Job Summary
The Vertical Market Manager position is responsible for leading a team focused on industry management, end-user project sales, and business development within a specified vertical market, consisting of multiple industry segments. Vertical Market Managers develop strategic and tactical plans that align their team to revenue generating opportunities using Phoenix Contact’s capabilities in products, solutions, and services. In addition, close coordination is required with corporate headquarters in the United States and Germany to ensure growth plans are aligned to the company’s overall Vertical Market Management strategy. The VMM-Process primarily responsible for Oil & Gas, Power2X, and Chemical. Additional areas of responsibility include Pharmaceutical, Mining, and Pulp & Paper.
Key Responsibilities
- Manage dedicated Process Automation Partner channel.
- Oversee national sales and project activity at assigned end user and system integrator accounts within the industry.
- Lead the industry go-to-market strategy including:
- Industry segmentation – what segments/what industries.
- Direct team focus – set end user sales, opportunity and project win targets.
- Leverage existing channel and/or company sales and marketing resources.
- Create, monitor, and evaluate MBOs for assigned vertical market.
- Secure business contracts with support from legal and sign-off from Director of Sales VMM.
- Assess projects to determine financial and resource-based risk, and provide recommendation based on evaluation of ROI.
- Align Business Units (and RBUs) on product and solution requirement specifications to drive forward the US vertical market strategy.
- Continually make recommendations to Harrisburg Sales, Marketing, and Distribution in order to improve our capabilities to meet industry needs.
- Develop and share application expertise within vertical market.
- Coordinate strategy (including M&A activity and business cases) with headquarter VMM teams.
- Report on industry sales performance, industry technology trends, current state and future forecasts.
- Lead industry digitalization / IIoT strategy and value propositions.
- Lead team of business development managers, industry managers and project sales engineers to drive industry revenue growth.
- Actively participate in regional industry associations and related activities.
- Perform frequent and detailed performance reviews of all direct reports.
- Develop and establish compensation plans for team.
Must Be Able To..
- Travel via airplane (domestic and international)
- Have a valid driver’s license and be able to operate an automobile for up to six hours at a time
- Lift a minimum of 50 pounds (sample, demos, and literature)
- Travel overnight 35-50% as required
Perks & Benefits
Phoenix Contact offers a generous benefits package that includes medical, dental, and vision coverage, 401k matching, bonus plan and a generous time off package. There are also a wide variety of additional benefits available including 16 weeks fully paid maternity leave & 10 weeks fully paid paternity leave, auto allowance, life insurance, short & long-term disability, assistance, and more!
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