Laird Careers Careers
Sales Manager, South
Job Summary The Sales Manager will manage all of Laird’s Performance Material business in the South region (AZ to FL) toward a $55M goal by 2019. There will be 2 to 3 direct reports (application engineers and sales), management of 4 manufacturing representative firms, and individual contributor responsibility for a select group of 5 to 8 accounts. The expectation is to develop and execute aggressive sales strategies to ensure profitable revenue growth at top customers as well as manage and grow the next generation of Laird leadership. Coaching skills and talent development mindset a must. Responsibilities • Personally manage focused accounts and support closure of other large orders by representing the company in multi-level sales situations • Develop new business relationships and customers by personally presenting Laird, its products, and capabilities • Creation of Blue/Gold Sheet/playbooks capturing customer needs, strategy, relationship matrix, and milestones for both short (1 – 18 months) and long term (18 months to three years) action plans • Provide strategic direction with FAE’s, manufacturing representatives, and distribution on customer focus and objectives • Drive to achieve goals through clear communication of objectives, metrics, and measurable results for all products within Performance Materials and Model Solutions • Responsible for sales reporting through weekly and monthly executive summaries including financials and forecasting. This includes account projections, action plans, SalesForce.com CRM, facilitator of QBR’s and NBO review • Program Manager and Strategist responsible for leading a global effort to ensure revenue realization • Design Win Moderator: responsible for entering and tracking in the design registration system • Work closely with Sales Director to develop timely strategies, programs and directional changes as required by current activity and market adjustments • Adhere to Laird ethics, quality, and safety standards Requirements • Geographically located in South region (AZ to FL) • Strong management, leadership and entrepreneurial skills to execute tactical and strategic objectives • Demonstrated strategic account ownership as primary responsibility • Proven track record of closing business with strategic/solution selling • Experience working with manufacturer representatives and channel partners • Experience in coaching and motivating teams to instill best in class organization performance • Ability to manage and lead technical sales personnel • Strong business and analytical skills to manage budgets, analyze performance information, review and work with product management and engineering on pricing initiatives driven by customers • Excellent written and verbal communication skills to present and provide executive summaries • Runs effective sales calls • Able to gain customer alignment, internal agreement, and program commitments • Exhibits drive, passion, and exudes a hunger to win • Balances patience with a sense of urgency that results in speed • Able to develop a sales strategy and execute against that plan • Successfully able to drive/collaborate with BUs from executive leadership down to cross-functional internal teams • Builds credibility with engineers and takes full ownership of the account (successes, failures, and activity out of personal control) Education & Experience Request BA or higher degree or prior work experience in lieu of formal education. Laird recognizes that an individual with a disability may require an accommodation to enable them to successfully perform a job function. Should you require such an accommodation, please indicate the job function and suggested accommodation. Laird will attempt to make reasonable accommodation. Other As an Equal Opportunity/Affirmative Action Employer, Laird does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, gender identity, citizenship or other categories protected by federal, state or local laws. EOE/M/F/Vet/Disability/Sexual Orientat ion/Gender Identity.