Channel Technical Sales Manager

This is a field-based sales position focused on selling to large national distributors and key accounts. The role will serve as the key asset along with other sales resources for Arch Cutting Tools at these accounts. This will require developing a deep understanding of these organizations, establishing strategic relationships with key decision makers and coordinating all strategic account plans (scorecards) and initiatives with local sales resources at the local sites. This position will be the Arch Cutting Tools internal champion of these accounts.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

Assigned Accounts (Example): Berkshire (PT Solutions), Fastenal, APEX Partners, and other strategic key accounts. (2022 - List TBD)

• Grow month over month sales by finding and prioritizing new business opportunities aligned with BU’s operational priorities.
• Identify and prioritize project opportunities to ensure fastest sales growth possible
• Develop annual sales budgets by account and key activities, initiatives, projects, and performance plans to exceed budget
• Develop and nurtures strong customer contacts and positive, proactive relationships ensuring open lines of communication. Develop and maintain strong working relationships with sales channel partners and other colleagues, share information on accounts and competitors
• Translates the advantages and benefits of Arch Cutting Tools products to these accounts
• Understand how to drive product portfolio expansion and addition of new SKU’s at National Distributors (catalogs and ecommerce)
• Identify key opportunities and projects. Collaborate with BU’s to maximize project pipeline and ensure successful conversion of opportunities
• Establish and monitor customer critical KPI’s, feedback loops, and operational corrective actions with Cross-Functional Teams (each BU, Customer Service, Sales (internal & external partners) to ensure customers’ requirements are met.
• Utilize and train Sales Channel Partners (Direct Sales, Reps, Distributors) how to best assist at local plant level
• Develop sales promotions that achieve growth
• Conduct on-site and remote training sessions
• Provide continuous input to BU’s to ensure projects stay on track and project conversion is achieved
• Collect competitive data, communicate opportunities for market share acquisition
• Identify, prepare, and attend all relevant trade show and supplier summits
• Be an internal subject matter expert on the Cutting Tools product portfolio
• Work alongside Sales Management/Human Resources/Marketing Teams to support the strategic direction and execution of product trainings
• Continue direct support of a prioritized list of Regional Territory customers
• Work with third party vendors as needed
• Work closely with Leadership Team to build value in Arch Cutting Tools brand
• Provides analysis and implementation of various projects.
• Performs all duties effectively in the most cost-efficient manner possible.
• Performs all other duties assigned

Competencies To perform the job successfully, an individual should demonstrate the following competencies:

• Team Leadership - Requires strong leadership and motivation
• Defines team roles and responsibilities; supports group problem solving; ensures progress toward goals.
• Design - Demonstrates attention to detail.
• Must be customer focused
• Problem solving / analytical skills - Identifies and resolves problems in a timely manner; develops alternative solutions.
• Organization skills
• Technical capacity
• Communication proficiency
• Judgement - Supports and explains reasoning for decisions; makes timely decisions.

Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

• Minimum of associates degree in Business Administration
• Ten years related experience and/or training; or equivalent combination of education and experience.

Language Skills

• Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors.

Mathematical Skills

• Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills

• Proficient in all Microsoft Office applications (Word, Excel, Outlook)

Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is occasionally required to stand; walk and sit. Specific vision abilities required by this job include ability to adjust focus.

Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.

Additional Notes

ARCH Global Precision is an Equal Opportunity Employee and wholeheartedly supports diversity in the workplace as a basic premise for business success. All employees of ARCH Global Precision are employed on an at-will basis.

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employee(s) will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.

A review of this position has excluded the marginal functions of the position that are incidental to the performance of fundamental job duties. All duties and responsibilities are essential job functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbent(s) will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.