Sales Representative (Cannon Industries and Burnett Process)

Company Name:
Cannon Industries, Inc.
Cannon Industries
A global company with headquarters in Rochester, New York, Cannon Industries has grown to become one of the leading sheet metal and custom weld fabricators in the contract manufacturing industry. Our quality standards are unsurpassed in the industry because we know that our customers standards grow with each passing year. Computer controlled processes, operators and technicians with decades of experience, and strict procedures for quality control have led Cannon Industries to step ahead of the competition, by earning ISO:9001, ISO:14001 and TS:16949 certifications. Cannon Industries, Inc. is a drug, smoke and alcohol free working environment.
General Job Description:
The primary responsibility of the sales representative to is to lead a world-class sales organization, transforming the practice through industry-defining programs, initiative and practices. As we capitalize on our segmentation strategy, we will utilize past field sales experience in building and implementing large-scale and successful sales practices to work closely with the other members of the sales team and operations to develop and implement sales to meet or exceed sales revenue, sales profitability and budgetary objectives. The role involves strategic planning, establishing relationships with existing customers, selling, leveraging technology and improving processes.
Minimum Qualifications:
Must have seven to 10 years of experience in a sales leadership role, at least four years of experience in a selling role and at least two years of experience working with sales technology and CRM. It is helpful for the sales representative to have at least two years of experience in a senior leadership role, working with C-level executives.
Bachelors degree with a business/ engineering concentration or equivalent job experience. An MBA is preferred. The sales representative must demonstrate outstanding leadership, communication and interpersonal skills. He/She must possess expertise in selling strategies and methodologies, strategic planning and execution, and employee motivation techniques.
Experience in materials management, from planning through purchasing, and negotiation and administration of multi-million dollar procurement agreements.
Specific Responsibilities:
Track status of all RFQ activity by customer including: date quote received, customer due date, Cannons actual submit date, customer feedback, and percent of business retained from Cannons quoting activity. In conjunction with Engineering prioritize quotes to ensure that quotes are submitted to customer on time.
Generate report for all new business by customer on monthly basis.
Secure Materials Agreement for all customers by division. Agreements to include authorization for supplier planning weeks, raw material acquisition and in-process (labor) periods.
Oversee project management for new programs including: review of customer contracts & purchase orders, securing all required documentation relative to new programs such as prints and specifications. Working closely with customer service, engineering, production and purchasing to ensure that purchase orders are received, sales and work orders are entered, material procurement, tooling as required, engineering packets are released, and delivery dates are obtainable. Must also follow up with customer after initial shipment to get customer feedback.
Organize quarterly customer visit for relationship building including: addressing commercial concerns if any, reviewing Cannons performance, delivery, quality & cost. Gain insight from customers on what new programs are forthcoming; get the status of existing programs (such as product going end of life), and what new programs may be replacing existing ones.
Organize quarterly sales meetings to the Executive Management team briefing them on current business relationships and voice of the customer.
Explore new potential customers and business segments/markets as defined by Executive Management resulting in minimum of 20% year over year revenue growth.
With the assistance of Cannons Engineering Manager coordinate all Caterpillar collaboration and Should Cost Model activity.
Assist with Sales, Marketing & Promotional literature for trade shows, publications and special campaigns.
Assist Executive Management Team with establishing a sales forecast based on existing customer forecast and projected new business.
This list of duties and responsibilities is not intended to be all-inclusive and may be expanded to include other duties and responsibilities as it may be deemed necessary.

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