AMERICAS BUSINESS UNITS - Industry Manager Electric Utility
FOCUS: Electric Utility
This multi-dimensional role is designed to increase Phoenix Contact's market share in focused, high-growth industry segments. It is a combination of marketing, program management, and business development. The geographical market consists primarily of North and South America. Industry managers work with the Phoenix Contact's five product business units to increase revenue of existing products, identify opportunities for new products and manage major programs. Close coordination with corporate headquarters in the United States, Germany, and China is required to manage international project and customer specific work.
Typical interaction will be with a variety of customers including:
- OEMs of equipment
- End-User Customers
- System Integrators and Installers
- Consulting and Specifying Companies
Specific focus will be working with electric utilities and manufacturers of electrical equipment used by them including major suppliers of SCADA systems. Key application areas include fossil, nuclear, and renewable generation as well as substation automation. Will represent Phoenix Contact at industry associations and events like PowerGen, IEEE, Association of Energy Engineers, American Wind Energy Association, EPRI, etc..
JOB SCOPE, MARKETING DUTIES:
- Quantify the PAM (product available market) for Phoenix Contact current product offering emphasizing Phoenix Contact's unique value propositions to the industry.
- Segment industry markets to identify best potential sales growth areas.
- Identify and recommend sales channel partners and joint activities for the industry.
- Coordinate our presence at key industry tradeshows and conferences. Help develop our value proposition for these activities.
- Identify shifts, dislocations, or disruptions in the industry segment.
- Develop value chain map by industry segment.
- Assist Business Units in 'Voice of the Customer' research.
- Identify, develop and expand Phoenix Contact group relationship with "lead" end-users and OEMs within targeted industry segment.
- Evaluate and report competitive position and activity for the use within the Phoenix Contact business units.
JOB SCOPE, PROGRAM MANAGEMENT DUTIES:
- Assist sales subsidiaries at identifying and developing business relationships at key industry customers and support and drive/close specific project opportunities.
- Provide global oversight and communication on individual programs that have an international value chain.
- Assist in strategic pricing and logistics discussions with Corporate Sales Network and Business Units.
- Insure local coverage of any element of a global program.
JOB SCOPE, BUSINESS DEVELOPMENT DUTIES:
- Quantify PAM for new products, product functional specifications, new product applications, existing product modifications or extensions, and solutions incorporating two or more product business units.
- Actively participate and represent Phoenix Contact at influential industry committees and associations including standards organizations.
- Design and implement application based industry training to sales subsidiaries and channel partners. Design training tools to be used in conjunction with training.
- Design industry sales collateral material for targeted industries, applications, and/or capabilities for use by the sales subsidiaries and channel partners.
COMPENSATION IS BASED ON THE FOLLOWING MEASUREMENTS:
- Increase in revenue dollars for industry accounts
- Publication of white papers, application articles and presentations
- Obtaining leadership position within industry trade associations
GENERAL QUALIFICATIONS:
- 4 year degree required
- Engineering degree a plus or proven technical aptitude, in applications, program management and/or marketing within the industry.
- Minimum of eight years work experience within the industry, preferably in product marketing, industry marketing, project management, or business development roles.
- Knowledge of key customers, applications and professional contacts.
- Working knowledge industry technical subjects, standards, and approvals
- Excellent presentation and communication skills in English. Foreign language skills a plus.
INDUSTRY SPECIFIC QUALIFICATIONS:
- Knowledge of key geographic project areas
- Knowledge of the process market specifying and buying channels
- Ability to work effectively with industry associations.
ESSENTIAL JOB REQUIREMENTS:
- Working knowledge of Microsoft Windows and Office, Lotus Notes, CRM software, Business Objects and WebEx (or other online presentations) desirable.
- Must be able to lift 50 pounds
- Must be willing and able to travel overnight 35% - 55% of the time
- Must be able to travel domestically and internationally in vehicles (trains, planes, and/or automobiles) for up to 12 hours.
How to Apply
You may apply to Phoenix Contact by:
Emailing your resume as an attachment, preferably in Microsoft Word format, to hr@phoenixcon.com.
or...
Mailing (or faxing) your resume in confidence to:
Director of Human Resources
PHOENIX CONTACT
P.O. Box 4100
Harrisburg, PA 17111
Fax: (717) 944-1625
or...
Submitting a text version of your resume online using the following form:
