Customer Segment Manager jobs in Pennsylvania

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

BRIEF DESCRIPTION

Develop and cultivate the presence of the ANDRTIZ extrusion non-OEM Service portfolio and OEM Capital extrusion process solutions, primarily in the feed extrusion industry (Pet/Aqua) and in the regional North America on behalf of ANDRITZ Feed & Biofuels.

KEY RESPONSIBILITIES

• Develop Extrusion segment Service sales strategy for North America (United States and Canada), primarily focused on dry pet food, in collaboration with the Global Industry Management and Regional Champions, to create a total market plan.

• Direct and support continuous development of the non-OEM Service portfolio.

• Develop, cultivate, track, report and pursue Capital equipment sales in the respective segment and other related industries, primarily in North America for ANDRITZ Feed & Biofuel.

• Define and set annual sales targets and budgets with the North American Sales and Service Managers.

• Develop target and key account strategies to assure competitive position and maximize order intake.

• Develop applications within the Extrusion sector including pilot test work and solution development.

• Establish and direct a North American matrix Extrusion team in direct collaboration with the Regional Sales and Service Director.

TECHNICAL SKILLS (knowledge)

Marketing principles

• Monitor and report on industry and competitive trends.

• Responsible for leading the planning of all association and trade expos which are attended in the region, for the respective segment.

• Responsible for coordinating and leading sales/equipment presentations at association/trade venues.

• Contribute to marketing plan to achieve budget order intake involving trade shows, association meetings, advertising, literature, and product development.

Project management

• Direct interface with customer account corporate offices, engineering offices, ANDRITZ F&B territory managers, support personnel and mill/plant managers.

• Develop and occasionally lead sales presentations and manage negotiations for key and-or strategic projects.

• Develop and maintain both Capital and Service order “hotlists” covering outstanding proposals as well as comply with ANDRITZ CRM program requirements.

• Responsible for training of Sales Territory Managers and other personnel as needed.

Machinery/engineering skills

• Responsibile for the skill development of the North American Service sales teams to properly offer correct parts according to customer requirement.

• Support the Global organization in all Product Management and R&D needs for both the regional and global organization.

• Coordinate application equipment sizing and proposal process and direct customer follow-up in cooperation with the Muncy office and Sales Territory Managers.

• Negotiate terms and conditions of sales with customers that meet Andritz requirements.

SOFT SKILLS (skills and behaviors)

ORGANIZATIONAL #1ANDRITZ Way

Customer Focus:

• Resolve issues with my colleagues and other business organizations in a way that appears seamless to the customer

• Listen and fully understand the customer needs

• Bring the voice of the customer into all our conversations and actions

• Check whether my customer is also a customer of other business organizations and team up to ensure a seamless customer experience

• Foster strong partnerships with stakeholders to maximize customer value

Ownership for Performance

• Keep my promises

• Focus on fixing the problem without blaming others

• Take responsible action rather than waiting

• Focus on outcomes while respecting compliance, safety and processes

• Look for the simplest way to do what we want to do

Share Commitment

• Align the interests of the Group with my own or those of our team / business organization

• Adopt other people's good ideas or initiatives, rather than "reinventing the wheel"

• Encourage collaboration

• Give, accept, and ask for feedback and help

• Apply learnings from successes and mistakes and share them with other business organizations

• Offer resources to others outside my team or business organization to help them resolve their challenges

Openness

• Listen to others to fully understand their ideas

• Openly share what I know with others

• Show trust in the ability of others by encouraging them to deliver or to make prompt decisions

• Walk my talk

POSITION

Strategic and Systemic Vision: Ability to look for a process in overall, understand the interactions, interdependencies and impacts from the different perspectives to the whole process. Ability to analyze situations with critical and conclusive view, to support decisions and propose solutions.

Communication: Ability to express ideas/concepts in a clear, consistent manner, passing confidence for the audience.

Form and maintain global network: Ability to connect people and make them collaborate towards a common target on a long-term basis.

Self-Learning: Ability to pursue improving competencies and knowledge, always being up to date before innovations and trends.

Execution Discipline: Ability to deliver results in an effective manner, having total focus in achieving the goals. This ability precedes of understanding business objectives and strategy to be always connected with along the journey.

Relationship: Ability to teamwork in a fluid and effective way in person and virtual basis.

People management: Ability to select, define targets, engage and develop people for achieving the business goals.

Intercultural awareness: Ability to promote the integration of the team from different cultures, throughout sharing ideas and perspectives to bring prosperous working relationships and an innovative environment.

Resources and Deadline Management: Ability to meet projects’ deadlines, budget and targets.

Negotiation skills: Ability to meet win-win relationships with customers, colleagues other Andritz divisions etc.

SCHOOL EDUCATION

Minimum Bachelor/Master’s degree in a Science or Engineering discipline

Desirable MBA

EXPERIENCE

Experience Several years of experience in Sales and Project Management Experience in Key Account Management, Working within a highly matrixed global organization

Feed Sector Specific Industry Know-how in Feed or Food Industries

OTHER REQUISITES

• Availability to regularly travel within Region and occassionally to other Regions as require

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.