Kinedyne

JOB SUMMARY: The Segment Manager, Decking Solutions must be a consultative sales professional who can carries out hunting and new business development activities and responsibilities with the majority of their time, focus, and Company resources.. Establish a robust network of Original Equipment Manufacturers (OEM), Less-than-Truckload (LTL), and Private Fleet Customers by engaging in prospecting, cold calling, face-to-face meetings, and networking.. Nurture relationships with existing Kaptive Beam customers who provide testimonials showcasing the value of Kinedyne's Decking solutions.. Regularly participate in relevant trade associations, taking advantage of opportunities for thought leadership, training and education and continuous learning and ongoing development that allow Kinedyne to take advantage of every opportunity to access and have audience with our Ideal Customer Profiles increasing Kinedyne’s presence and integrity in key industries and with a broader stakeholder base.. A true sales hunter with a strong track record of consistent enterprise sales overachievement.

segment manager

Job Description JOB SUMMARY: The Segment Manager, Decking Solutions must be a consultative sales professional who can carries out hunting and new business development activities and responsibilities with the majority of their time, focus, and Company resources. This role is primarily responsible for aggressive revenue growth and market share penetration in the US and Canada. Success will be in large part measured by closing new deals with large and enterprise customer accounts in target markets including the food and beverage, construction, and heavy goods industries. The Segment Manager, Decking Solutions will add value by educating North America’s largest private fleet owners on the many innovative ways that Kinedyne can optimize their transportation and logistics assets. The ideal candidate will be a hunter—highly motivated, goal-oriented, and innovative in developing successful sales strategies. This individual is obsessed with new business as they steadily drive new sales. They know how to effectively develop relationships and showcase products with a mindset to consistently close the deal. This type of salesperson is driven to constantly achieve and exceed sales goals. This position is remote with significant travel. SUPERVISORY RESPONSIBILITIES: This role will have future responsibilities for project and/or product managers, coordinators, and/or Account Executives in the Engineered Solutions Segment. RESPONSIBILITIES: • Establish a robust network of Original Equipment Manufacturers (OEM), Less-than-Truckload (LTL), and Private Fleet Customers by engaging in prospecting, cold calling, face-to-face meetings, and networking. • Consistently secure new deals by promoting Kinedyne Decking Solutions to multinational corporations and large enterprises within the food and beverage, IT, construction, and heavy goods industries. • Develop compelling sales strategies to drive revenue growth through the sales of Decking products. Nurture relationships with existing Kaptive Beam customers who provide testimonials showcasing the value of Kinedyne's Decking solutions. • Stay abreast of market trends to identify opportunities for expansion and revenue growth. Collaborate with the Segment Manager, Curtainside Solutions to implement an updated Channel and Go-To Market Strategy aimed at enhancing the customer experience and fostering loyalty. • Take ownership of key performance indicators to monitor the performance of Kinedyne’s Decking Segment. Become an industry expert on competitors, offerings, pricing, and market trends to position Kinedyne for success. • Foster a culture of innovation and improvement to achieve ambitious growth targets. • Maintain a robust pipeline of potential customers through lead generation efforts. • Identify key decision-makers and influencers within target customer segments to expand the Decking customer base across North America. • Engage in industry associations, events, and trade shows to elevate Kinedyne’s brand awareness within the target industries. • Collaborate with the marketing team to develop tailored sales materials and presentations for prospective clients. • Drive sales pitches and presentations to key stakeholders within client organizations. • Lead the sales cycle from lead generation to deal closure, including responding to complex Requests for Proposals (RFPs). • Conduct thorough market research and prospect qualification to drive business growth. Develop and execute a business plan to surpass company sales quotas and drive revenue growth. • Partner with internal teams to enhance the customer experience and drive high satisfaction and retention rates. • Lead revenue generation efforts across the US and Canada territories by developing and managing complex sales opportunities with multinational organizations. • Create strategic account plans to improve customer relations and identify new business opportunities. • Develop and maintain a strong understanding of Kinedyne products (features, advantages, benefits); of corporate procedures and processes; and of federal, state, and local regulations that apply to the heavy-duty trucking industry and cargo control. • Efficiently plan sales trips to maximize customer engagement. • Attend industry events, trade shows, and customer functions to further promote Kinedyne's products and services. • Regularly participate in relevant trade associations, taking advantage of opportunities for thought leadership, training and education and continuous learning and ongoing development that allow Kinedyne to take advantage of every opportunity to access and have audience with our Ideal Customer Profiles increasing Kinedyne’s presence and integrity in key industries and with a broader stakeholder base. • Routinely coordinate customer and prospect meetings and conferences to stay updated on industry trends and strategies. WORKING CONDITIONS/EXPOSURES: • Significant travel, normally 50% of the time, which will include driving, flying, and overnight travel. Some weekends may be required. • Amount of travel is dependent on business and environmental conditions. Flexibility is required to drive goals and objectives virtually, as conditions warrant. • Visits to customer facilities including, but are not limited to, the following: industrial locations, truck fleet shops, truck stops, and parts departments. • Work from a home office on a routine basis. COMPETENCIES: Core Competencies: • Customer Focus – Understanding who your customer is and their needs. • Dealing with Ambiguity – Comfortable dealing with change and situations in which a clear answer has yet to be discovered. • Drive for Results – Identifying key goals and using all available people and resources to get there. • Priority Setting – Knowing what comes first. Additional Competencies: • Highly competitive with a motivated sales hunter mentality. • Excellent communication (oral and written) and public presentation skills. • Strong social skills including interpersonal, telephone, and email skills to successfully collaborate and communicate with a variety of personalities. • Ability to maintain a professional, organized, and positive demeanor, even when dealing with difficult situations. • Ability to think and operate on the fly, to assess situations, to weigh options, and to make sound business decisions. • Ability to maintain accountability and prioritize tasks. • A team player, able to work effectively with senior management and cross-functional department leaders as well as a wide variety of other team members. • Ability to articulate client strategies by using industry knowledge to expand business opportunities. • Strong negotiation skills with the ability to overcome objections. PHYSICAL DEMANDS: • Frequent travel—overnights, long car rides, air travel. • Long hours at trade shows and customer functions. • Frequent computer use (sitting for extended periods, typing, viewing screen, use of mouse). KNOWLEDGE and SKILLS: • Competent keyboarding skills. Knowledge of MS Word, Excel, PowerPoint, Teams, Outlook, and LinkedIn. • Strong time management and territory development skills. • Proficiency in mathematics to calculate margins, pricing, and profits. • Ability to independently author or collaborate on an annual Decking Solutions Segment strategies including a robust marketing plan for each market segment and ideal customer profile. EDUCATION and CERTIFICATIONS: • Bachelor’s Degree is highly preferred with a focus on Business or Marketing. A desire to continue formal education opportunities designed to bolster applicant’s knowledge and understanding of Business Acumen, Financial Hygiene and use of data and technology to increase speed to success with sales and marketing deliverables and expectations is highly preferred. • Must have a passion for continuous learning and professional development. • In lieu of a degree, additional equivalent experience in a related industry or equivalent education may be considered. EXPERIENCE: • At least five years of outside sales experience required, specifically selling in key customer segments. • More than five years of outside sales experience preferred. • A combination of years of experience, advanced education, and industry-specific training and experience may be considered in lieu of the minimum requirement. • A true sales hunter with a strong track record of consistent enterprise sales overachievement. • Track record of navigating large, complex deals and consistently achieving and exceeding quotas. • Experienced in networking sales preferably in key customer segments (food and beverage, construction, heavy goods). • Experience defining winning go-to-market and sales strategies with a strong aptitude for business strategy. • Experience with complex enterprise sales, identification of pain points, and delivery of solutions. • Experience driving revenue with large, national customers and shippers. • Proven industry track record of winning new business and building strategic partnerships. • Ability to transition/leverage a current book of business and/or contacts.

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