Industry Segment Manager; Data Center

29 Hanover Road, Florham Park, NJ 07932, USA

LAPP is a family-owned company headquartered in Stuttgart and a global leader in cable and connection technology. Founded in 1959, we are still fully family-owned today. With around 5,800 employees, we are operating in over 80 countries – globally connected and regionally rooted. Working at LAPP means more: this is where inventive spirit and a hands-on mentality meet cherished values and tradition.

We offer all employees the freedom to develop and pursue new opportunities. Flexibility and personal responsibility are just as important to us as a family-friendly work environment. We value all our colleagues with their talents, ideas and perspectives.

Under the general direction of the Director, Strategic Business & Industry Development, this individual is responsible, at a Regional level (i.e. Americas), for growing and maximizing LAPP’s revenue in a designated industry, as well as for developing sales with few selected Key Accounts in the same designated industry. He/she will be responsible for developing and implementing a vertical industry plan, including activities with Sales, Marketing, Product Management, and other departments as necessary.

Overall responsibility for achieving quarterly and annual sales targets for a designated industry.

Other duties may be assigned.

• Overall responsibility of the vertical market regional sales performance (industry segment turnover and profitability)
• Ownership of a few selected Key Accounts from the selected vertical market and responsibility for growing sales in those accounts.
• Develop and implement a strategic industry plan, to include activities with Sales, Marketing, Product Management, Business Development, and other departments as necessary.
• Implement market strategies to achieve sales target, expand market share, and collaborate to increase value add products and services.
• Identify, prioritize, and collaborate in managing pipeline and growth opportunities within the selected vertical industry for Lapp USA.
• Monitor and work closely with the sales organization, including the Channel team to qualify, develop and manage revenue opportunities at strategic accounts.
• Participate in cross-functional team meetings to ensure cohesiveness and coordinated market approaches.
• Deliver market inputs (commercial & strategic perspective) into the 5 Year Integrated Roadmaps.
• Gather and provide market information (market size, market growth and pricing)
• Monitor and analyze sales performance metrics, market trends, and competitor activities.
• Identify and analyse the main competitors and develop sales actions to win their customers.
• Stay current with regards to market prices, new products, sales tools, product innovations and market trends within the vertical industry.
• Analyse, interpret and report regularly on significant industry events and trends.
• Development of marketing and sales materials for the industry segment; identify and participate in trade shows, conferences and industry events.
• Develop and implement industry training and coordinate advanced product training with Product Management and Sales.
• Build long-term customer relationships and expand network across technical, commercial, operational and executive levels.
• Embrace the LAPP Sales Effectiveness Program culture (territory planning, account management and proven selling skills techniques) as the foundation of success.
• Develop and maintain open lines of communication with the sales organization, cross-functional department leaders, core management team, and parent company and subsidiaries for international accounts.
• Adjust strategies and tactics based on performance data and market feedback.

This role does not have immediate supervisory responsibility, but it may evolve. There is a strong dotted line performance criteria with cross-functional team members.

• Strategic and analytical skills, combined with solid communication ones (oral & written), to derive a relevant industry strategy from the big picture, and efficiently communicate it and implement it through the different…