Job Description

Sales Manager

LOCATION: Westminster / Maryland (US-MD), United States | BRAND: Knorr Brake Company | REQUISITION ID: 9901 | JOB GRADE:18 | ON-SITE/REMOTE: Hybrid

Knorr Brake Company is the innovative leader in the manufacture and supply of braking systems, passenger doors and climate-control equipment for all types of Mass Transit customers such as: METRO, Light Rail Vehicles, High-Speed Trains, Commuter Rail and Monorail Vehicles for the North America market. We’re part of the Knorr-Bremse Group, the global leader in braking technologies. We challenge our employees to pursue their work with passion while keeping an unparalleled commitment to technological excellence, integrity and social responsibility.

Knorr-Brake Company is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

/Objective

The Doors Sales Manager is a project manager who is focused on winning new business through the tender phase of the projects.

The Doors Sales Manager is responsible for planning, directing and coordinating activities of designated projects with the goal to secure the contract award. This position manages, leads, and coordinates the activities of the Project Team and all project related activities with the customer.

The duration of the project under the Sales Manager’s leadership is defined from the first request of the customer to the Notice to Proceed (NTP). Thereafter the project is handed over to the Project Manager via the corporate process.

In addition, the Sales Manager is involved in pre-bid activities to develop the business.

Experience levels are described in chapter 3.3

Essential Functions

1. Initiates, coordinates and monitors activities and action items to ensure the timely delivery of proposals to the customer.

2. Key liaison to customer for the project, representing KB for all commercial and contractual related topics.

3. Generates and maintains an agreed project milestone schedule together with the concerned departments and Centers of Competence (CoCs), outlining tasks from concept review through to contract award. Collaborates with the Contracts Coordinator and the project team to ensure all key milestones are achieved and project deliverables such as bid documents are provide to the customer within the agreed timeframe.

4. Supervises the allocation of the work packages to all relevant departments, Engineering, Engineering services and the CoCs to ensure the required design, development, testing and documentation. The work allocations are made by the System engineer and involved CoC Sub-Project Managers (via design, development and engineering requests)

5. Prepares and conducts important project reviews such as kick-off meetings, business case reviews and coordinates system design reviews together with the System Engineer
6. Coordinates the technical concept review with the System Engineer and the involved CoCs
7. Coordinates design reviews and project meetings with the customer and internal departments to ensure the customer needs are clarified and aligned with the project objectives and clearly communicated to all relevant parties.

8. Collaborates with the Contracts Coordinator to set up and file project data and communications using the Cross BU Sharepoint.
9. Ensures contract examination and provision of all clause by clause to customer specifications with comments from all relevant parties (that includes technical, logistics, quality, engineering services,…)
10. Calculates and maintains realistic project cost and budget using KB project reporting tools in SAP & excel, in collaboration with financial controlling.
11. Identifies risks (and cost saving opportunities) and derived measures to minimize risk effects together with the Management
12. Negotiates price, terms and conditions with customer, under the direction of the Business Director
13. Coordinates lessons learned activities during the tender phase
14. In the pre-bid phase the Sales Manager:

• Contributes to the market view and sales forecasts using KB SAP tools
• Establishes and maintains relationships with customers involved in OE transit procurement
• Supports the introduction of IFE products and systems through local (North American) marketing activities including participation in roadshows, trade fairs and conventions
• Provides strategic input to Management on pricing based on relevant customer history and current market information
• Participates and represents the Doors business unit on any multi-system Proposal
• May be called to take the lead on a multi-system package proposal, under the discretion of the Business Director and VP of Transit Sales.

Competencies

The specific professional requirements are listed and measured in the Sales & Systems PM skills matrix. Here-below is a general description of position professional requirements:

1. Engineering Principles relating to Door Systems: Exposure to and understanding of general engineering principles used in the design of door systems and door components.
2. Business Experience: Must have good business sense.
   1. Estimate costs
   2. Proficient with scheduling software
   3. Make good business decisions
   4. Risk assessments
   5. Demonstrated leadership in project environment
3. Industry Experience: Knowledge and practical understanding of door systems or similar equipment
4. Process Orientation:
   1. Must understand and practice good organization and configuration management skills
   2. Configuration/Change Control
5. Leadership and Teamwork:
   1. Must be able to clearly define requirements and expectations to others (Customer, Engineers, Operations, etc.)
   2. Must be able to work well in a team environment both internally and with customers.
   3. Must be an effective negotiator (Internal departments, European partners, Customers)
   4. Must have a strong desire to succeed with high expectations, both of themselves and others
6. Professional Writing: Must be able to write clear letters/documents to internal and external customers
7. Time Management:
   1. Must be able to read a large volume of material (usually customer contracts, terms and conditions, and specifications) and ascertain the salient points
   2. Manage multiple and conflicting priorities.
8. Communication Skills: Must have effective communications and presentations skills
   1. "Sell themselves and the company"
   2. Design Reviews
   3. First Article Inspections
9. Motivation: Must be energetic, hardworking and willing to put in an extra effort when required.
10. Flexibility: Must be able to travel on short notice.
11. Must be able to follow instructions, safety & environmental rules and regulations.

Supervisory Responsibility

This position currently has no supervisory responsibilities but can as the business volume increases.

Work Environment

This job primarily operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Occasional work is performed in outside weather conditions.

Travel

Travel is primarily domestic; although, some out-of-the-country travel can be expected. Travel comes in waves. Can be up to ~30% of the time.

Required Education and Experience

1. Education Level/Degree: Minimum 4BA/BS
2. Refer to following Chart:

Category

Sales Manager

a.

Engineering Principles

Demonstrated Understanding

b.

Business Experience

7-10 yrs minimum

c.

Industry Experience

5 minimum

d.

Process Orientation

Demonstrated Experience

e.

Computer Literacy

Demonstrated Experience

f.

Leadership / Teamwork

Demonstrated Experience

g.

Professional Writing

Demonstrated Experience

h.

Time Management

X

i.

Communication Skills

Demonstrated Experience

j.

Motivation

X

k.

Flexibility

X

Preferred Education and Experience

1. Education Level/Degree: Desired MBA
2. Refer to chart in section above.

The anticipated salary range for candidates who will work in Westminster, MD is $115,900- $183,100 per year. The final pay offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and years of experience within the job, the type of years and experience within the industry and education. Knorr Brake Company is a multi-state employer, and this pay scale may not reflect positions that work in other states or locations. Provided they meet all eligibility requirements under the applicable plan documents, employees (and their eligible dependents) will be eligible to enroll in group healthcare plans that offer medical, dental, vision, and basic life and disability insurance. Employees also will be able to enroll in our company’s 401k plan. Employees will also receive 120 hours of vacation leave and 40 hours of Personal Paid Absence every year. Employees will also enjoy 12 paid holidays, and 1 floating holiday throughout the calendar year, subject to relevant terms outlined in the employee handbook. 6 weeks of paid parental leave will also be available for use. Requirements for these benefits will be controlled by applicable plan documents and policies. Employees working on federal contracts covered by the Federal Paid Sick Leave requirements will be notified and will receive benefits consistent and compliant with the FPSL requirements. Hired applicant will be able to purchase company stock, subject to the relevant plan documents and annual bonuses based on achievement of certain metrics of up to 4% of annual salary. This is intended to provide a general description of benefits and other compensation and is not a substitute for applicable plan documents or company policies. Applications for this position are accepted on an ongoing basis. Become part of our team!
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