Industry Segment Manager (Data Center)

SUMMARY

LAPP is a family-owned company headquartered in Stuttgart and a global leader in cable and connection technology. This role is responsible for growing and maximizing LAPP’s revenue in a designated industry, as well as developing sales with a few selected Key Accounts in the same designated industry.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Overall responsibility of the vertical market regional sales performance (industry segment turnover and profitability)

• Ownership of a few selected Key Accounts from the selected vertical market and responsibility for growing sales in those accounts

• Develop and implement a strategic industry plan, to include activities with Sales, Marketing, Product Management, Business Development, and other departments as necessary

• Implement market strategies to achieve sales targets, expand market share, and collaborate to increase value add products and services

• Identify, prioritize, and collaborate in managing pipeline and growth opportunities within the selected vertical industry for Lapp USA

• Monitor and work closely with the sales organization, including the Channel team to qualify, develop and manage revenue opportunities at strategic accounts

• Participate in cross-functional team meetings to ensure cohesiveness and coordinated market approaches

• Deliver market inputs (commercial & strategic perspective) into the 5 Year Integrated Roadmaps

• Gather and provide market information (market size, market growth and pricing)

• Monitor and analyze sales performance metrics, market trends, and competitor activities

• Identify and analyse the main competitors and develop sales actions to win their customers

• Stay current with regards to market prices, new products, sales tools, product innovations and market trends within the vertical industry

• Develop and implement industry training and coordinate advanced product training with Product Management and Sales

• Build long-term customer relationships and expand network across technical, commercial, operational and executive levels

• Embrace the LAPP Sales Effectiveness Program culture (territory planning, account management and proven selling skills techniques) as the foundation of success

• Develop and maintain open lines of communication with the sales organization, cross-functional department leaders, core management team, and parent company and subsidiaries for international accounts

• Adjust strategies and tactics based on performance data and market feedback

COMPETENCIES

• Strategic and analytical skills, combined with solid communication ones (oral & written), to derive a relevant industry strategy from the big picture, and efficiently communicate it and implement it through the different stakeholders

• Skilled communicator with positive conviction both oral & written. Can present effectively to internal and external stakeholders in a group or individual basis

• Solid networking, technical, and selling skills, to support success at the selected Key Accounts

• Self-directed with high level of self-initiative and sense of urgency in completing tasks with detail and accuracy in work product

• Possesses an innate drive for success

• Ideally, has a proved track record of successful Vertical Industry Management

• Able to perform in a matrix environment, collaborating well with cross-functional teams at all levels with focus on quality and service

• Ability to manage many and changing priorities while meeting critical business commitments

• Proven technical experience and industry background; Continuous building of knowledge and skills by undertaking self-development activities

• Strong project management skills - able to develop workable implementation plans and is able to prioritize and plan work activities independently to achieve set milestones and expected outcomes

• Possess confidence and courage to effectively make decisions and gain trust from stakeholders. Understands business implications of decisions

• High level of work ethics and working knowledge of company policies and procedures, to uphold LAPP organizational values

• Ability to define problems, collect data, establish facts, and draw valid conclusions

QUALIFICATIONS AND EDUCATION REQUIREMENTS

• Bachelor’s degree from an accredited 4-year college or university; degree in Industrial Engineering, Electrical Engineering or similar (preferred)

• Minimum of 3 years industry experience and knowledge

• Working knowledge of wire, cable, and its standards / applications

• Strong proficiency with digital tools and remote selling technology (Teams and equivalent)

LANGUAGE SKILLS

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations

• Ability to write reports, business correspondence, and procedure manuals

• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public

• Proficient in the English language

• Additional languages are a plus

MATHEMATICAL SKILLS

• Ability to work with mathematical concepts, financial ratios, and business equations

• Basic financial knowledge and competence as it relates to the business environment

• Possess strong analytical skills

COMPUTER SKILLS

• To perform this job successfully, an individual should be proficient in Microsoft Office Suites (Power Point, Excel, Word)