Sales Business Process Manager

Position Summary:

This position provides process management, oversight and suggestions/implementation of improvements regarding  day-to-day sales activities and other business requirements.  There will be frequent interactions with Regional Sales Managers and Representative organizations in the Americas to drive communication and actions needed to support business objectives.  Direct engagement with Customers will be required to support sales efforts. In addition, the role will interface with Gleason global operations and act as a liaison between Sales and manufacturing locations on a daily basis. This role will work independently but in alignment with the Vice President of Sales to both develop and execute strategies needed to continually  improve Gleason’s position in the market.

Essential Job Responsibilities:

Data Management/ Commercial Interactions/Process Improvements

• Acts as the first line contact for Sales (and Customers as appropriate) to field questions that may require problem solving and issue resolution. Escalates as necessary to achieve Customer satisfaction.

• Identifies opportunities for process optimization, process redesign, or development of new processes/policies to ensure efficiency.  Takes the lead in implementing approved changes in day-to-day processes.
• Ensuring timely entry of all ZGMAD and ZQF3 updates to make certain that the data reflects actual market and Customer conditions on a weekly basis. Follows up on the accuracy and validity of this data with the RSM’s.
• Manages the process with the Sales team of C4C updates including (but not limited to) visits, lead follow up, opportunity creation and tracking, Customer detail updating as requested on a daily basis. Ensures the data supplied is accurate and drives actions, including countermeasures, when applicable.
• In conjunction with the VP, plays the lead role in the development of Sales Booking and AOP operating expense plans based on data available and input from others.  Challenges the validity of submissions where necessary and initiates actions when required.

• Monitors cost center budget with VP on monthly basis to ensure compliance and adherence to plan – alerts others when financials are skewed away from budgetary allowances.

• Supports the VP on managing Representative contract reviews as needed. Initiate actions needed to keep contracts current and accurate.
• Reporting: Based on the SD with meaningful targets, prepares the details in close collaboration with RSM and Reps, highlighting key metrics and insights for discussion and evaluation with the VP Sales.
• Where metrics are not moving in the right direction, works with the sales group to develop appropriate countermeasures for implementation in order to get back on track.  
• Market Research: Conducts independent market research to stay updated on industry trends and competitor activities. Provides a summary of this information to present to the team, recommending and implementing appropriate actions to support the analysis of data.

Sales Technical Support & Training

• Training and Development – supports training and development initiatives for the sales team to enhance their skills and performance, based on interactions with the team and developmental goals.  Suggests how to close any training gaps identified through the implementation of training (internal/external).
• Actively engages in the Accounts Receivable process to ensure timely payment – drives actions to RSMs on a weekly basis – ensures stated actions are followed through.
• Along with the VP, suggests and supports the development, planning and implementation of Sales Meetings, and other Sales team improvements identified.
• Based on product and process knowledge, supports on-site customer technical visits as required acting in a sales leadership role for Gleason

Qualifications (Knowledge, Skills & Abilities):

Preferred Education/Training/Experience

• Bachelor’s Degree in a business or technical role preferred.  A minimum of 5 – 8  years experience in a sales or technical role.  Equivalent combination of education and experience considered. 
• Excellent communication and organizational skills required
• Previous technical/Sales experience or work in a professional sales team preferred
• Emphasis on commercial experience required (contract language, terms and conditions, etc.)
• Ability to work in a fast-paced, diverse environment
• Strong analytical skills (not only collecting data – but making informed decisions with resolution and improvement in mind)
• Problem Solving Skills – using demonstrated formal problem-solving methodologies to address challenges and implement robust solutions
• Must be willing to travel (US) as required

Computer Skills/Knowledge

• Microsoft Office 365 (Word, Excel, PowerPoint, Outlook, SharePoint, Power BI), SAP, C4C, etc.
• Knowledge of cylindrical and bevel gear manufacturing processes helpful