Who We Are | Our Culture
When you join Phoenix Contact, you join a team of visionaries who are creating a sustainable world based on our passion for technology and innovation. Our mission is to create solutions for electrification, networking, and automation to contribute to a world in which renewable energy is available for the benefit of everybody. We create solutions for the challenges of today.
We are a team of passionate and welcoming people with vastly diverse backgrounds, who value honesty, friendliness, and trusting partnerships. We work together to promote a culture of entrepreneurial freedom that allows us to control our own destiny. We thrive in an inclusive environment where we recognize that our people are our biggest asset.
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Job Summary
Provide vision, strategic direction, and leadership to the Industrial Sales Organization within the Regional Structure pertaining to a focused area of responsibility. Further develop the leadership skills of the Industrial Regional sales management and retain a high performing sales organization utilizing all available resources, including Harrisburg, HQ, and ICE staff leadership, to meet/exceed corporate sales goals. Via sales skills and product training and thorough KPI management, uphold a highly knowledgeable, professional and responsive sales network. Lead the effective use of Pivotal and all other sales management tools to allow for exceptional customer relationship and opportunity management. In collaboration with Senior Director Sales and Strategic Marketing, provide strategic vision and leadership toward the creation of a cohesive sales approach for all ICE/IMA product marketing groups. Communicate the needs of the customer, industries, and distribution channels into all areas of ICE and US Subsidiary leadership. Develop processes and programs that leverage product sales data and customer behavior to make proper business decisions and expand customer revenue in areas of responsibility.
Key Responsibilities
- Achieve and/or exceed revenue objectives as agreed upon with Vice President ICE.
- Translate the ICE and IMA growth vision into a strategic executable plan for the Industrial Sales Team in focused area.
- Lead corporate sales initiatives pertaining to ICE and IMA by providing leadership in process improvements, cross segment integration with DC, and overall strategic vision for corporate sales acumen.
- Be primary area corporate contact for ICE Distribution and Channel Executives, Key Account Managers and all other strategic account executives on ICE Sales topics.
- Lead the sales team in advancing the brand for Phoenix Contact within the industrial marketplace as a connectivity and automation infrastructure solution company.
- Coordinate, develop and execute Sales plans, policies, and processes.
- Lead the IRSMs in the development and execution of regional growth plans.
- Communicate frequently and effectively throughout the US subsidiary, D&M and HQ on issues/opportunities pertaining to the US Industrial market.
- Build and maintain Director and Executive level relationships at key accounts and distribution partners.
- Develop, robustly monitor, and concisely report on Sales Department KPIs.
- Establish leadership growth plans for the Industrial Regional Sales Managers.
- Provide leadership to the Industrial Regional Sales Managers on the creation of coaching plans for their Industrial Sales Engineers and Automation Sales Engineers.
- Utilizing R3 skills, provide coaching/mentoring to sales team by participating in customer visits, trainings, seminars, trade shows, and channel activities.
- Utilize Pivotal as the primary customer planning, reporting, measurement and opportunity tracking tool.
- Develop and maintain a working knowledge on all Phoenix Contact products, solutions and service offerings.
- Develop and assign sales forecasts and quotas.
- Perform frequent and detailed performance reviews with direct reports (IRSM’s).
- In conjunction with the ICE Strategic Marketing and Product Marketing, implement strategic marketing programs and sales approaches to sales organization.
- Provide input to the Senior Director of Sales and VP ICE on process improvements, budgets, and forecasts.
Qualifications
- Four-year degree required
- MBA preferred.
- A minimum of 10 years proven sales/sales management experience in industrial/automation industry.
- Proven leader with outstanding communication skills - written, verbal and listening.
- Action oriented and an agent for positive change.
- Able to develop and implement strategic plans.
- The highest personal integrity and maturity required.
- Analytical and detail oriented with the ability to utilize data to support the decision process.
- Proven effectiveness at working in a collaborative team selling environment.
- Proven solution and consultative sales leadership experience.
- Proficient in using MS Office suite to include Word, Excel, Outlook, Teams and PowerPoint.
- Effectively collaborate in a team environment.
- Multi-task and be detail-oriented, yet able to grasp the big picture.
- Must be able and willing to take a project from the beginning to the end.
- Demonstrates a willingness to collaborate with others, build relationships, and involve others in decision making.
- Demonstrates the ability to deliver results by solving or supporting others in solving problems, prioritizing tasks and/or resources, and focusing on outcomes.
- Demonstrates the ability to develop and adapt strategies, communicate convincingly, and regularly track how strategies have been achieved.
- Demonstrates the ability to develop people and teams by providing suitable developmental opportunities, delegating work, and building effective teams.
- Demonstrates self-awareness and the willingness to learn and grow, accept changes, and effectively adapt to changing work demands.
- Demonstrates the ability to drive customer value through knowledge of the business, putting effort into identifying customer needs, and delivering work to maximize the value for customers.
- Demonstrates a willingness to promote the value of improvement and innovation by staying ahead of trends, creating ideas and opportunities, and generating speed.
- Demonstrates a willingness to initiate change and inspire people, provide orientation in uncertain times, and understand and address concerns regarding change.
- Demonstrates a willingness to take ownership by making decisions, taking responsibility, and driving things forward.
Essential Job Functions
- Must be able to travel via airplane.
- Must have a valid driver’s license and be able to operate an automobile for up to six hours at a time.
- Must be able to lift a minimum of 50 lbs. (sample, demos, literature).
- Must be able to travel overnight 35-50% as required by assigned territory.
- Comply with company dress code guidelines.
- Punctuality in all areas is required.
- Accordance with company policies and participation in local, regional, and (inter)national meetings.
Notice to Staffing Agencies, Placement Services, and Professional Recruiters:
Phoenix Contact has an internal Staffing Department. Recruiters are hereby specifically directed NOT to contact Phoenix Contact employees directly in an attempt to present candidates. Phoenix Contact will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Phoenix Contact, including unsolicited resumes sent to a Phoenix Contact mailing address, fax machine or email address, directly to Phoenix Contact employees, or to Phoenix Contact’s resume database will be considered Phoenix Contact property. Phoenix Contact will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume. Phoenix Contact will consider any candidate for whom a Recruiter has submitted an unsolicited resume to have been referred by the Recruiter free of any charges or fees. Phoenix Contact will not pay a fee to any Recruiter that does not have a signed Phoenix Contact contract in place specific to the position for which the resume was submitted. Recruiting vendor agreements will only be valid if in writing and signed by Phoenix Contact's Director of Organization Development and Talent Acquisition or his or her designee. No other Phoenix Contact employee is authorized to bind Phoenix Contact to any agreement regarding the placement of candidates by Recruiters. By submitting a candidate to Phoenix Contact, recruiters agree to be bound and comply with this policy.
Phoenix Contact is committed to the diversity of our employees. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, disability, gender identity or expression, marital status, national or ethnic origin, political affiliation, race, religion, sex (including pregnancy), sexual orientation, veteran status, and family medical or genetic information.
