Job Description

Robertshaw is a private equity-owned global design, engineering, and manufacturing company selling product solutions to the appliance, automotive, and HVAC industries. We are an industry leader in advanced flow control components and systems for water, gas, and other fluids to help build extraordinary products that improve safety, comfort, health, and happiness.

When you join Robertshaw, you’re joining a company with over 125 years of experience and a global team with focus on innovation.

Position Summary

Provides leadership to achieve a successful organic growth strategy for an assigned key customer OEM base. Responsible for managing the relationship and acting as the liaison between customers and Robertshaw across multiple teams, products, and systems.

Has revenue responsibility for capturing new business, defending and maintaining existing business and sustaining gross margins. Manages OEM customer portfolio and a combination of customer programs of broad revenue impact and complexity. Develops & leads strategies & tactics for a diverse set of customers, market segment(s) or product line(s). Provides leadership as the primary contact for assigned significant and broad customer base within North America. Has regular interaction with customers, Robertshaw Internal and leadership teams; coordination may cover multiple sites. This position reports to the VP Sales.

Position Responsibilities

• Develops strategies and tactics to defend current business and drive organic growth through the assigned OEM customer base. Takes appropriate steps to protect and safeguard Robertshaw intellectual property.
• Informs the management team of customer’s progress and intentions by obtaining information on their behalf and defining the business needs and environment to best position Robertshaw for profitable growth.
• Defines and pursues new business growth strategies and opportunities by researching the types of business to pursue, likely competition, pricing strategy and assisting with proposal preparation. Analyzes program viability and basic business opportunities for the company. Recommends general and specific courses of action and execution path.
• Coordinates technical and business meetings to facilitate the exchange of information with customers, and Robertshaw. Determines strategies for meetings and levels of management to be included.
• Prepares and gives presentations to management on matters concerning OEM Sales Outlook & Annual planning and analysis, product selection and simplification, changing business environment, technology and innovation at key customers, competitors, or market segment. Recommends research and development products or processes.
• Provides direction to management related to future business and engineering trends by maintaining knowledge of key markets –
• Provides on-site customer support for Robertshaw products and systems as problems or issues occur. Diffuses potential points of contention and overcomes objections. Identifies and facilitates quick disposition of crises related to misunderstandings, missed commitments, and field problems.
• Complies with European industry regulations by studying existing and new legislation, enforcing adherence to requirements, and advising management on needed actions (e.g. export compliance; protection of intellectual property).
• Maintains professional and technical knowledge by attending seminars, reviewing professional publications, establishing networks, and/or participating in professional associations.
• Trains and mentors less experienced internal support teams. May provide leadership to others on their team or to ad-hoc teams. Serves as functional expert.
• Formulates and directs strategy deployment plan to tie to Business Unit’s annual & long-range business plan.

Qualifications

• College degree with a minimum of 5 years experience of major account and business management.
• Knowledge of electro-mechanical and/or electronic controls sold as either components, sub-assemblies or systems to OEM customers within North America.
• Must possess aptitude for understanding control systems functionality along with a thorough understanding of products from the standpoint of design, development, testing and manufacturing processes.
• Ability to lead the achievement of unified Robertshaw systems solutions.
• Administrative capability must include the ability to utilize Microsoft Office software.
• Through knowledge and understanding of contractual terms and financial modeling (e.g. proposal evaluation).
• Thorough knowledge of program management and business processes and procedures, including technical and business proposal development. Proficient in the use of standard business applications software and specialized CRM programs.
• Previous successful P&L responsibility a plus.
• Highly effective communication, presentation and interpersonal skills.
• Executive presence with ability to develop trust with the customers and the groups.
• Global acumen to build and manage high level customer contacts.
• Highly organized, self-motivated and charismatic.
• Strong leadership qualities with motivational skills.
• Extensive experience in sales to large OEM's preferred.
• Product and system certification preferred.
• Ability to communicate in Spanish preferred.

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