Dexter Magnetic Technologies supplies specialized magnetic solutions and components to demanding applications in the medical, aerospace, defense, semiconductor manufacturing, oil and gas, and industrial end markets. Dexter’s engineers solve complex customer problems with innovative solutions, winning business based on quality, customer support, and application engineering expertise.
For more information on Dexter Magnetic Technologies, please visit: https://www.dextermag.com/.
Basic Purpose and Objective of the Position:
Develop and implement business plans to increase sales and profitability through three main channels: acquisition of new business, growth of the assigned strategic accounts, and sustaining and increasing margins. This position is responsible for working directly with the assigned strategic accounts to identify, develop and capture new business for engineered products both directly and through team collaboration.
Major Responsibilities – reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions:
Strategic account management
o Create and execute an annual sales plan for the assigned Strategic Accounts that meets or exceeds target bookings, price, NPI and revenue goals.
o Develop and maintain a sales pipeline through effective strategic account management, including prospecting within all divisions and locations of the assigned accounts.
o Call on customers directly to develop strong multi-level relationships between Dexter and the assigned Strategic Accounts to uncover more opportunities and hidden or otherwise unmet needs.
o Create and maintain organizational maps that
§ Clearly identify influencers and decision makers within each strategic account and corresponding contract manufactures.
§ Identifies products, capabilities, and development opportunities for multi-location strategic accounts.
o Prepare and develop the strategy on all quotes for the assigned strategic accounts with decision making authority up to $50,000.
o Maintain a customer relationship management (CRM) database; inclusive of customer contacts, call/meeting reports, opportunity details, and specific project/sales pipeline information.
· Strategic market analysis and organizational input
o Anticipate market trends and customer strategies to develop opportunities.
o Monitor competitive activities and market threats to identify and mitigate risks.
o Continually develop and improve product and industry knowledge and stay abreast of new developments through contacts with professional organizations, publications, trade shows and customers.
o Takes a leadership role providing input regarding decisions on how best to capitalize on significant opportunities and ensure customer satisfaction in collaboration with internal teams.
o Communicate with customer champions, operations, engineering, and executive management in defining specific needs required to serve respective markets and/or specific customers.
o Execute market strategies within the assigned strategic accounts in collaboration with Marketing.
· Perform other duties as required.
Targeted Salary Range: $110,000-$120,000 plus variable compensation.
Qualifications
Education and Experience
· Bachelor’s degree required, in business or engineering preferred.
· Minimum of 5 years direct field sales experience required; preferably selling custom designed, and precision manufactured components into large multi-national OEM’s in highly regulated markets with long selling cycles.
· Fluency in English is required. Additional language skills are a plus.
SUCCESSFUL ESSENTIAL SKILLS
· High level of business acumen: Understands policies, practices, technology, financial reports, market trends, and aggregate and communicate this information and how those affect each our and our customer’s businesses.
· Excellent negotiating skills: can negotiate skillfully in tough situations with both internal and external groups. Can win concessions while building relationships. Can close business with a high rate of success.
· Excellent problem solving skills: uses rigorous logic and methods to solve problems producing effective solutions to problem statements.
· Excellent time management skills: concentrating effort on priorities and overall planning, awareness, and response to what is due now, short and long term.
· Ability to learn customer vernacular to hold credible discussions with all participants in the sales process.
· Strong computing skills: i.e. CRM, Power Point, Excel, Technical research and the ability to read engineering drawings.
· Impactful in a variety of formal presentation settings: one to one, small and large groups with peers, and senior management.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)