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Business Development Manager - OEM - ARC (Advanced Composites)

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Company: A.W. Chesterton Company
Location: Groveland MA USA
Posted: 4/21/2014

A.W. Chesterton Company is an established and growing manufacturer of industrial fluid sealing systems and process industry specialty chemicals. We operate on a global basis and have a well-earned reputation for innovative engineering and high quality products. We pride ourselves in our ability to use our expertise to help process industry customers improve plant reliability, performance and compliance. Are you a driven Business Development Manager with an Engineering mindset who is successful at selling exclusively to OEM’s and Engineering Firms and developing new key strategic accounts? Chesterton is seeking your sales expertise for our Chesterton ARC – Advanced Composites product line, which is used to protect metal and concrete from surface erosion to improve equipment performance and lifespan. Your technical knowledge of our premium products will provide our clients with creative solutions to attain increased competitive advantage. RESPONSIBILITIES OF THIS ROLE: • Drives and manages the identification and development of North American Original Equipment Manufacturer (OEM) customers and significant Key Accounts (in strategic sectors) that conduct business in a manner consistent with OEMs. • Targets, prioritizes, penetrates, and qualifies these prospective customers including championing the qualification of the appropriate ARC products to the OEM Specification (either company or industry). • Maintains a sustainable “sales funnel” of $15 Million USD after 3 years. • Maps new OEM business opportunities at qualified accounts across all ARC product lines and sales channels. • Creates sales strategies to capture new business at preferred profitability levels. • Works cross-functionally with the Director of National OEM Sales and the ARC Managing Director to coordinate and resource strategic sales efforts with local OEM sales personnel. • Leads and influences a high performance, cross functional team, with positive influence, focused on profitable ARC market share growth. • Provides support for the implementation, management and periodic review of non-disclosure, confidentiality, pricing and other commercial agreements. • Works directly with the appropriate internal teams in customer service, engineering, manufacturing, sourcing, marketing, and finance to facilitate new business development. Where appropriate, works to gain corporate technical approvals for the use of ARC products by specification. • Installs, troubleshoots and/or inspects ARC applications at the OEM factory, or end user. OTHER SKILLS AND ABILITIES: • Strong computer skills including Word, Excel, PowerPoint and CRM contact tools. • Ability to travel extensively (75%) in North America; possible occasional international travel. • Must hold a valid driver’s license and passport. • May be required on occasion to take and successfully complete customer-directed drug and /or alcohol testing. EDUCATION and/or EXPERIENCE: • BS Degree, preferably in Engineering or Manufacturing. • 10+ year’s experience identifying and capitalizing on new customer relationships within the industrial manufacturing marketplace. • Knowledge of Polymer Products is a plus. We are a 130 year old United States based company that provides our employees with exceptional challenges and career growth opportunities. In addition, we offer competitive salaries with a generous benefit program to keep our employees healthy, motivated, and continually learning. To learn more please explore our website, where qualified candidates can complete an application or submit a resume. Chesterton is an equal opportunity employer M/F/V/H
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