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IoT Sales Manager

 IoT Sales Manager – OptaFleet US 

Summary

We are a dynamic, fast growing, global company with a large portfolio of diverse and innovative products.  We are the world leader in several markets/segments including:  On-road Commercial Vehicle Engine Control and Fuel Systems (Gaseous Fuels), Industrial Engine Control and Fuel Systems (Emissions Regulated Gaseous Fuels), Oil & Gas Controls and Monitoring Equipment.  We also provide various types of controllers to niche markets; for example, recreational marine and utility vehicles.  We also continue to develop new products to address ever-changing customer and market needs, such as intelligent electronic drive and storage systems as well as new products and applications regarding the Internet of Things (IoT).  We are passionate about customer satisfaction and service. Our commitment is to understand and meet the requirements of our customers and maintain an environment which encourages all employees to pursue never-ending improvements in quality and productivity. The company employs over 700 employees worldwide to serve customers and markets on virtually every continent.  We currently have US locations in Oklahoma, Texas and California, as well as overseas operations and sales offices in Europe, China, and Japan.

We have formed an IoT department to connect our industry leading devices to the internet to allow them to exchange information with other connected products, our customers and ourselves.  Through an acquisition we have acquired an IoT Platform, known as OptaFleet, that currently provides fleet management for material handling vehicles, such as fork lifts, in Europe.  We want to bring this service to the US and believe we can leverage our existing OEM relationships with industrial forklift manufacturers to do so.

We are looking for a Sales Manager with 5 years of sales experience, with significant time spent in the Material Handling Industry to help us accomplish the transition from Europe to the US.  The Sales Manager is responsible for the development of the OptaFleet market in the US.  The candidate will work autonomously and as part of a broader team, exploring opportunities, interacting with new and existing customers, recommending products or service enhancements, to improve customer satisfaction and sales potential; as well as recommending sales programs and short-and long-term sales strategies.  The ideal candidate will have a technical background and previous experience with fleet management platforms.

The position requires excellent interpersonal skills, deep knowledge of the material handling and fleet management industries, creativity and a relentless attitude to achieve and exceed the company targets. The Sales Manager will be familiar with standard concepts, practices, procedures, and relies on experience, connections, relationships and judgment to plan, implement appropriate new sales techniques to achieve sales and profit goals.

If you possess a passion for the burgeoning IoT revolution, are a forward thinker, an excellent communicator and are looking for an innovative and collaborative environment, with high performing but low ego colleagues creating leading edge technologies, this may be the job for you.  The Sales Manager will always represent the Company professionally, act legally and ethically, respecting customers and partners while acting in the best interest of the Company. The Sales Manager will be required to be relentless, passionate and creative.  This position will be based out of our San Antonio headquarters.

Reporting & Supervisory Responsibility

  • This position reports to the Director, IoT.
  • This position may have supervisory responsibility.

Key Responsibilities:

  • Responsible, within the US, for all the sales and marketing aspects associated with the introduction of existing and new products in the market.
  • Responsible for meeting all sales targets and business objectives set out on an annual basis, by creating new opportunities and developing existing business.

Key Job Elements

  • Visits potential customers, creates relationships, makes calls and all other required arrangements with the goal of persuading the customer to demo and purchase the Company’s products.
  • Collaborates with the factory to maximize customer satisfaction and provides input/contribution to the engineering team for product improvements and/or new products.
  • Creates and implements a business plan and sales strategies in accordance with the company’s vision, strategy and long-term goals.
  • Is able to analyze operating results of the product segment relative to established objectives and ensures appropriate action is taken to remedy unsatisfactory conditions.
  • Plans and executes, with management’s approval, all negotiations related to new and existing business.
  • Examines economic and market trends and conditions as they affect the company and makes recommendations to take full advantage of any changing circumstances.
  • Maintains an effective system of communication throughout the company. Cooperates with other regional sales managers and all company’s functions to achieve the highest performance possible.
  • Is competent and continues to educate himself/herself about the technology used in the products represented. Asks questions to the engineering group or to other competent employees and demonstrates a continuous learning mindset.
  • Represents the company to the highest standards of professionalism and ethics, in its relationships with major customers, suppliers, competitors, government bodies, professional societies and similar groups.
  • Complies with all local legal and environmental restrictions.

Qualifications

  • Dedicated, organized professional who has a passion for finding solutions for customers.
  • Excellent emotional intelligence (EI), written and verbal communication and interpersonal skills, as well as well-developed sales management skills.
  • Excellent computer skills with Microsoft Office, Excel, Word, PowerPoint, Outlook, Internet and IoT Platforms.
  • Relentless, Self-starter, self-learner and self-motivated, able to grow and develop opportunities.
  • Obsessed with conquering complexity and finding creative solutions to achieve goals.
  • Able to deliver high quality work while working in a high pace environment.
  • Ability to drive vehicles and travel by airplane
  • Fluent in English and ability to effectively communicate with non-native English speakers

Education

  • Bachelor’s degree in marketing, business or engineering combined with business aptitude.
  • Experience
  • 10+ years relevant work experience
  • Minimum of 5 years sales experience
  • Minimum of 3 to 5 years performing engineering program, product or business plan development and execution.
  • IoT experience required (i.e. project management, previous developer role)
  • Experience with fleet management systems required
  • Demonstrated experience with relationship building
  • Project/program management experience with large, complex technical programs
  • Forklift fleet management experience preferred
  • Experience with engine controls systems a plus

Key Performance Characteristics

  • Innovative Outlook
  • Power of Analysis
  • Effective Communication Skills
  • Adaptability
  • Strong Work Ethic
  • Passion for the Job
  • Sense of Urgency
  • Positive Attitude
  • Honesty/Integrity

Position Type, Schedule and Travel

This is a full-time position with up to 60% international and domestic travel time. Days and hours of work are typically Monday through Friday, 8:00 a.m. to 5 p.m. Occasional evening and weekend work may be required as job or travel duties demand. International travel predominantly in Western Europe to include Netherlands, Italy and France with occasional lengths up to two (2) weeks.

Equal Opportunity Employer

EControls and FW Murphy Production Controls provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, EControls and FW Murphy Production Controls comply with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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