Drives the performance of the Product Sales function to insure the optimum income is derived from the product management and sales of Products. This position has P&L responsibility and is directly responsible for the development and execution of the strategy as well as revenue generated for all product sales.
KEY SUCCESS FACTORS: Describe the key results expected from the role.
- Clearly defined product strategy and road map
- Work effectively with third parties to deliver the marketing strategy
- Expert on competitive alternatives
- Achieve timely sales and shipment of products
- Increase value of end product
Deliver expected financial performance
ESSENTIAL FUNCTIONS: List the principle on-going responsibilities that are necessary to accomplish the purpose of the job.
· Align the operation of the product management and sales team with the corporate strategy.
· Develop product positioning, benefits and key customers
· Manage entire product life cycle from strategic planning to tactical activities.
· Create effective sales and management presentations
· Conduct market analyses and create/maintain accessible and organized knowledge base on markets of interest.
· Develop and maintain appropriate marketing collateral
· Analyze data and formulate conclusions to drive consideration for new business opportunities
· Translate research conclusions into actionable business concepts and plans
· Executed approved plans
· Perform pricing and competitive analysis by customer channel and implement strategies to improve market position, improve quality or reduce costs.
· Strategic targeting of new businesses by identifying and qualifying sales leads.
· Recommend sales strategies for improvement based on market research and competitor analyses.
· Partner with leadership across the organization to ensure the best possible service and effective communications to customers.
· Maintain, develop and improve customer relationships.
· Communicate and implement new initiatives within areas of influence.
· Build, develop, and manage team capable of carrying out needed product marketing sales and service initiatives and improving employee relations.
· Committed to developing attracting and retaining the best possible employees
Create a safe and compliant culture and to demonstrate behavior consistent with the same.
STATUS AND SCOPE: Describe the reporting structures, special skills and abilities required to perform essential job functions.
Position will report directly to the VP of Sales
· Direct reports are:
o 3 Sales Managers
· Must possess strong written and verbal communication skills and able to effectively communicate with all levels of personnel including executive management.
· Strong customer orientation.
· Public speaking
· Ability to stay calm under pressure
· Strong negotiation skills.
· Effective professional sales techniques
· Strong organizational skills, time management and attention to detail.
Methods and techniques used in developing communications for internal and external audiences.
COMPETENCIES: Describe the key desired behaviors required for success in this role
Strategic Agility: Is future oriented and has broad knowledge and perspective.
Results orientation: consistently tracks performance against agreed up goals and pushes self and others to achieve expectations
Business Acumen: Knows how the business works and the competition.
Developing Direct Reports and Others: Holds frequent development discussions and provides challenging and stretching tasks and assignments.
Organizing: Plan and organize work to meet changing priorities and deadlines.
Perseverance: Does not give up before finishing, especially in the face of resistance or setbacks.
Managerial Courage: Provides current, direct, complete, and “actionable” positive and corrective feedback.
Written Communication: Communicates clearly and concisely, both orally and in writing.
Political Savvy: Views corporate politics as a necessary part of organizational life.
Presentation Skills: Is effective both inside and outside the organization.
Ethics and values: Adheres to an appropriate (for the setting) and effective set of core values and beliefs during both good and bad times.
Integrity and trust: Doesn’t misrepresent him/her self for personal gain.
Peer Relationships: Encourages collaboration and is seen as a team player and cooperative.
QUALIFICATIONS: Describe experience, education and related course work typically required or expected to perform essential job functions.
· Bachelor’s degree in Business Administration, Sales and Marketing or related field. MBA preferred.
· Coursework in agronomy, agricultural economics and soils science with heavy emphasis on plant nutrient use and fertilizer applications are highly desired.
· Knowledge of biosolids and other residuals management, processing and operations is preferred.
· 5 – 7 years’ experience in product marketing including developing a marketing strategy and driving performance.
· 3 – 5 years management experience
· P & L responsibility.
· Computer proficiency (Microsoft Office).
Travel required as needed.
