Customer Care Sales Manager

Purpose:
Manage sales activities of the Aftermarket/Customer Care organization by performing the following duties personally or through the aftermarket sales team  to include, strengthening the relationship between JBTMarel’s business unit and its customers in Korea by forging ties with key customer contacts, understanding customer needs, and proposing solutions utilizing our aftermarket organization and resources.  Successful candidate will use the JBT Marel Service Process to improve customer satisfaction, Salesforce funnel management and customer facing metrics to grow sales of parts, projects, PRoCARE for assigned product lines: poultry.  

Essential Duties and Percent of Time Spent:

Analytic problem solver that coordinates and leads the Customer Care sales activities to obtain revenue and margin goals for the market Customer Care business. :10%

Develop, communicate and execute annual sales strategies detailing go to market, market coverage and new market penetration activities as well as forward looking sales plans (2 & 3 yrs): 15%

Directs staffing, maintains visual tools (scoreboards, hit rates, etc. ) to evaluate performance, and drive accountability of the customer care sales team.:15%

Monitor sales territories for volume potential and assigns sales territories to Account Managers, track seller activity, drive quoting process via opportunities management and funnel health: 10%

Achieves sales targets by compiling the inbound sales funnel, segmenting activities by seller, working with the team to establish sales probabilities and timing for each opportunity and publishing a monthly/quarterly sales forecast based on sound funnel management practices.  :15%

Partner with AM Financial Analyst and business development manager to maintain parts and project pricing programs and discount rates to achieve corporate pricing targets for the business, develops parts sales incentives for customers in order to increase overall market penetration rates. Use data analytics to mine installed base to understand customer share of wallet and develop sales strategies to increase low performing accounts: 15%

Analyzes and controls expenditures to conform to budgetary spending requirements.10%

Occasional Responsibilities:

Performs other duties as assigned.       

Requirements:

Knowledge and Skills:

• Bachelor’s degree from four-year College or university, BS degree in Engineering preferred or a minimum of 5 to 7 years of sales experience.
• Knowledgeable in technology. This position requires travel to customer sites in Korea  and may include international travel.
• Strong analytical, interpersonal, and communication skills (verbal, written and listening). A strong knowledge of Excel, Word and PowerPoint is crucial.  Good judgment.  Demonstrated work ethic. 
• Team player.  High sense of urgency and standards of excellence.  Demonstrated proficiency of lean process and problem-solving methods. 

Experience:  5+ years of direct industry experience in sales management of capital equipment, preferably involving customer service, marketing, and a department management role. Food industry field experience and direct customer contact is desired.  Experience in developing sales strategies around go to market, coverage, and penetration of products.

Scope of Responsibility/Accountability:

• Explain the degree of supervision/guidance, procedures/ processes used, judgement, creativity, planning & resourcefulness needed to do the job.
• Position is based out of the Alpharetta office and requires a great deal of individual initiative. Continuous communication with customer base, management and sales administration is required with regard to market activities.
• Position will require a high degree of leadership, creativity, effective management of diverse teams, and implementation of performance tracking and accountability methods using the JBT Marel and lean problem-solving methods. "Thinking outside the box", while at the same time collaborating and gathering input from colleagues will be necessary to maintain satisfaction within the customer base and grow the baseline business. 

Supervisory Responsibility: To start with, this role is an individual contributor position. 

Financial Responsibility:  Responsible for meeting a large annual sales budget of USD 4 million in aftermarket business (spare parts, equipment rebuilds, machine upgrades and service contracts) in addition to managing annual departmental expenses.  This budget may vary from year to year.

Work Environment and Physical Demands: Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Work Environment: Mostly office environment. Travel to other company sites and customer locations. Travel to manufacturing sites when necessary. Travel to industry trade shows and conventions. Routine visits to food processing environments are required. 50% to 60% travel expected

Physical Demands:  Frequent sitting and operating a computer.  Frequent walking and standing when traveling and when visiting manufacturing operations.

This job description is a summary of essential job functions.  It is not intended as an employment contract, nor is it intended to describe all duties someone in this position may perform.  All employees are expected to perform tasks as assigned by supervisor, regardless of job title or routine job duties.