Description
POSITION SUMMARY:
Responsible for driving sales of Shawflex and Kanata Electronics Services Nuclear Products & Services in Canada - specifically, Nuclear interconnect technologies including wire and cable, cable accessories (heat shrink), connectors and complete cable assemblies/harnesses and custom electronics. The incumbent will be responsible for growing sales, gross margins and enhancing our Nuclear value proposition through:
- Key Account Management, further penetrating Canadian Utilities and winning the totality of Major Component Refurbishment, Life Extension and New Construction Projects domestically;
- Winning new direct business from Tier 1 OEM’s and EPC’s;
- Developing business and gaining approvals in new Nuclear markets (MMR’s, SMR’s);
- Supporting international CANDU refurbishment opportunities as needed;
- Researching new business opportunities, engaging with end user decision makers, working with distribution channels, collaborating with internal/external teams to develop strategic plans and sales strategies to grow our Nuclear business.
DUTIES & RESPONSIBILITIES:
Sales Growth and Key Account Management
- Targeting of End-User, EPC, Contractor, and OEM’s to generate demand, uncover problems or unmet needs and create specifications for branded products & services through;
- Customer visits and meetings
- Technical presentations to specifying engineers
- Develop and manage a direct end user and channel distribution strategy to capture end-user demand of products throughout geographic region including:
- Direct End User and Distributor training
- Joint visits
- Coordinate account management activities with inside sales representative
- Manage assigned accounts in region or market
- If applicable, manage a network of Sales Agents to support distribution and generate end-user demand
- Maintain effective contact and relationships with stakeholders primarily through visits and supported with telephone and email.
- Develop and execute sales plan and roadmap.
- Maintain high profile in geographic region and market segment through participation in committees, attending industry events and networking
- Maintain key customer profiles and update team through monthly report and visit/status reports
- Assist with preparation of customer quotes utilizing market factors and price guide while following approval matrix
- Penetrate key accounts by ensuring Shawflex offerings are approved and listed on all relevant Utility CID’s.
Business Development - Marketing
- Market segment identification & analysis
- Macro & micro economic analysis
- Competition analysis
- New market & product development
- Product Portfolio analysis
- Channel analysis
- Margin & pricing analysis
Internal Management
- Track key strategic projects that have been awarded to Shawflex,
- Contribute to and maintain Salesforce CRM sales funnel, identify likely future sales points, win/loss
- Monthly reporting / Revenue forecast.
Strategic / Planning:
- Contribute to the Strategic & Business Planning Cycle
- Research/recommend potential acquisitions
- Develop and maintain SWOT analysis
- Identify action plans aligned with our strategies and vision.
HSE/Quality:
- Ensure commercial processes comply with N299/NQA-1 and other relevant industry requirements (CSA/UL),
- Support & participate in ShawFlex HSE Program,
- Comply with ShawFlex Quality Assurance Program.
KNOWLEDGE & SKILLS
- Bachelors Degree in Engineering (Mechanical, Electrical, Materials, or Chemical)
- 6 to 10 years Nuclear market experience in Engineering, Sales, Marketing, or Business Development,
- Strong established relationships with technical personnel/decision makers at Canadian Nuclear Utilities and Nuclear industry supply chain.
- Analytical ability to evaluate a diverse range of internal and external information and apply a variety of problem solving techniques and business logic.
- Strong sales, communication and facilitation skills required to build relationships and close deals
- Ability to work independently in constructing and executing project plans.
- Ability to get along with people and motivate team members to ensure acceptance of proposals and foster an environment conducive to change and continuous improvement.
- Experience using Customer Relationship Management (CRM) software i.e. Salesforce, Microsoft Dynamics
- Drive and willingness to do “whatever it takes” to win
- Knowledge & competence with Microsoft office suite