Shakespeare - Sales Manager - Marine Antennas

SHAKESPEARE COMPANY LLC, a Jadex Inc. company, is a US-based manufacturer of both industrial and consumer products for a wide variety of industries and applications.

Shakespeare industrial products are tailored to the customer's unique needs and include custom engineered nylon resins, performance monofilaments, and conductive fibers used as raw materials in finished goods ranging from automotive components to medical applications. The company operates under the Shakespeare, Rino-Tuff, and Weed Warrior brands in the lawn & garden category and is a major player in the mass merchant channel as the primary universal fit solution for trimmer line, heads, and accessories. The brand is known worldwide within the marine electronics industry for marine radio antennas with a portfolio of connectivity solutions and accessories to help keep boaters connected and safe. Maintaining communications is of utmost importance to military forces across the world and Shakespeare's line of military antenna products plays a critical role in achieving mission success.

Sales Manager (Marine Antennas) - Columbia, SC (Remote)

Position Summary:

Reporting to the Director of Business for Marine and Military, the Sales Manager (Marine Antennas) is responsible for development of customer go-to-market strategies and execution for the Marine Antenna business. Accountable to delivering results that focuses on growing omni-channel development of marine retailers, distributors, and original equipment manufacturers (OEM). Establish Shakespeare as the #1 consumer choice for antennas, mounts, and related accessories. Meet/exceed all assigned channel/account/geography volume and profit targets. Represent the company with excellence in accordance with its policies in area of responsibility at all levels of our customers.

Primary Functions:

• Development and execution of Marine go-to-market strategies to establish Shakespeare as the #1 consumer choice in the antenna category

• Executing business plans and strategies

• Management of national and private label brands

• Meeting/exceeding all assigned KPI's, sales volume targets and profit targets

• Establishing analytics, score carding and presentation of our results vs. our performance objectives

• Collaborating with marketing on assortment, selection, and demand generation for all customers

• Aligning execution plans to distributors & retailers' key strategic initiatives

• Championing and presenting our omni-channel strategy, company objectives, and ways to win together to customers

• Executing all new product launches and delivering targets within budget by designing and implementing specific channel and key account strategic sales plans

• Entrepreneurial mindset of executing with velocity, adapting strategies when needed and the flexibility to deliver results

• Overcoming obstacles to delivery of successful results

• Achieving all market share targets and retaining leadership position for all Shakespeare products bringing innovation to promotional/merchandising efforts and gaining addition internal cross-functional support where needed

• Developing and submitting business building proposals that increase revenue and develop brand/category growth for both individual customers and the region as whole where funding shortfalls exist

• Providing weekly analytics on KPI's and score carding templates to determine if we are winning or losing

• Tracking and resolving all sales-related customer deductions in a timely and efficient manner

• Developing sales forecasts by top accounts and individual items

• Improving the quality of independent sales representatives development by creating specific individual and/or organizational short/long-term plans and activities and by maintaining clear and consistent levels of ongoing specific communication.

• Developing strong business relationships with all buying team members plus penetrating all levels of account departments (i.e. logistics, purchasing, sales, accounting, & etc.) at key accounts.

• Compliance with all company policies, instructions, and directives for the fulfillment of company objectives and for maximum profitable sales

• Working closely with all personnel in the Marketing, Supply Chain, Warehouse/Logistics, Legal and Customer Service departments on the execution of company programs

• Authorizing "return" goods in accordance with company policy

• Monitoring, analyzing and issuing reports on competitive activity and providing go-forward recommendations

• Monitoring, analyzing and issuing reports on marketplace retail pricing and providing go-forward recommendations

• Researching, advocating and recommending co-creation opportunities or specific items unique to customer needs

• Operating within all assigned selling expense and trade budgets

• Ensuring correct invoicing at all accounts and following-up on past due payments as necessary

• Maintaining up-to-date customer record books and other records in accordance with company instructions

• Tracking competitive products and merchandising practices and keeping management informed as appropriate

• Preparing and submitting call and expense reports as required

• Submitting any special reports regarding the operation of the channel, acceptance of products, or competitive conditions as may be requested, specifically Account POS information

• Attending and participating in sales meetings, training programs, conventions, and trade shows as directed

• Posing no direct threat to the health or safety of himself/herself, of others, or to property. Defined as a significant risk of substantial harm that cannot be eliminated or reduced to an acceptable level by reasonable accommodation.

• Requires regular attendance to perform essential element as contained herein between the assigned start and end times for work

• Performing such individual assignments as management may direct

• Establishing and maintaining effective work relationships within the department, the corporation and the community; and maintaining the professional competence, knowledge and skills necessary for the satisfactory performance of all assigned responsibilities

• Positive ambassador for our company's purpose, vision, and mission

• Other duties as assigned

Education and Experience:

Education

BS/BA in Business or related subject or equivalent experience required

Experience/Knowledge

• Minimum of seven years progressive consumer product goods sales leadership experience required

• Marine experience preferred

• Proven track record of consistent results

• Must have demonstrated account management experience managing independent sales represenatives and customers

• Must have demonstrated knowledge of product management sales, sales process, trade, category management, and supplier/retailer management/methods as well as proven ability to apply them effectively in planning and execution

• Must have demonstrated use of multiple information sources to develop sales strategies and tactics as well as effectively managing promotional activity and trade spending

• Sales planning and forecasting experience

• Proficiency in Microsoft Office Suite

Technical Role Competencies:

• Must show aptitude to effectively interpret and use multiple information sources to develop customer-specific tactical plans and options

• Must have strong negotiation skills

• Must have experience in project/trade spending management; proven fiscal responsibility

• Well-developed organizational, communication and time management skills

• Ability to function in a team environment

• Must be self-motivated

• Excellent communication (verbal & written), presentation, and time management skills required

Preferred Experience/Qualifications:

• Ten years progressive sales leadership/account management positions

• Experience with West Marine/Marine Distributors/OEM

• Experience with multiple top-tier marine customers/categories/products/brands

• Private label and national brand experience

• Built new channels from the ground up

Physical Requirements & Work Environment:

• Sitting at workstation approximately 85% of work time. Standing and walking approximately 15% of work time.

• Must be able to travel up to 30% of work time.

• Ability to work flexible hours or occasionally on weekends with short notice depending on customer deliverables

• Typical office environment with shelves overhead and above work surfaces

Specifics:

• Competitive salary and bonus structure

• Full benefits package

• 401K with match

• Strong vacation and corporate holiday policy

The above statements describe the general nature and level of responsibilities for this position and are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of this position. Company management may assign other relevant, business-related duties.

Jadex Inc and its Businesses do not discriminate in employment based on race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.

Other details

• Job Family Sales

• Pay Type Salary

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• Columbia, SC, USA
• Virtual