The Greenbrier Companies, Inc. Manager, Sales & Customer Service in Longview, Texas
This position will report to a General Manager of Operations and will be based in Texas and will work remotely when necessary. Therefore, it is imperative that this candidate be an excellent self-motivator/manager who is highly comfortable operating with minimal supervision. He/she must be driven, disciplined, and possess the communication and interpersonal skills to be able to establish credibility and relationships with internal colleagues from afar.
The Manager, Sales and Customer Service -- will establish, develop, and grow the Company's overall commercial activities with existing customers, including the national and international customer base.
This position will represent all our products and services including current casting capabilities as well as new casting products requested by customers.
The successful candidate is expected to provide strategic and tactical sales leadership and management for all commercial activities. Industry verticals include, but are not limited to, agriculture, mining, oil & gas exploration, metals, heavy industry parts, infrastructure, forestry, utilities, consumer goods, automotive and manufacturing.
It is paramount that this candidate not only be able to provide near-term financial and commercial impact, but also possess the desired professional development potential and aspiration to achieve the group's longer-term succession planning and executive leadership bench-building/strengthening mandate.
Duties and Responsibilities
To perform this job successfully an individual must be able to perform the following essential duties satisfactorily. Other duties may be assigned to address business needs and changing business practices.
Develop and implement a comprehensive strategic sales plan that delivers Greenbrier's portfolio of products and services to heavy industry and targeted rail manufacturers that achieves forecasted levels of revenue, yield, market share, customer satisfaction, and other Company-specific metrics/deliverables.
Proactively and effectively utilize Greenbrier's sales management resources to ensure timely and accurate reporting, monitoring pipelines and ongoing sales development processes.
Implement new account development strategies, including contacting key senior-level executives to represent and promote Greenbrier's equipment and services. Must be able to successfully secure new, major accounts, with an emphasis on long-term client engagement.
Maintain and optimize existing customers' relationships to ensure long-term commercial partnerships, anticipate and resolve conflicts, and provide strategic problem solving solutions to changing customers' business needs and industry-specific regulatory requirements.
Formulate and implement actionable sales plans, accurate forecasts, account mapping, and opportunity identification.
Efficiently qualify prospects and utilize a disciplined solution selling approach.
*Establish relationships with industry partners, service providers, and suppliers. Must develop and possess keen industry and domain knowledge, including customer/industry-specific requirements, equipment-specific technical specifications, regulatory compliance, and competitors' capabilities, pricing, and offerings.
*Effectively utilize and leverage internal sales and marketing resources and staff.
Marketing or other four-year undergraduate degree, ideally in a technical field, is desirable.
MBA, or other advanced degree is desirable.
The following generally describes requirements to successfully perform the assigned duties. Other duties may be assigned to address business needs and changing business practices.
Knowledge, Skills, and Abilities
Proven experience managing a successful sales & marketing function providing casting solutions to targeted industrial customers. Must be an accomplished sales professional with a demonstrated track record of securing new accounts and optimizing established client relationships.
Relevant metal, castings industry domain knowledge, including equipment, leasing, and services is strongly preferred. However, an individual who also possesses a proven track record of sales and marketing leadership experience with industrial capital equipment suppliers (i.e. custom engineering) serving similar customer set in the region is also desirable.
A well-developed understanding of customers and dynamics of the metals and casting industry, including expert knowledge of the sales cycle.
Experience developing and managing pricing strategies and contracts
A solutions-oriented problem solver who possesses a natural curiosity about understanding customers' business, supply chain, and logistics requirements and developing timely solutions that optimize Greenbrier's financial, market, and industry positions.
Analytical and skilled-negotiator who emphasizes long-term "win-win" relationships.
Senior-level interactions with well-honed presentation and relationship building skills; must be comfortable interacting with C-suite level clients internally and externally.
Ability and willingness to travel for client-facing as well as periodic travel to Greenbrier's headquarters.
Unquestionable personal and professional values, ethics, and integrity; must embrace the core values and principles of Greenbrier and positively lead and influence by example.
Must be a hands-on, self-directed, independent, and resourceful individual who is truly capable of "rolling up the sleeves", but is also effective at delegating and empowering others when appropriate.
A decisive and results-oriented individual who is driven, motivated, with a high-level of personal accountability.
Accustomed to working independently and remotely; a pro-active relationship builder who is able to develop, maintain, and leverage inner/intra-company relationships with cross functional colleagues.
Excellent verbal and written communicator with a demonstrated track record of presenting to various internal and external constituents.
Must be adaptable and comfortable operating in a less-structured and entrepreneurial environment.
Seasoned and skilled business negotiator who is highly effective in engendering trust, respect, and commitment from customers, partners, and internal constituents.
Well-developed interpersonal style with a mature and engaging disposition; not ego-driven and is self-aware.
Company: Southwest Steel
Functional Group: Sales & Marketing