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Location

Home Office

Category

Sales & Marketing

Business Development Manager
Posted on March 23, 2015

Our client is an international company manufacturing packaging for the pharmaceutical industry. The company has operations in the US and Europe and sell in more than 40 countries. The company is experiencing significant growth and is creating a new position within the Sales organization in North America.

The Business Development Manager will be responsible for developing new business for own-IP Drug Delivery Devices, in a specific territory in the US. The Business Development Manager will report to the Sales Director North America.

The main responsibilities will be (but not limited to):

  • Identify and develop new business within and outside the current customer base through market research and prospection, including frequent customer visits and presentations, trade fairs, etc. on own-IP products
  • Work closely with the Marketing Category Managers to successfully promote own-IP products
  • Work closely with the Americas Sales Assistant to follow-up promptly on information and samples requests, pricing requests, etc.
  • Elaborate presentations, answer RFI/RFQ
  • Participate in developing the marketing strategy for this market/region
  • Develop and maintain relationships within all levels of the customers’ organizations. In particular these will include Procurement, R&D, and Manufacturing.
  • Manage margin improvement through price increase and/or identifying cost reduction opportunities.
  • Communicate and champion customer needs throughout the organization; leverage the organization to win new projects
  • Develop and organise effective working relationships with the manufacturing facilities and project management teams in support of the customers
  • Manage, follow up and/or conclude existing projects 

Candidate Profile:

  • Readiness to travel 60-70% of the time
  • Self-starter
  • Can-do attitude
  • Results oriented
  • Excellent listener with strong communication skills. Some experience in cold calling and prospection is a plus.
  • Curiosity and technical acumen
  • Fluent English speaker
  • Autonomous but team player
  • Good stress-handling capabilities
  • Very structured, organized and rigorous

The position will be based home based, preferably close to a major airport in the Eastern part of the US.

To apply, email your resume to apply@dsmlexecutivesearch.com and reference 1179 in the subject line.

Permalink: http://dsmlexecutivesearch.com/?career_searches=business-development-manager-home-based-eastern-us

Location

Chicago

Category

Sales & Marketing

Sales Manager US
Posted on March 09, 2015

Our client is a European manufacturer of innovative printing equipment as well as digital printing machines. With presence in several countries, the company has been in the US for over 30 years.

The company is seeking to recruit a Sales Manager who will develop the business of the machines and will manage one sales person. The Sales Manager will report to the CEO of the parent company in Europe.

Job description:

The US Sales manager will be primarily responsible to find and maintain new customers. The main responsibilities will be (but not limited to):

  • Develop the sales in the US,
  • Find new customers and coordinate/assist with marketing campaigns (cold calling, mailings, exhibitions, market research, etc.).
  • Make customer visits on a regular basis,
  • Responsible for achieving goals set with sales strategy and business plan for the US office,
  • Responsible for high level of customer satisfaction and assist in solving possible customer claims,
  • Find out, track and inform the head office about market developments, trends and prices.
  • Lead and motivate the sales rep
  • Coordinate activities and report to the head-office
  • Prepare sales budgets and action plans based on market situation and set strategy,
  • Visit the head office at least once per year for team building, education and marketing activities,
  • Respect of internal company regulation (companies vision and strategy, sales policy, quality policy, etc.).

Profile:

  • At least 5 years of B to B sales experience in the capital equipment, selling machinery
  • Experience in the printing industry highly desirable
  • Experience developing new business
  • Experience with an international company preferred
  • Ability to work independently with limited resources and able to manage priorities
  • Some management experience would be a plus
  • Travel 50% (including once a year to Europe)

To apply, email your resume to apply@dsmlexecutivesearch.com and mention reference 1177 in the Subject line.

Permalink: http://dsmlexecutivesearch.com/?career_searches=sales-manager-us-capital-equipment-chicagoland-west-of-ohare

Location

Indiana

Category

Sales & Marketing

Chief Operating Officer
Posted on March 01, 2015

Our client is a multinational industrial company that specializes in the application of engineered parts for high torque equipment such as agitators, mixers, feeders, conveyors, long travel and slewing drives.  The US operation is located approximately one hour North East of Indianapolis.

This position reports to the Board of Directors/President (direct report) and Group Regional Sales Manager (functional report) and oversees the VP of Sales, VP of Finance, Operations Manager and Engineering Manager.

Responsibilities:

  • Ensures total respect of the strategies set by the parent group and the achievement of sales goals in term of volume, markup, and product mix
  • Monitoring marketing efforts and potential gaps from budget
  • Ensure the identification, development and implementation of commercial strategies for the market defined with the VP Sales-USA, and approved by the Board of Directors
  • Plan and manage the activities required to reach commercial objectives
  • Provide a careful analysis of the market environment and competition
  • Guarantees budget objectives achievement ensuring:
    • Economical balance in term of sales volume and gross margin contribution
    • Financial balance concerning cash credits
    • Capital balance in term of final goods/products warehouse optimization (inventory management)
  • Encourage and embrace a culture of innovation throughout the organization, lead and manage the team, redefine the internal organizational of the company to prepare it for solid growth, consistently with HQ strategy
  • Provide for the commercial plan a definition on the short and long term, co-operating with the regional Sales Manager.
  • Manage inter-subsidiaries and intra-subsidiaries relations
  • Effectively manage all relationships with customers and potential customers
  • Ensure, complying with legal requirements, environmental safety

To apply please email your resume to apply@dsmlexecutivesearch.com and reference 1142 in the subject line

Permalink: http://dsmlexecutivesearch.com/?career_searches=chief-operating-officer-2

Location

Midwest

Category

Sales & Marketing

President / CEO
Posted on February 17, 2015

The Company:

Our client is a manufacturer of industrial equipment with operations in the US, Canada and Europe. The company is part of a multinational group with an extensive multi-sector expertise.

The Position:

The desired candidate will possess the demonstrated skills to achieve the company’s aggressive growth ambitions and solid earnings performance. The position will be responsible for the entities in the US, Europe and Canada which represent over M$100 in annual sales.

The President/CEO will:

  • Assume full responsibility for the P&L of the consolidated entities of the Company
  • Provide leadership to a highly innovative and entrepreneurial organization, developing the organization in concert with its growth needs
  • Continue to encourage and embrace a culture of innovation throughout the company
  • Contribute to, adapt, and continue the implementation of the strategic plan of the organization
  • Prepare and execute the annual budget  for the Company
  • Maintain the profitability of the company
  • Ensure the appropriate reporting is made to the Group management in North America and Europe
  • Lead the sales strategies of the company, created by the respective Sales Directors, and at times, be personally involved in the sales process of select major projects
  • Oversee the R&D/Market/Product Development Programs, ensuring the appropriate resources are allocated and that quick reaction to changing market needs are performed
  • Manage ongoing risks, particularly in the front-end of opportunities in alignment with processes

Challenges and Opportunities over the next 3-5 years will be:

  • Build new business
  • Develop synergies between the company and other divisions of the Group in Europe
  • Support and guide improvements in manufacturing productivity thru lean manufacturing and other techniques
  • Transition the organization in hiring new talent to replace a wave of approaching retirements
  • Expand the business thru added infrastructure and organization
  • Explore and execute ways to better adapt the company between high demand and softer demand while not compromising the significant opportunities the company enjoys
  • Retool European operation to return to respectable earnings 

The profile:

  • Demonstrated, proven P&L management experience
  • Desired candidate will have grown thru the ranks based on a successful track record in sales and marketing
  • Experience in managing a large manufacturing organization required
  • Experience in lean manufacturing a plus
  • Experience in an international company and ability to work in a multi-layered organization
  • A leader with a “hands-on/roll up your sleeves” approach
  • Demonstrated ability to manage a flat organization of highly creative, self-directed, entrepreneurial people
  • Excellent visionary and strategic management skills
  • Exceptional interpersonal and negotiating skills
  • Experience with industrial equipment manufacturing
  • An engineering degree or meaningful experience in an engineering intensive environment required

Other:

The position is based in the Great Lakes area and frequent travel to Europe and within the US will be required.

To apply, please email your resume to apply@dsmlexecutivesearch.com and reference 1163 in the subject line

Permalink: http://dsmlexecutivesearch.com/?career_searches=president-ceo-industrial-equipment-great-lakes-area

Location

Alpharetta, GA

Category

Sales & Marketing

Power Generation Sales Engineer
Posted on January 31, 2015

The Sales Engineer will report to the General Manager of the North America operation in Alpharetta, GA.

Based on Corporate Development Group Rules and US Sales Team Requests, the key roles of the ADS & Power Generation Sales Engineer are:

  • Reaching or exceeding sales objectives for Aerospace, Defense, Space and Power Generation companies assigned to him/her
  • Following-up on leads, RFQs and POs
  • Scheduling sales and technical meetings with prospects and clients to promote solutions.
  • Project management from start (design) to finish (delivery and payment)
  • Seek new development opportunities: new applications and leads
  • In charge of the ITAR projects with US Engineering and Production in accordance with the US applicable Rules

ESSENTIAL RESPONSIBILITIES:

  • Targeted, coherent and planned scheduling of visits (sales and technical meetings) with Leads and Clients
  • Actively participate in Industry Specific Trade shows, Conventions and Conferences.
  • Clear understanding of customer needs and of their industry
  • Work collaboratively internally with the relevant departments on solutions to applications and projects
  • Prepare, present and follow-up on Proposals using the company CRM
  • Negotiate contracts with Management
  • Actively pursue application-based leads from ADS and Power Gen. Business Developer
  • Share with Marketing market and industry awareness (competition, new technologies, etc)
  • Daily usage of the company CRM for scheduling visits, reporting meeting minutes and actively follow-up on proposals
  • Organize strategic visits to the company’s plants in Euroope and the USA to promote capabilities.

Hierarchy: Reports to General Manager

To apply please email your resume to apply@dsmlexecutivesearch.com and reference 1174 in the subject line

Permalink: http://dsmlexecutivesearch.com/?career_searches=power-generation-sales-engineer-alpharetta-ga

Location

Hagerstown, MD

Category

Sales & Marketing

Director of Engineering, Hagerstown, MD
Posted on January 31, 2015

The company is looking for a Director of Engineering to oversee a team of 20 engineers with 3 Engineering Managers (3 direct reports to the Director).

The mission of the Director of Engineering is:

  • Provide direction and business guidance to the engineering team
  • Drive gross profit through project and resource planning
  • Proactively develop and maintain a team of high-performing engineers and continually seek innovation methods for improving team performance and profitability
  • Ensure the alignment of the engineering organization with the company vision and mission of 100% on-time delivery, quality and profitability

The primary responsibilities of the position will be:

  • Manage & direct multiple concurrent engineering projects to ensure success in meeting company goals and objectives
  • Oversee the process of developing budgets and monitor actual compliance
  • Direct activities of product research and development to ensure conformity to customer needs with Sales & Marketing coordination
  • Integral part of sales process in negotiating final project specifications; negotiate with 3rd party engineering suppliers for best business deal
  • Manage department expenditures and enforce policies
  • Develop standard procedures and methods to improve the efficiency and effectiveness of engineering services, projects, and activities
  • Assess and monitor workload, administrative and support systems, and internal reporting relationships and identifies opportunities for improvement
  • Participate in selection, train, motivate, and evaluate assigned personnel
  • Provide or coordinate staff training
  • Work with employees to correct deficiencies
  • Implement discipline and termination procedures

Minimum Requirements:

  • At least a bachelor’s degree in mechanical, electrical or industrial engineering with an MBA preferred
  • 10+ years of sound knowledge and experience in managing engineering processes and technical staff.
  • Knowledge in machine and control design (required)
  • Analytical, organizational and conceptual skills to achieve company goals as well as the process to obtain the same
  • Superior verbal and written communication skills

-Strong leadership skills with proven ability to motivate and direct subordinates to attain company goals and objectives.

To apply please email your resume to apply@dsmlexecutivesearch.com and reference 1173 in the subject line

Permalink: http://dsmlexecutivesearch.com/?career_searches=director-of-engineering-hagerstown-md

Location

Chicago

Category

Sales & Marketing

US Sales Manager – Chicagoland area
Posted on January 20, 2015

Our Client is a European leader that sells industrial equipment to the recycling, metal, wood and paper industry. Part of a group headquartered in Central Europe, the company has a strong R&D tradition and very modern production facility.

Job description:

The US Sales manager will be primarily responsible to find and maintain new customers, building up the sales network and assisting the company to enter the US market. The main responsibilities will be (but not limited to):

  • Develop the sales in the US,
  • Build up the distribution network in the USA and the rest of North America,
  • Find new customers and coordinate/assist with marketing campaigns (cold calling, mailings, exhibitions, market research, etc.). using Salesforce (CRM system),
  • Make customer visits on a regular basis,
  • Responsible for achieving goals set with sales strategy and business plan for the US office,
  • Run logistics and paperwork related to the import and distribution of products,
  • Responsible for high level of customer satisfaction and assist in solving possible customer claims,
  • Find out, track and inform the head office about market developments, trends and prices. Responsible for making proposals about possible product development.
  • Prepare and co-sign sales and distribution contracts,
  • Monitor credit of customer and collect outstanding invoices,
  • Communicate necessary information for invoicing, accounting and tax (VAT).
  • Lead and motivate the sales team (in the future)
  • Coordinate activities and report to the head-office
  • Prepare sales budgets and action plans based on market situation and set strategy,
  • Visit the head office at least once per year for team building, education and marketing activities,
  • Follow and inform the head office about legal and administrative changes connected with sales (VAT, import laws, etc.)
  • Respect of internal company regulation (companies vision and strategy, sales policy, quality policy, etc.).
  • Carry out other tasks connected with sales and marketing delegated by head office Sales Manager or managing director.

Profile:

  • At least 5 years of BtoB sales experience, preferably in the recycling, steel processing or wood processing industry
  • Experience developing new business
  • Strong technical skills
  • Experience with an international company preferred
  • Ability to work independently with limited resources and able to manage priorities
  • Some management experience would be a plus
  • Experience with CRM (Sales Force.com)
  • Travel 25-30% (including once/twice a year to Europe)

To apply please email your resume to apply@dsmlexecutivesearch.com and reference 1171 in the subject line

 

 

Permalink: http://dsmlexecutivesearch.com/?career_searches=us-sales-manager-chicago-des-plaines-area

Location

Chicago

Category

Sales & Marketing

Business Development Manager – Chicago
Posted on January 05, 2015

Our client offers a wide range of services to help companies improve the design, build and operation of buildings. Their unique blend of product testing and market research can also help manufacturers gain the relevant certification and plan their marketing strategy.

This position will seek and develop new business opportunities for our client. To develop, coordinate and implement marketing plans in order to maintain and increase existing business and capture new opportunities. To improve the Company’s market position in the US market and achieve financial growth of the US branch.

First 12 months:

  • Working with the GM Operations, develop a five year business plan for our client in the USA (North America) with defined strategy, objectives and revenue targets, feasibility analysis and scenarios, established processes and timeline, evaluation of business threats and opportunities including competitor activity tracking, financial budget and forecast, KPIs. The business plan will be discussed and approved by the management team in early 2015 and updated every six months up to 2020.

Main duties:

  • Responsible for the overall management of all strategic and operational Marketing and Customer relationship activities.
  • Planning and coordinating the implementation of the Business Plan, setting objectives and methods to reach them, integrating marketing, operations and financial knowledge to achieve the Company strategic goals and objectives.
  • Assess risks using financial, statistical and economic data and create manageable solutions for Board’s approval.
  • Develop the pipeline of the new business coming into the Company
  • Identify and develop the opportunities for campaigns and other business development tools.
  • Take ownership of the management of sales and marketing functions and initiatives. Deliver sales presentations, conduct clients’ meetings
  • Constantly develop and use your knowledge of the market and competitors to ensure the companies position and enhance the Company’s performance.
  • Work closely with the other Line Managers to ensure the new business lead are being processed and followed up in a timely manner.
  • Develop and deliver proposals for the existing and potential new clients
  • Forecast sales targets and ensure they are met by the team.
  • Present business development trainings and mentoring to the direct reports and other members of staff.

Requirements for the role:

  • Experience of working in a similar position to align sales strategies and solutions
  • Proven track record of successful new business generation and increasing the revenue
  • Experience if working in a corporate/ business focused environment
  • Experience in HVAC/Construction related industries

To apply, please email your resume to apply@dsmlexecutivesearch.com and reference 1156 in the subject line

Permalink: http://dsmlexecutivesearch.com/?career_searches=business-development-manager-4

Location

Home Based

Category

Sales & Marketing

Sales Manager East Coast
Posted on August 29, 2014

The company

Our client is a leading international high-tech industrial group active in advanced microelectronics, substrates and electronic solutions. Headquartered in Switzerland, the company has already significant clients’ references in the US.

The position

The constant growth and technical evolution in terms of development and launch of new products require the hiring of a Sales Manager- East Coast (home office) in order to serve primarily the medical device manufacturing field along with leading edge industrial OEM markets.  Experience with rigid and flex PCB into these markets would be very beneficial.

The main responsibilities of this new position will be (but not limited to):

  • Support new customers who benefit from company products and services
  • Develop long term relationships with customers through identifying and fulfilling requirements in terms of technology and quality
  • Maintain thorough knowledge of entire product line
  • Act as technology specialist and provides technical and proposal support to customers
  • Respond to customers’ RFQ’s, including feasibility studies and cost calculations in liaison with the company’s plants in Europe
  • Provide technical pre-sales support to customers
  • Meet regular sales targets and coordinate sales projects
  • Support marketing activities by attending trade shows, conferences and other marketing events
  • Provide support for other members of the sales team (i.e. Sales Rep’s) and other technical experts

The profile:

  • Bachelor’s degree in engineering required
  • Working knowledge of sophisticated microelectronic applications, particularly in the micro-assembly of high-tech substrates (PCB, ceramic…)
  • Significant successful direct engagement with medical device manufacturers
  • At least 5 years prior experience in technical sales or application engineering is desired
  • Strong technical and problem solving ability with demonstrated leadership and project execution skills
  • Strong communication skills with both internal and external customers are essential to be successful in this position
  • Ability/willingness to travel to domestic and international locations
  • During a month, initial training period to be planned in Switzerland.

To apply, please email resume and cover letter to 01158@dsmlexecutivesearch.com

Permalink: http://dsmlexecutivesearch.com/?career_searches=sales-manager-east-coast-microelectronics-home-based

Location

Valparaiso, IN

Category

Sales & Marketing

Key Account Manager
Posted on August 14, 2014

 The Company

Our client is an International company which derives its success from technological innovations, exacting quality standards and the dynamic approach and enthusiasm of its employees. In its business areas, industrial, banking, service, and energy automation, our client continuously works on new developments and industry solutions with the objective of creating lasting competitive benefits for their customers. This position will work directly with the automated parcel delivery division, which is the leading solution for the pickup and delivery of goods, a one-stop package that includes hardware, software consulting, services, installation and roll-out management.

The Mission

The goal of the Key Account Manager is to independently and self-reliantly promote our clients solution in the North American market and to find the first customers in different regional areas and business sectors.  You will liaise with your clients from the initial trial of a solution, through its live pilot operation with end users, up to building a larger terminal network. You will provide both commercial and technical advice to your clients. Furthermore, you will strategically develop relationships with your new customers, getting to know and understand their organizational structures and decision-makers, both gaining a deep grasp of their needs and requirements as well as actively shaping them. You will take responsibility for this and seek solutions in collaboration with the relevant colleagues in Europe.

The acquisition of new clients and projects is the main thrust of your activity. Your primary focus is the development of proposals, the independent response to invitations to tender (commercial and legal), conducting of contract negotiations and independent conclusion of new business. Similarly, included in the spectrum of your tasks and responsibilities are regular sales planning, collaboration on annual budgeting and multi-year planning, participation in international industry events and the preparation of regular CRM visit reports and KAM reports.

Requirements:

  • Seeking candidates in the Chicago, Northern Indiana area
  • Ideally, you have already accumulated several years of demonstrably successful, international sales experience in the field of automation or in business to business distribution of industrial capital goods related to IT, preferably in the area of ​​logistics and e-commerce
  • You have a sound academic technical education in the areas of business administration, IT or automation technology, etc.
  • You meet our basic requirement of a sound business understanding
  • You are skillful in selling complex technical solutions (hardware + software)
  • A knowledge of German or other languages ​​is an advantage
  • You are able to work independently and self-reliantly with good negotiation skills and assertiveness
  • You are creative in developing your own solutions to complex tasks
  • You are experienced in working with large international organizations on the customer side
  • A basic experience with international contract law in the public and private sector is desirable
  • Industry knowledge in logistics , e-commerce and/or retail is desirable
  • Willingness to travel within North America and to the HQ in Europe (+50 %)
  • Good team skills

To apply, please email resume and cover letter to 01157@dsmlexecutivesearch.com

Permalink: http://dsmlexecutivesearch.com/?career_searches=key-account-manager-north-america

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