Market Manager

Job Summary

Required Qualifications

• •high level of communication skills, both written and oral
• •ability to understand and communicate with the marketing, purchasing and engineering personnel of TriMark's customers
• •ability to use his/her communication skills to reinforce TriMark's points of difference regarding services offered and product enhancements or features
• •thorough technical aptitude for TriMark's current and future product offerings for application solutions
• •ability to organize information in such a manner that it provides solid documentation and ideas from which to make good market decisions
• •ability to manage key accounts strategically
• •ability to lead these accounts to continued usage of current TriMark products
• •ability to ensure TriMark can quote any new product opportunities that may arise
• •ability to develop strategic relationships with key accounts
• •ability to determine which resources at customer locations are responsible for what type of purchasing and engineering and marketing decisions
• •ability to identify key opportunities
• •ability to present TriMark as a source solution for the customer's application needs
• •high level of negotiation skills
• •very high working knowledge of TriMark's product lines
• •ability to influence customers' selections
• •ability to provide guidance for selecting and bringing forward opportunities to the IRT and SV Work Group
• •ability to identify and complete appropriate project deliverables
• •ability to ensure the TriMark APQP development system is consistently followed
• •ability to provide clear and consistent delivery of information to both internal and external customers
• •support for the integrity of TriMark products
• •ability to assess market size, share, trends, customer applications, competitor activity and growth opportunities
• •ability to develop market plans, set priorities, align resources and convert strategy into measurable business actions
• •ability to build strong customer relationships
• •ability to understand decision drivers
• •ability to develop account plans that support retention and growth
• •ability to evaluate pricing, product cost, margins, profitability, cost drivers and the financial performance of assigned markets
• •ability to monitor assigned market revenue, margin performance, cost trends and profitability
• •ability to recommend actions to improve financial results
• •strong understanding of TriMark products, customer applications, manufacturing capabilities and product performance requirements
• •ability to convert customer needs and market feedback into product roadmap input, project requirements and improvement opportunities
• •ability to lead through influence across Sales, Engineering, Product Management, APQP, Customer Service and outside sales representatives
• •ability to use CRM data, sales history, market research and financial information to make data-based decisions
• •ability to identify and understand TriMark's competitors
• •ability to provide input into the file on statistics of key competitors
• •ability to inform the Director of Sales and the Senior Management Team of all strategic advancements of TriMark's competitors
• •ability to compare current market applications with TriMark's existing market capture to identify gaps and potential growth opportunities
• •ability to incorporate information into TriMark's operational and strategic plans
• •ability to use information by the Senior Leadership Team to make decisions about capital expenditures, expansion and growth
• •ability to identify product line needs
• •ability to supply requested market information such as competitor analysis, product line gap analysis, market trends
• •ability to ensure that an understanding of TriMark's APQP process is understood/followed by the Work Group as well as customers
• •ability to ensure that TriMark's customers understand what is required of them to complete projects in a timely and effective manner
• •ability to prepare and implement of Key Account Management plans and targeted Key Developmental Account Plans
• •ability to review plans by the Director of Sales and the Senior Management Team to ensure that TriMark meets the expectations of key accounts and market leaders
• •ability to supplement the formulation of the Long-Range Five-Year Plan
• •ability to provide the anticipated annual sales revenue made up by sustained sales, project opportunity delta sales, and anticipated market economic conditions
• •ability to monitor the profitability of products offered/sold within the Specialty Vehicle and Power Sports segments
• •ability to participate with other appropriate personnel to make the decision to redesign the product, reduce costs, use market-based pricing, increase prices, discontinue the product, or use a combination of these actions
• •ability to interact with Engineering to develop solutions for the market's present and future needs
• •ability to work with the Product Managers, Sr. Project Manager, and Outside Sales Engineers/Reps to analyze product life cycle, effective product substitutions and cost reduction efforts for TriMark's existing product lines
• •ability to develop and lead annual business plans for assigned Specialty Vehicle and Power Sports segments
• •ability to cover market size, share, growth targets, key accounts, product opportunities, pricing, risks and actions
• •ability to conduct ongoing market analysis using customer input, research, trade events, industry networks, CRM data and sales input
• •ability to identify trends, needs, application changes and growth opportunities
• •ability to monitor key competitors' offerings, pricing, strengths, weaknesses and strategic moves
• •ability to communicate threats and opportunities to the Director of Sales and Senior Management Team
• •ability to lead market capture and gap analysis
• •ability to identify priority opportunities for profitable growth across applications, customer segments and product categories
• •ability to recommend pricing strategies based on market value, competition, customer needs, profitability, cost changes and TriMark margin objectives
• •ability to help determine when products should be redesigned, cost-reduced, repriced, substituted, expanded or discontinued
• •ability to translate market and customer input into roadmap recommendations, gap analysis, next-generation needs, substitutions and cost-reduction opportunities with Engineering, Product Management and Sales
• •ability to develop key account plans that align customer priorities with market strategy
• •ability to retain business, capture opportunities and support market-leading customers
• •ability to prepare annual sales plans and Five-Year Plan input
• •ability to include market outlook, sales expectations, opportunities, economic assumptions, growth initiatives and risk assessment
• •ability to coordinate outside sales
• •ability to communicate target accounts, developmental accounts, opportunity priorities, market expectations and follow-up requirements
• •ability to ensure ERP/Infor accurately documents market and opportunity information for business planning and decision making
• •ability to support APQP and launches
• •ability to ensure customer requirements, market expectations, application needs and Phase One deliverables are identified, communicated and completed per TriMark processes
• •ability to represent TriMark in customer visits, trade shows and market events
• •ability to reinforce its value, technical capabilities, product advantages and application solutions
• •ability to support continual improvement and compliance with TriMark's QMS and EMS
• •ability to advance its mission, vision, values, strategy and growth goals
• •ability to complete projects within the assigned markets which optimize manufacturability, cost-effectiveness and product performance to ensure customer satisfaction
• •ability to assist the assigned Senior Project Manager with project workload
• •ability to perform design and development tasks on assigned projects within the assigned markets
• •ability to maintain a disciplined understanding of market size, market share, customer applications, buying influences, industry trends, product gaps, competitor capabilities, and emerging opportunities
• •ability to convert this information into practical market strategies, annual business plans, pricing recommendations, product development input and sales priorities that strengthen TriMark's market position
• •ability to ensure that appropriate project APQP system deliverables, specifically Phase One, are completed to the standards prescribed by TriMark's APQP process
• •ability to fulfill the requirements of our quality system
• •ability to serve as the internal voice of the assigned market
• •ability to maintain a disciplined understanding of market size, market share, customer applications, buying influences, industry trends, product gaps, competitor capabilities, and emerging opportunities
• •ability to convert this information into practical market strategies, annual business plans, pricing recommendations, product development input and sales priorities that strengthen TriMark's market position
• •ability to identify and understand TriMark's competitors
• •ability to provide input into the file on statistics of key competitors
• •ability to inform the Director of Sales and the Senior Management Team of all strategic advancements of TriMark's competitors
• •ability to prepare the requested market information
• •ability to compare current market applications with TriMark's existing market capture to identify gaps and potential growth opportunities
• •ability to incorporate the information into TriMark's operational and strategic plans
• •ability to use the information by the Senior Leadership Team to make decisions about capital expenditures, expansion and growth
• •ability to identify product line needs
• •ability to supply requested market information such as competitor analysis, product line gap analysis, market trends
• •ability to ensure that an understanding of TriMark's APQP process is understood/followed by the Work Group as well as customers
• •ability to ensure that TriMark's customers understand what is required of them to complete projects in a timely and effective manner
• •ability to prepare and implement of Key Account Management plans and targeted Key Developmental Account Plans
• •ability to review plans by the Director of Sales and the Senior Management Team to ensure that TriMark meets the expectations of key accounts and market leaders
• •ability to supplement the formulation of the Long-Range Five-Year Plan
• •ability to provide the anticipated annual sales revenue made up by sustained sales, project opportunity delta sales, and anticipated market economic conditions
• •ability to monitor the profitability of products offered/sold within the Specialty Vehicle and Power Sports segments
• •ability to participate with other appropriate personnel to make the decision to redesign the product, reduce costs, use market-based pricing, increase prices, discontinue the product, or use a combination of these actions
• •ability to interact with Engineering to develop solutions for the market's present and future needs
• •ability to work with the Product Managers, Sr. Project Manager, and Outside Sales Engineers/Reps to analyze product life cycle, effective product substitutions and cost reduction efforts for TriMark's existing product lines