota for KAMs and Sales Reps in support of national objectives.
- Maintain and expand customer base by counseling district sales representatives and KAMs; building and maintaining rapport with key customers; identifying new customer opportunities.
- Product Development and Innovation
- Recommend product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
- Lead the IBP process of the Industry channel working collaboratively with the demand teams. Ensure adequate forecast accuracy.
- Trade Promotions and Marketing
- Implement trade promotions by publishing, tracking, and evaluating trade spending.
- Professional Development
- Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
About You
We're looking for a highly motivated and experienced sales professional who can drive growth and expansion in the Industrial Business. The ideal candidate will have:
- 4 – 5 years of Sales Experience.
- 2-4 years leading Sales Teams and ability to motivate and coach.
- 2 years of Territory Management experience.
- 2 years managing Profitability.
- Results oriented.
- Strong communication skills.
- Strong at building relationships and extraordinary negotiation skills.
- Emphasizing excellence.
- Strong strategic, critical, and analytical thinking.
- Data-based decision making.
- Strong expertise and skills in systematic account development.
- Advanced Excel & PowerPoint skills.
- CRM (Salesforce) experience.
- Bachelor's Degree - MBA a plus.
About Us
Black and Decker, S.A. de C.V. is a leading manufacturer of power tools and accessories. We're committed to delivering innovative solutions that meet the needs of our customers and drive business growth. As a member of our team, you'll have the opportunity to work with a diverse range of products and technologies, and contribute to our mission of making a positive impact on the world.
What We Offer
We offer a competitive salary and a range of benefits, including:
- Competitive benefits.
- Discounts on Stanley Black & Decker tools and other partner programs.
Why Join Us
We're a dynamic and innovative company that values diversity, equity, and inclusion. We're committed to creating a workplace culture that's inclusive, respectful, and supportive of all employees. As a member of our team, you'll have the opportunity to:
- Grow: Develop your skills and career in a fast-paced and dynamic environment.
- Learn: Access a range of training and development opportunities to help you succeed in your role.
- Belong: Be part of a diverse and inclusive team that values your contributions and perspectives.
- Give Back: Participate in our corporate social responsibility initiatives and make a positive impact on the world.
