Market Development Manager - Steel Utility Structures - MIDWEST
Perfect World Search - Indianapolis, IN

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Job Description
: POSITION: Market Development Manager

REPORTS TO: Vice President of Sales and Marketing



A global leader in the manufacture of steel structures, substations and related products used in electricity transmission has an immediate opening for a Market Development Manager for the company’s Midwest region. Reporting to the Vice President of Sales and Marketing, the Market Development Manager will be responsible for the activities of assigned sales representatives, alliance partner relationship management, RFQ management, new customer development, backlog accuracy and fulfillment, and all other aspects of customer management.


· Own the annual sales of all products for the region, from initial customer contact through payment collection and next order. Understand the revenue streams and probable responses based on changes in price, lead time, or product changes.

· Manage the alliance customer contracts and relationships. Identify key prospects for alliance or blanket relationships in the region and engage the division appropriately to win those alliances.

· Approve space reservations for alliance customers and set up processes and timelines for defining the reservation.

· Demonstrate value added to alliance customers; maintain and grow a favorable position to keep competition at bay.

· Quote jobs for non-aligned customers and work effectively with other division functions to form the bid response. Develop winning tactics for projects through innovative engineering, scheduling, and cost management. Through contract administration see projects through to successful completion.

· Administer quotations in Jobscope for the region.

· Solicit from sales assets SMART reports. Summarize and analyze the information for the division to build sales opportunities.

· Prepare Fast Track drawings within the region when appropriate.

· Participate in quality improvement initiatives including measurement of metrics, continuous improvement of processes, and process development and improvement.

· Communicate inside the circle to resolve conflict and address problems both internally and externally.

· Analyze customer/competition situations to maximize revenue and profitability.

· Keep well informed on industry changes, participate where possible in organizations directly involved with the company’s prime markets, and continually work to improve sales techniques and sales knowledge.

· Pursue special projects such as special competitive investigations, market studies on new products, and credit or collection activities as assigned or authorized by the Vice President of Sales and Marketing.

Job Requirements

· Bachelor’s Degree (B.S. in Civil Structural Engineering preferred) and five years sales and marketing experience or equivalent.

· Excellent verbal, presentation, and written communication skills.

· Excellent interpersonal skills and proven success in customer relationship development.

· Able to travel at least 50 percent of time.


Base salary of $115,000, plus performance bonus up to 20 percent. Full benefit plan, including company-matched 401(k).

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