Market Development Manager - OEM - (AH11228)

If you want a career that offers growth, opportunity and inspiration, consider what is waiting for you at Johns Manville. We've been developing leading edge commercial, industrial and residential building products for almost 150 years, and we're just getting started. Found in many of the world's largest commercial buildings and all around you, our innovative products insulate, shelter, strengthen and protect in order to make the world a better place. As a $2 billion member of the Berkshire Hathaway family of companies, Johns Manville has the resources and vision for extraordinary growth. We seek highly talented individuals to join our dynamic, financially stable company.

SUMMARY OF POSITION


Johns Manville is currently seeking qualified applicants for the position of HVAC OEM MARKET DEVELOPMENT MANAGER (OEM MDM). This position promotes and sells JM's HVAC OEM products to prospective and existing major HVAC OEM accounts through JM Authorized Fabricators using value-selling and strategic-selling techniques. The OEM MDM is the primary account contact for JM at the HVAC OEM.


This position may be located from Texas to the Carolinas. Location will be in sync with largest OEM HVAC customers



KEY RESPONSIBILITIES



Grow sales/account base by prospecting and qualifying new sales opportunities with prospective and existing major OEM Customers. Focus is on providing unique and differentiated product solutions to maximize long-term sustainable supply and the highest profitability possible. Travel and work with Product Market Managers, Account Reps, and/or Fabricator Sales Personnel. Use Industrial Guides, Trade Associations, and referrals, etc. to obtain new prospects and to maximize all territory opportunities.


Maintains and grows existing account base by providing product expertise, product application knowledge, and service assistance when required. Creates value-added opportunities to becoming an key market/solution expert at all levels of OEM account (including purchasing, engineering, marketing, production and product development). Travel and meet with OEM account and/or fabricator personnel as required.


Conduct periodic analysis of market opportunities within total market responsibility and develop market sales forecasts by product line, sub-markets and major customers. Provide written Quarterly Forecast by first of each quarter.


Works with OEM National Sales Manager to execute specific sales strategies to meet assigned performance objectives within total sales responsibility. Provide Annual Market Sales Action Plan to meet specific sales goals.


Works with Product Market Managers to assess and implement Division marketing programs (including pricing strategies, product changes, and competitive product analysis) into sales operations plans as needed. Detail strategic information & product sales forecasts as requested.


Assess customer's needs and sell value-added solutions by coordinating formal Fitness For Use, Kaizen Events and Critical to Quality analysis along with appropriate JM resources. Assist OEM Account Reps with preparation and submitals of written quotations as required.


Provide service and support at the major OEM Customer's location. Handle customer dissatisfaction and specific customer complaints promptly and effectively. Assist OEM Account Reps, Plant personnel and/or Customer Advocates in gathering data for inpurt into JM Complaint System to record all issues.


Develop and deliver professional presentations to OEM Customers jointly with JM authorized Fabricators. Recommend, and if necessary, develop and conduct training programs for customers. Create written and visual presentations utilizing software tools, industry news, and/or product samples to maximize every sales opportunities.


Provide field intelligence to management concerning market needs, changes in competitive activities, channels of distribution, advertising and promotion, pricing and sales activity. Prepare and submit OEM Business Development Bullets on a bi-monthly basis.


Provide field intelligence to OEM Account Representatives concerning market needs, changes in competitive activities, channels of distribution, advertising and promotion, pricing and sales activity. Conducts quarterly meetings with appropriate JM and/or Fabricator personnel to review sales activities, product/service items, and new opportunities.


Act as Customer liaison to coordinate all JM support activities including, but not limited to, plant support, product development, order processing, freight and credit issues. Promptly respond to all verbal and written requests from accounts, coordinate support activities, and follow-up with verbal copies to Sales Manager.


Prepare and issue reports as required by management. Complete & submit weekly Expense Reports, Annual Terriotory Forecast, Quarterly Territory Forecast, OEM Bullets, etc. as required.


Supports the Master Fabricator Scorecard process by promptly completing any and all survey questions as requested.


Manage time & activities to ensure efficient use of available resources. Maintain accurate records of all sales/service activities. Utilize home office filing system and sales force automation tools to keep accurate record of all activities.


Assure legal compliance in the promotion and selling of all products. Become knowledgeable in Company's sales policies and responsibilities.


Assess personal skills base and obtain training as required. Objectively analyze your job responsibilities and evaluate job performance. Be prepared to discuss job performance and expectations at any time with Sales Manager.

MINIMUM QUALIFICATIONS



BA or BS. Technical aptitude preferred.


Work independently without supervision


Work in team environment


7 plus years equivalent consultative sales/business development role


Proven record of creating and sustaining successful relationships with many diverse contacts at an account


Familiarity with OEM business model - long sales cycle


Six Sigma knowledge - green belt preferred


Ability to travel 50 - 75%


We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.

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TO APPLY FOR THIS JOB

Click (or copy and paste) the following Link/URL into your browser address bar to be redirected to our job posting website and our online Indication of Interest form. Please do not click on any buttons or other links displayed on this page. As an equal opportunity employer, Johns Manville strongly encourages qualified minority and female applicants to apply. JM offers a competitive salary and benefits package. Pre-employment drug testing and background check required.


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