Senior Account Manager

Bodycote•Andover, MA

9d•$140,000 - $160,000

About The Position

This U.S.based position reports to the ADE North America Director of Sales and is responsible for driving growth of Powdermet® Near Net Shape (NNS) products across the Defense, Energy (Oil & Gas, Nuclear), and Power Generation sectors. The Regional Sales Manager will identify and secure new business within existing accounts while expanding into new applications and markets across North America. This role requires a hands-on, technical, problem-solving approach to application development and customer engagement. This leader will build and manage a robust sales pipeline, accelerate revenue growth, and provide direction to the sales team. In close collaboration with plant leadership, they will leverage data and onsite engagement to win new business and enhance the customer experience. Responsibilities include using SFDC to analyze performance, guide strategy, forecast sales, evaluate quoting profitability, and identify target customers and growth sectors.

Requirements

This position must satisfy ITAR compliance requirements; therefore, candidates must be U.S. Citizens or Permanent Resident Card Holder.
Education – Bachelor’s Degree in Metallurgy or Marketing is preferred, or equivalent extensive training and experience in the industry is required.
Experience necessary – Ten years in technical sales, product management, or business development in a related field/market sector.
Appreciation of HIP processes and capabilities, an understanding of competing processes such as casting and forging, would be an advantage.
Requires a thorough understanding of the technical aspects of heat treatment of aerospace alloys, including steel, aluminum, nickel, titanium, copper, brass, etc.
Familiarity with commercial, aerospace, ASME, ASM, and military specifications is required.
Must be able to read/interpret blueprints.
Requires a proven, successful track record of supervision, marketing skills, sales techniques, and general business practices.
Requires effective communication skills for interfacing with salespeople, management, shop supervisors, and customers.
Must demonstrate the ability to read, write, and communicate in the English language.
Demonstrate good judgment in fostering positive customer relationships.
Ability to quote and understand pricing methods, understanding of current market conditions related to pricing, plants utilization & yields, process times & equipment capabilities, including managing customer expectations for process and delivery.
Exercise tact and ability to partner with the customer to resolve issues, including our limited liability terms.
Problem-solving skills to meet customer expectations.
Communication skills with employees at all levels to achieve the goal of exceptional customer service.
Advocate for the quality of our products and services.
At all times, conduct in accordance with Bodycote policies and procedures.
Commitment to ethics in all interactions.
Must possess a working knowledge of heat treatment processes and metal working industries, with a minimum of ten years’ experience necessary.
Must possess or be able to develop a working knowledge of the Bodycote Quality Manual and Bodycote Policy Manual.
Must be able to effectively cultivate and develop customers from diverse backgrounds, including small entrepreneurial businesses to large multinational corporations, including OEMs, tier 1 and 2 accounts, and technical staff.

Nice To Haves

Appreciation of HIP processes and capabilities, an understanding of competing processes such as casting and forging, would be an advantage.

Responsibilities

Perform market analysis and determine target market segments best matched to HIP's value proposition. Enhance the value proposition as required to achieve sales success in target markets.
Work together with the Director of Sales North America, NA PF Operations team, and PF Sales Team to develop and execute the Powdermet growth strategy and marketing plan for the defined market sectors.
Create and manage customer key account plans. Manage the pipeline of new sales opportunities.
Create coherent, credible, and comprehensive value-based NNS HIP Solutions targeted at key growth opportunities, underpinned by a detailed understanding of customer and market needs (technical, logistical, service, environmental, etc.)
Form excellent relationships with customer key account personnel, in particular in Engineering and Procurement functions. Understand the customer decision-making process.
Develop a trusted advisor relationship with key customer stakeholders, potential customers, and executive sponsors.
Conduct sales calls, receive and respond to phone inquiries from customers and potential customers.
Develop and deliver quotations while providing clarification of the customer requirements detailed in the quotations.
Partnering with employees at the plant level to monitor progress of work to meet customer expectations.
Project Management.
The Sr. Account Manager will provide leadership, along with mentoring and working closely with Division territory account managers in all phases of the sales cycle, including customer site visits, sales strategies, sales planning, market strategies, and competitor activity.
Performs other tasks as assigned or dictated by position.
This position requires the ability to travel at least 50% of the time (in or out of state) to customer facilities to engage in current and future business activities, or as frequently as needed.
Must have the ability to report for work on time, follow directions, interact effectively with co-workers, understand and follow rules and procedures, and accept constructive criticism.