AddressDescription
Southworth International Group, Inc., located in Falmouth, Maine, has an immediate opening for an OEM Channel Sales Manager who will develop and deepen relationships to the appointed OEM channel (defined primarily as Original Equipment Manufacturers and Integrators), striving to obtain long-term growth and profitable sales with these accounts. The objective is to meet and exceed our customers' expectations on value for Southworth products, service and expertise. The related sales process is based on principles for value-based selling that generates value for customers and benefit to Southworth.
Southworth is the world's largest manufacturer of ergonomic material handling equipment for vertical lifting and work positioning. Our products are designed to improve worker productivity while reducing the potential for worker injuries. Anywhere that workers are lifting and positioning items, handling pallets, working with parts in containers or transporting loads in a factory or warehouse, Southworth has a product to make the job faster, safer, and easier.
We realize that our success is a direct result of the efforts of our talented and dedicated employees. To ensure continued success we take extra care to make sure that careers at Southworth are financially, intellectually, emotionally, and socially rewarding for all. We offer a generous time off policy, 401k match, affordable health and vision coverage, tuition reimbursement, development plans for career growth, work from home flexibility, and a fun engaged workforce
The OEM Channel Manager is a strategic thinker who identifies potential opportunities for OEM business development, and partners with broader sales team to partner effectively with OEM relationships to achieve business growth targets.
Encourages and supports intra-company cooperation on all levels and actively facilitates the development of processes needed for OEM's and Integrators to succeed with Southworth Products.
This position is posted in Falmouth, ME but could be located at other locations within the US with a preference for the Northeastern US.
What you will do:
- Coordinate and partner with Regional Sales Managers on furthering existing OEM relationships. Regularly travel to select OEM's and with RSM's to build relationships, determine the effectiveness of current partnerships, identify additional requirements, and identify future opportunities for our products.
- Provides defined OEM channel accounts with commercial offers and detailed technical expertise.
- Initiates and improves relations via customer interactions at a technical and relational level, to ensure the spirit of customer needs is profitably met.
- Drives CRM utilization with focus on OEM account business.
- Identify and develop new OEM accounts using SIC codes, tradeshows, LinkedIn, search engines, networking, and other methodologies.
- Proactively participates in and promotes knowledge sharing within the Southworth organization.
- Provides customer feedback and information to the company, that contributes to the development of the company (e.g. business opportunities, legislations, competition, product development).
- To perform other tasks, duties and responsibilities as required by the immediate manager.
- Ability to travel up to 50% of the time.
Key Accomplishments - First 18 months:
- Come to agreement on a target list of OEM prospects based on industry opportunities.
- Gain a profound understanding of Southworth opportunities in defined OEM and Integrator accounts.
- By account, establish a strategic plan for the development of OEM business and Integrator channels, providing input to the RSMs on business forecast process for the territory involved.
- Demonstrate the ability to significantly increase business with OEM's through the cultivation of business relationships.
- Develop an increased awareness of customers' technical and commercial needs and propose solutions to improve their profitability by leveraging the Southworth product line.
- Executes against the strategic plan for OEM growth.
- University degree in Business Management, or equivalent.
- 10+ years progressive experience within OEM's, Integrators & Account Sales.
- Strong negotiation skills and proven ability to develop strong relationships at multiple levels of the account.
- Strong technical aptitude around ergonomics, hydraulics, electronics and the material handling industry.
- 5+ years of experience with account management in a complex environment required.
- Excellent at managing account details and requirements.
- Experienced in business development and change management with proven results.
- Very detailed oriented with respect to product technical knowledge and customized client needs.
- Entrepreneurial mindset that focuses on customer impact. Strategic thinker.
- Coaching/ advising approach to internal and external stakeholders.
- Ability to create and maintain good relationships both internally and e
