Job Description

Essential Duties and Responsibilities Develop NEW Business within the Target Markets. Manage and continuously improve the sales & business development process as the process owner. Manage the sales cycle - from initial unqualified inquiry, evaluation of fit, quotation, and support to final closure. Increase the conversion rate on quotes by continually refining the sales process. Continually refine the sales process based on changes in our target, our capabilities, what we are finding works well, or overall business conditions. Ensure that all leads are qualified and meet minimum requirements before soliciting or accepting RFQ's. When necessary, seek input from the President regarding business, operational fit and technical fit. Ensure that RFQ's contain sufficient information to quote. Assist with obtaining any missing information or helping engineering connect with the appropriate customer contact to resolve open issues. Manages the creation of new sales tools, such as presentations or enhancements to the website. Develops and manages marketing programs to generate leads. Establish an annual sales and marketing plan/strategy based on the business strategy. Replace existing low margin business with new higher volume business that offers improved capacity planning and utilization of equipment resulting in improved margins. Work with executive management to shape the company's strategic direction, the associated "ideal customer," and the minimum business requirements. Customer targets and associated profiles may change as the business climate changes or our capabilities change. Regularly review the sales and margins by the customer and work with the Controller to make recommendations to the President Review margins by items and customers and implement price changes when possible to increase margins. Develop NEW Business with existing customers. Work with your direct reports to establish and execute programs to generate new sales. Ensure we consistently engage with the customer to know of new opportunities and performance issues. Where appropriate, share the customer feedback with the organization, making operational changes where needed. Acts as the Customer Representative for their customers and prospects and ensures that customer requirements are established and met via the IDP process or customer-specific programs. Manage and coach direct reports and the manufacturing reps Ensure direct reports are utilizing their time effectively Implement and utilize a sales management tool, to provide insight on the effectiveness of the sales process and your direct reports. Work with the sales team to maintain a 12-month rolling sales forecast. Review actual sales against the forecast and, when necessary, follow up with customers to understand significant variance from the forecast. Update the forecast as needed. When the timing is appropriate, assume responsibility for managing the manufacturing reps, including holding strategic meetings. Will perform other duties and responsibilities as assigned by the President. Requirements Minimum of 10 years of Sales experience with a demonstrated history of sales achievements in a commissioned environment. At least 5 years of sales management experience. Minimum of 5 years of experience in the automotive and/or medical industry. Must fully understand the opportunities available in tooling and manufacturing to increase sales and profitability. Must have a basic understanding of personal computers and a working knowledge of Microsoft Office and Outlook. WM Plastics Inc

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