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Solution Sales Manager - Transportation - Carmel Indiana
Company: Belden Inc.
Location: Carmel, Indiana
Posted On: 04/17/2024
Company:
Belden, Inc
Belong. Believe. Be You. Belden.
Propel your career surrounded by a diverse team of innovative, goal-oriented individuals who are pursuing the next generation of connectivity solutions. At Belden, you'll participate in work that will challenge you and position you to excel. You'll collaborate with colleagues from around the world, gaining exposure to a broad base of expertise and perspectives.
Together, we'll continue on a journey of innovation, creating a connected world and paving the way for automation. Join us and let's build the future.
Job Summary:
Belden is currently seeking an experienced, dynamic, and highly motivated Solution Sales Manager- Transportation, with proven leadership capabilities and skill in navigating complex business relationships. The role will primarily focus on End-users, Integrators, EPCs and Rolling Stock OEMs in the Transportation market sector and will be based in a home office within the territory (Southwest US). The Solution Account Manager- Transportation will be responsible for winning projects for Belden where the Belden proposition will be system-based solution(s) designed to improve the customer's performance and their targeted business outcomes.
Responsibilities:
- Ensuring access and dialogue early in the buying journey to enable involvement in problem verification and solution specification, thereby avoiding reactive RFP participation with insufficient Belden demand generation
- Establishment of the Solution's value impact on business outcomes, credibly expressed using the Customer's terminology and KPIs
- Use a consultative approach to translate customer priorities into compelling solution-based proposals, with collaboration with customer innovation centers (CICs) that satisfy demands and win projects
- Effectively develop cross-company solution built from any or all of the Belden brands
- Demonstrate solid knowledge and understanding of the Vertical Market and the selected target customers
- Maintain awareness of key players, technologyand market trends, and competitor activity influencing the customer's buying journey and covering all bases through multiple concurrent channels such as Website, ABM, CIC, colleagues and Partners
- Cultivate effective working relationships with criticalbusiness functions to ensure agility, speedy issue resolution, proactive sharing of sales process workload, effective POCs, and coordination of activities
- Managing own activity for Performance, using Standard Worktools and process including SFDC, Strategic Selling, Account Plans, Funnel Management, QAP, and Aspire for Sales
- Identify sufficient opportunities, build and execute the selling strategy, move customers through the buying journey, forecast wins and hit target through professional funnel management
- Build a robust plan that defines what needs to be done to achieve quota using the Z code framework. The critical activities required defined with timelines to ensure timely completion
- Identify possibilities to grow revenue in existing customers.
- Exploit Cross-Selling opportunities to maximize customer satisfaction and share of wallet through deployment of robust Account Plans that are designed to foster expanded engagement
Required Skills and Experience
- Bachelors degree with a track record of 5+ years in a professional sales role
- Experience in communications and networking projects within the Transportation market would be advantageous
- Experience of working within a medium to largesized international organization
- Experience of successfully operating in a matrix environment
- Experience of working with cross functional teams including Engineering, Marketing, Product Development and Finance
- Experience of Lean tools would be advantageous
- Demonstrable knowledge of a variety of sales fundamentals including funnel management, account planning, proposition development, and negotiation
- Experience in a variant of a Value Selling process Working experience of Miller Heiman Strategic Selling methodology advantageous
Abilities
- Must have both the technical, commercial, and operations affinity to operate credibly within the Accounts and Vertical allocated
- Demonstrable ability to deliver sustained sales results, including experience of large accounts, end user solution selling, growing existing customer accounts and developing new accounts
- Must be able to demonstrate excellent communication and influencing skills, both verbally in person and remotely using phone, web, social media, and email tools
- Problem solving analytical skills, with the ability to work within a metric driven environment
- Ability to work successfully in a fast paced and pressured work environment
- Demonstrate a pro-active, flexible and pragmaticapproach
Essentials
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