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Regional Sales Manager

5 months ago

Toronto ON, Canada Shawflex 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