Position summary
· PH Market Managers act as the primary liaison between Palmer Holland and our principal partners (manufacturers)
· Manage and develop a strategic plan for a specified segment of the CASE market.
o Urethanes, Decorative Coatings, Industrial Coatings, or Adhesives & Sealants
o Strategic plan includes market summary, trends, growth plan, applications, marketing plan.
· This position is strategic to our business, and the fulfillment of the duties and responsibilities contribute to the overall success of Palmer Holland. General responsibilities include:
o Portray properly our professional image by phone, in writing and in person across our Principal base, internal customers and external customers
o Execute against the company’s growth strategy while also supporting the Sales, Service Operations and Asset Management teams
o Support the Senior Management team and participate in various projects that affect the marketing efforts of the company as requested
o Maintain a commitment to the company’s Core Values as well as the Way We Work
o Promote the organization across the trade organizations for the industries that we serve
Essential tasks of the position
1. Core Tasks
a. Develop and promote growth plan for specified market segment.
b. Promote both the breadth and the depth of each assigned principal relationship by identifying and subsequently tracking both decision-makers & influencers in the partners’ organizations
c. Execute against Palmer Holland’s growth strategy to extend geographic reach across company’s entire selling region
d. Support execution of Palmer Holland’s Key Account Management strategy specific to the role that our principals play in its success
e. Understand/disseminate Principals’ sales and marketing strategies, as well as annual expectations
f. Execute on financial responsibilities, including:
i. Establishing/monitoring company income targets
ii. Identifying opportunities for margin enhancement
iii. Managing Opportunity Pipeline specific to individual Principals
iv. Providing pricing guidance to PH sellers
g. Assist with the collection of competitive/market intelligence
h. Facilitate joint travel efforts across Palmer Holland Sales Team
i. Assist with contingency planning
j. Assist with inventory management
k. Promote/facilitate synergies between Principals
l. Support the Sales Team by way of joint travel/companion selling
2. Project Tasks
a. Establish and/or facilitate product/technical training for PH sellers
b. Champion market research/lead generation activities
c. Review/execute Supply Agreements
a. Assist in pursuit of new product lines
2. Administrative Tasks
a. Report accurately on the following:
i. Sales variance (standard)
ii. Special reporting requirements (as specified by the principal)
b. Conduct Business Review meetings (quarterly, biannually, monthly Sales History review, etc.)
c. Execute transition/rationalization efforts
d. Monitor trade show/conference activities
e. Maintain Principal Management databases
Note:
The outline of duties is not arranged in order of priority. These duties are not meant to restrict initiative, but rather to describe baseline activities. These duties will from time to time be altered to suit the needs of the company.
We are a tobacco and drug free, professional environment.
Education:
· Requirements as set forth by supervisor.
Experience:
· Requirements as set forth by supervisor.
Knowledge/Skills:
- Intermediate level of expertise in MS Office and Contact Management Software
- Excellent verbal and written communication abilities
- Ability to maintain professional conduct that always exemplifies the corporate policies, particularly when interacting directly with internal and external customers
- Ability to handle sensitive information with confidentiality and discretion
- Detail oriented with strong, accurate clerical skills
- Proactive problem solver
- Highly motivated