Sales Manager North America

Sales Manager North America – Nexans

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Position:
Sales Manager Accessories – North American region

• Function:
  Sales
• Country:
  United States of America and Canada
• Location:
  
  Nexans Charleston office
• Reports to:
  
  Cluster Sales Manager North Europe & North America

The Sales Manager will utilize existing contacts to grow the turnover of accessories business in the region and develop new channels and customers. Depending on the speed of development, he will also build a sales team to better address the market and grow the business for the long‑term. This sales team will report to him once created.

The sales manager will deliver profitable growth focusing on a portfolio of customers directly or from project pull through distributor channels.

The sales manager will focus on Nexans accessory products and services. He / she will quickly establish credibility with important decision makers in targeted companies ensuring opportunities are well identified and communicated within the Nexans organisation to enable a swift realization of plans.

The role of the sales manager is to target a defined list of Distributors, OEM, Contractors and Utility/DNO’s identifying business opportunities and converting this into viable sales.

The sales manager will ensure a careful bridge between market line strategy setting and country level execution, communication and two‑way knowledge transfer. As a ‘hands on’ sales professional the sales manager will identify barriers to order conversion and ensure effective counter strategies are implemented quickly on the ground.

• Sales & Account Management
• Realise the budgeted sales target against a defined list of customers and products.
• Work with the sales, customer service, technical BDM and marketing teams to evaluate and translate customer needs into value added services to leverage higher margin sales.
• Use a minimum of 3 days per week to focus in the field on the execution of the sales strategy, against a defined list of focus accounts to deliver the sales and commercial margin budget within your geographical sector.
• Share knowledge and understanding of the customer needs and expectations with the customer service teams ensuring alignment to sales strategy. Follow up on significant enquiries and subsequent quotations to ensure swift conversion quote to order.
• Proactively manage accounts ensuring that the key decision makers are targeted, contacted, visited and updated with the sole purpose of securing long term business, in a logical, organised and self‑developed schedule.
• Negotiate pricing and service agreements with customers in line with Nexans policies together with the Cluster Sales Manager.
• Build a healthy business pipeline with forward forecasting.
• Ensure the preparation of timely, accurate and high‑quality information sent to the customer is in accordance with the appropriate sign off procedures and risk management.
• Ensure optimised customer experience along the order chain (from initial sales contact and order placement, through to delivery and after sales management)
• Reports monthly to the Cluster Sales Manager keeping abreast of opportunities, threats and competitor intelligence.
• Handle customer concerns or dissatisfaction in a professional manner to minimise short and long term risk as well as supporting corrective actions.
• Project Pull through
• Build a network of purchasing, engineering and management contacts within the targeted customers in order to identify potential project opportunities.
• Build a project log to track project opportunities and drive commercial actions to generate sales either by ‘pull through’ or directly.
• Work with focus accounts within the sector to invite customers into the business to deliver Nexans awareness sessions. Register attendees and follow up to ensure brand awareness and sales delivery.
• Develop new channels to better increase Nexans market presence
• Budget & Forecasting
• Review performance vs budget daily and advise changes to buying patterns which will impact the monthly forecast.
• Provide an accurate monthly…