job purpose 

The Market Manager represents and promotes the entire range of  products and services including conductor bar systems, festoon systems, positioning systems, data communication systems, vPOWER systems and technician services, though the primarily focus is set on the Crane electrification market. The position holder pursues, monitors, and wins bids for major projects within the market and maintains relationships with defined key market customers. The Market Manager demonstrates a strong sales engagement through new system orders, parts and value-added relationship building with regards to the assigned market and customers to meet defined revenue goals and realize profitable sales and growth via existing and new customers as defined by KPIs. Furthermore, the role supports and trains the regional sales force and acts as a key link to the Product Manager for Electrification. 

The Market Manager continuously develops the network and acts for the benefit of our relation and support of customer needs. 

Responsibilities are task-oriented and focus on duties, obligations and processes that must be in place to satisfactorily perform a task and achieve a goal.

General

1. Strategic development and management of the assigned market, in close cooperation and coordination with the Outside Sales Director with regards to the expansion of existing clients as well as the acquisition of new clients (across all industries, entering new markets)
2. Represent and promotes the entire range of  products and services including conductor bar systems, festoon systems, positioning systems, data communication systems, vPOWER systems and  technician services (though the primarily focus is set on the designated electrification market)
3. Daily manage and demonstrate strong sales engagement with regards to assigned market/region/territory and customers to meet defined revenue goals (goal setting in conjunction with Sales Director) and realize profitable sales and growth via existing and new customers as defined by KPIs
4. New clients | Prepare and execute a development plan to win new customers as defined via sales strategy by 
   1. analyzing and identifying customer potential
   2. actively promoting VAHLE services and product solutions highlighting technical specifications, performance data and benefits
   3. executing sales initiatives (considering competitor marketing and pricing activities)
   4. applying state of the art measures e.g. cold-calling, site visits, lobby work, trade fairs, lunch and learns etc. with a view to growing sales or margin or both, identifying key priorities
   5. acting for the benefit of VAHLE in relation to and in support of customer needs
5. Existing clients | Further develop long-term partnerships with existing customers as defined via sales strategy by
   1. proactively assessing and understanding current and future customer needs
   2. exploring new opportunities within the customer (this includes after sales activities)
   3. developing and enhancing the quality of our company’s relationship with the customer
   4. actively promoting VAHLE services and product solutions highlighting technical specifications, performance data and benefits
   5. executing sales initiatives (considering competitor marketing and pricing activities)
   6. applying state of the art measures e.g. cold-calling, site visits, lobby work, trade fairs, lunch and learns etc. with a view to growing sales or margin or both, identifying key priorities
   7. acting for the benefit of  in relation to and in support of customer needs
6. Responsible to maintain defined key accounts (accounts will be discussed and agreed with the Sales Director)
7. Analyze existing/new markets through interactive dialog with customers, sales personnel, industry links and stream partners
8. Proactive realize of (potential) opportunities e.g. by 
   1. pursuing, monitoring and winning bids
   2. creating on site quotations in interaction with customer (see standard sales process)
   3. following up on quotes within given timeframe (see standard sales process)