Regional Sales Manager, Nuclear

3 weeks ago

SaintBonaventure, Canada Mattr Full time

POSITION SUMMARY:
Responsible for driving sales of Shawflex and Kanata Electronics Services Nuclear Products & Services in Canada - specifically, Nuclear interconnect technologies including wire and cable, cable accessories (heat shrink), connectors and complete cable assemblies/harnesses and custom electronics. The incumbent will be responsible for growing sales, gross margins and enhancing our Nuclear value proposition through:
Key Account Management, further penetrating Canadian Utilities and winning the totality of Major Component Refurbishment, Life Extension and New Construction Projects domestically;
Winning new direct business from Tier 1 OEM’s and EPC’s;
Developing business and gaining approvals in new Nuclear markets (MMR’s, SMR’s);
Supporting international CANDU refurbishment opportunities as needed;
Researching new business opportunities, engaging with end user decision makers, working with distribution channels, collaborating with internal/external teams to develop strategic plans and sales strategies to grow our Nuclear business.
DUTIES & RESPONSIBILITIES:
Sales Growth and Key Account Management
Targeting of End-User, EPC, Contractor, and OEM’s to generate demand, uncover problems or unmet needs and create specifications for branded products & services through; Customer visits and meetings
Technical presentations to specifying engineers

Develop and manage a direct end user and channel distribution strategy to capture end-user demand of products throughout geographic region including: Direct End User and Distributor training
Joint visits
Coordinate account management activities with inside sales representative

Manage assigned accounts in region or market
If applicable, manage a network of Sales Agents to support distribution and generate end-user demand
Maintain effective contact and relationships with stakeholders primarily through visits and supported with telephone and email.
Develop and execute sales plan and roadmap.
Maintain high profile in geographic region and market segment through participation in committees, attending industry events and networking
Maintain key customer profiles and update team through monthly report and visit/status reports
Assist with preparation of customer quotes utilizing market factors and price guide while following approval matrix
Penetrate key accounts by ensuring Shawflex offerings are approved and listed on all relevant Utility CID’s.

Business Development - Marketing
Market segment identification & analysis
Macro & micro economic analysis
Competition analysis
New market & product development
Product Portfolio analysis
Channel analysis
Margin & pricing analysis
Internal Management
Track key strategic projects that have been awarded to Shawflex,
Contribute to and maintain Salesforce CRM sales funnel, identify likely future sales points, win/loss
Monthly reporting / Revenue forecast.
Strategic / Planning:
Contribute to the Strategic & Business Planning Cycle
Research/recommend potential acquisitions
Develop and maintain SWOT analysis
Identify action plans aligned with our strategies and vision.
HSE/Quality:
Ensure commercial processes comply with N299/NQA-1 and other relevant industry requirements (CSA/UL),
Support & participate in ShawFlex HSE Program,
Comply with ShawFlex Quality Assurance Program.

KNOWLEDGE & SKILLS
Bachelors Degree in Engineering (Mechanical, Electrical, Materials, or Chemical)
6 to 10 years Nuclear market experience in Engineering, Sales, Marketing, or Business Development,
Strong established relationships with technical personnel/decision makers at Canadian Nuclear Utilities and Nuclear industry supply chain.
Analytical ability to evaluate a diverse range of internal and external information and apply a variety of problem solving techniques and business logic.
Strong sales, communication and facilitation skills required to build relationships and close deals
Ability to work independently in constructing and executing project plans.
Ability to get along with people and motivate team members to ensure acceptance of proposals and foster an environment conducive to change and continuous improvement.
Experience using Customer Relationship Management (CRM) software i.e. Salesforce, Microsoft Dynamics
Drive and willingness to do “whatever it takes” to win
Knowledge & competence with Microsoft office suite

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