Regional Product Manager

Job Title

Regional Product Manager – North America

Department

Global Product Group - Wedge Wire and Perforation Technologies

Goals and functions of job

To increase sales of Wedge Wire and Perforation Technologies Products in the North American territory through direct sales and creation of an Agent and/or SAM network. Support the Agents/SAMs technically in cooperation with the product homes of ANDRITZ Fiedler Germany and ANDRITZ Euroslot France. The job holder has the right and the duty to act independently according to the given guidelines. 

Organisational Integration

Superior Function:

Vice-President Wedge Wire and Perforation Technologies.

Secondary Function:

Reports locally to the Managing Director of A-Inc. Muncy, PA for legal and employment issues.

Deputy for:

Business Application Managers.

Is substituted in absence by:

Business Application Managers.

Main Tasks

Management Tasks

• Fully understand the product range that is offered by the product homes.
• Undertake market research and develop market strategies in cooperation with Management to grow the business in the region.
• Sell directly to Key-customer accounts.
• Identify and put in place Agents and/or Sales Area Managers for the region ensuring that they conform to ANDRITZ Policies.
• Train Agents and Sales Area Managers to sell wedge wire and Perforation technology products.
• Manage Agents and SAMs with regular visits to customers with Agents/SAMs in support of growth.
• Grow sales in the region in support of the product homes in Germany and France.
• Keep Management fully informed of regional developments through creation of customer visit reports, Agent reports and monthly business reports.

Sales

• Achieve the planned sales for the region.
• Ensure that customer requirements are processed efficiently through the product homes including Enquiries, Orders, Complaints, Technical support and others as required.
• Make personal visits to key accounts including OEMs, Engineering Supply Houses, Consultants and Service providers.    
• Travel 60% of available time in North America. This should include initial product training in Germany and France.
• Contribute towards creation of the annual budget. Provide sales forecasts as required.
• Manage price negotiations in cooperation with product homes.
• Planning and implementation of sales price increases to maximize profitability.
• Become fully aware of product import requirements from product homes into the region in order to minimize additional costs and delivery delays.
• Support credit control in collection of overdue payments from customers and commission payments to Agents / Distributors.
• Organize regional sales meetings for Agent / SAM training.
• Participate in regional Conferences and Exhibitions in order to promote our products to our chosen markets.
• Assist Marketing to create required promotional information for the regions.
• Identify new product opportunities during consultation with key accounts.

Special tasks

• The job owner can be put to other tasks according to his knowledge, experience and education.

Relationship to other job positions

Co-operation with product homes in particular Business Application Managers in Germany France and India. Support Senior Management to achieve global growth of the Wedge Wire and Perforation Technologies business. Co-operate with local Lenser Management in order to fully utilize local facilities and to meet legal employment requirements in Malaysia.

Competences

The job owner should be 60% technical 40% commercial. Technical should mean Engineering of some description and fully capable of understanding the Wedge Wire and Perforation Technology Product range and its applications.

Commercial should mean experience in a similar business growth role working with and handling Agents as well as selling directly to customers.  

The job owner should be fluent in English language both oral and written. Other languages that allow good communication in the region would be useful.  

The Job owner should be computer literate, able to use Microsoft Outlook, Excel, Word, PowerPoint, Skype, Teams and others.

The Job owner should be self-motivating, able to demonstrate the ability to work independently     for self-reliant execution of his tasks.

The Job owner has to respect the valid Organigram of the company.

Tasks and functions, which are not explicitly defined but are related to the job are the job owner’s responsibility, whether specifically named or not.