Outside Sales Manager

Key Accountabilities

• Determine the pounds of products sold by ThyssenKrupp Materials NA consumed in region.
• Determine customer-buying motivators.
• Develop competitor profiles.
• Conduct SWOT analyses of ThyssenKrupp Materials NA vs. customer buying motivation and competitor's approach to customer satisfaction.
• Establish benchmarks for ThyssenKrupp Materials NA participation.
• Develop a marketing plan for the region.
• Profile transaction level pricing, adjust ThyssenKrupp Materials NA pricing upward or downward as required to meet volume and profit objectives.
• Develop a territorial sales plan for each sales area in concert with territory sales personnel.
• Develop customer profiles in concert with sales personnel.
• Capture competitive pricing data and profile ThyssenKrupp Materials NA pricing practices versus the competitive transaction level.
• Determine customer inventory requirements, submit "N" item requests for item authorization, monitor E-item activity and make adjustments as required.
• Cascade market plan down the territorial sales organization.
• Coordinate O/S, I/S, operating, credit activities.
• Establish and monitor goals and objectives for each salesperson.
• Establish and monitor selling expense budgets for each salesperson.
• Conduct quarterly performance reviews with each salesperson.
• Conduct bi-weekly sales meetings involving O/S sales personnel.
• Make sales calls on selected accounts with each salesperson.
• Provide training for outside sales personnel as required.
• Provide assistance to the regional and corporate credit managers in improving the turnover of receivables.

Qualifications

• Minimum Requirements:
  • Four (4)-year degree (or equivalent experience)
  • Computer literate
  • Three (3) to 5 years outside sales
  • Experience in TQM, ISO9000
  • Must be acquainted with finance for non-financial managers, strategic selling and time management
• Preferred Requirements:
  • Completion of or working towards MBA
  • Metallurgy training and/or experience
  • Leadership and team building experience
  • Training in strategic planning and motivation
  • One (1) to 2 years operations experience
  • One (1) to 2 years inside sales experience