Automatic Transfer Switch (ATS) Product Line Sales Manager
Eaton’s Electrical Sector is currently seeking a Product Line Sales Manager for the Automatic Transfer Switch (ATS) product line to join our team.
Managing ATS Product Line volume and price mix, to ensure the product line meets or exceeds top line, price, and market share objectives. This includes order negotiation, quotation activities, providing daily commercial guidance and technical support, as well as other customer requested support functions as required to properly support profitable sales growth in line with product line and division objectives. Manages and grows the ATS manufacturing representative network to support profitable sales growth. Counsels and trains sales engineers while monitoring efficiency and productivity of sales team. Manages technical support team to increase customer satisfaction through technical application assistance, transfer switch service and sales training, and warranty resolution. Identifies changing market conditions, including competitive activities that affect the product line and implements actions that will correct and/or take advantage of these market conditions or competitor actions. Responsibilities also include interface with product line management; price band management, product line / business metrics reporting, facilitation of order entry, tactical and strategic planning, and other customer requested activities as required to properly obtain targeted profitable sales growth of the ATS business.
Meet or exceed the sales billed, orders entered and price (RPI) objectives of the product line, generating volumes and price required in the ATS plants (Asheville and Juarez). Achieve sales billed, orders entered and price (RPI) objectives in targeted vertical market segments. Develop price band strategies, manage price bands (product line) and BidMgr minimums (NAS) to meet or exceed overall price realization objectives.
Plan, implement, execute and follow-up sales and marketing strategies. Assume a leadership role in the formation and execution of sales plans with field sales and ATS rep. organization through the evaluation of competitive product offerings and tactics. Drive product line market share growth.
Coordinate with ATS Product Manager to help drive penetration of core and emerging vertical market segments. Advise PLM, engineering, product development & management on market conditions, negotiation rates, customer requirements of service / product features, competitive pricing / lead-times / product offerings, and industry standards. Report new product development needs (VOC) to product line.
Lead sales engineers and ATS reps. in product application, value added engineering opportunities, negotiation strategies and order closing activities. Support the development (and maintenance) of Bid Manager, e-Tools, and pricing strategies / programs specific to product line initiatives.
Manages the ATS representative network. Responsible for representative monthly commission process, representative yearly contracts, and setting yearly sales goals for each representative agency.
- Develop Business with existing and new customers. Establish, grow and maintain “win-win” relationships with ATS customers. Effectively train the staff in developing customer relationships, value engineering, product and market knowledge. Clearly communicate the product line and CDPA strategic plans to direct reports, ATS rep. organization, field sales and customers.
Complete monthly business metrics reporting. Perform analysis and generate specific product line reporting as needed. Develop accurate monthly forecasts with PLM relative to OE rates, market trends. Create & deliver presentations and spreadsheets (representing product line) for Ops reviews, staff meetings, NAS meetings, customer visits, profit plans, strategic plans, etc.
Manage technical support team which provides 24/7 technical support for ATS customers. Direct reports will resolve all technical inquiries for ATS product line from EatonCare call center. Support escalation efforts for after-hours emergency down customers. Coordinate and implement external technical training programs for OEMs and key service providers, leverage EESS to provide local ATS service experts and develop authorized service network for ATS.
Manage warranty processes. Direct reports to provide root cause analysis with certified reports to customers, track and confirm customers’ issue resolution, and monitor warranty trends and costs.
- Travel and make sales calls on customers and distributors (with NAS or ATS Reps) to promote ATS products and capabilities, secure orders and address customer needs. Host and entertain customers, distributors and field sales when they visit the plant. Conduct training sessions for customers, distributors and field sales to promote the capabilities of the product line and our manufacturing facilities. Attend and present at NAS district meetings
Bachelor’s degree from an accredited institution required.
- Minimum of 3 years outside field sales experience within ATS, Emergency Backup Power Systems or the Electrical Industry.
Must be eligible to work in the U.S. without sponsorship now or in the future.
MBA from an accredited institution preferred
Minimum of 2 years Leadership / Management of people experience are preferred.
Knowledge of Automatic Transfer Switches product and applications.
Strong working knowledge of e-Tools, Bid Manager, Mentor, Sales Reporting, VISTA.
Excellent negotiation, conflict management, presentation, and communication skills.
Proven track record of business / customer development in assigned responsibilities.
Strong leadership, team building, and motivational skills.
Good business acumen. Ability to develop and execute tactical and strategic plans.
Determines customer / market segment targets to enhance objectives. Develop plans to capture targets.
Ability to influence the behavior of customers & develop long lasting relationships / partnerships.
Ability to motivate / direct activity of sales engineers to achieve objectives.
Monitors and evaluates sales engineer productivity. Develops / obtains tools to enhance performance. Develops organization, building product line bench / capability.
Ability to communicate in a clear and concise manner is essential to success -- oral, written, and in presentation format. Interfaces include upper management, peers, subordinates, and customers (external and internal).
Evaluate market conditions (potential, economic environment, competitor tactics / product offering) in order to provide / set volume forecasts and price level expectations.
Determines product requirements for acceptance in the marketplace and provides this input to product development / product line management functions.
Ensure department is in compliance with ISO and Quality standards; ensure product is in compliance with UL and NEMA standards; Ensure employee and customer health and safety responsibilities are met; support and development understanding of EBS & MESH programs.
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Region: North America – US/Puerto Rico
Organization: ESSG CDPAD Comml Distrib Prods Assy Div
Job Level: Manager
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: No
Does this position offer relocation?: Relocation from within hiring country only
Travel: Yes, 25 % of the Time