Lead development and execution of
NII’s strategic plans as it applies to NIICAP in the coatings industry. Oversee
the direct sales, customer relations, licensing, delivery, market development,
and owner specification for NIICAP. Serve as liaison to the NIICAP Oversight
Board, other internal and external groups and individuals involved in the
coatings market, and other staff developing products related to the NIICAP
customer base.
The primary goal of the NIICAP
program is to provide a credible means for asset owners to ensure that
industrial paint contractors have the qualified personnel, equipment, and
processes to deliver the industrial paint service that they offer. The primary
goals of this position are to (1) maximize NIICAP sales revenue by generating
and managing NIICAP’s sales activity and global partnerships, (2) influence
asset owners to specify NIICAP accreditation when selecting coating contractors
for industrial protective coatings work, and (3) support future development of
similar auditing programs in NII.
ESSENTIAL DUTIES AND
RESPONSIBILITIES include the following. Other duties may be
assigned.
• Accountable that financial and
performance goals are monitored, met and exceeded.
• Obtain profitable results for the NIICAP product through product knowledge,
market knowledge, and development and execution of annual sales and marketing
plans.
• Define sales strategies and plans with a focus on brand awareness, lead
generation, and executed sales.
• Develop and execute a business model for establishing high functioning
licensees/partnerships/ franchisees for distribution of the NIICAP product
outside the USA and Canada. Utilize Global operations Division in
communications/sales efforts.
• Responsible for documenting and meeting or exceeding quarterly customer and
owner conversion (from competitor’s program) plans.
• Strategically initiate, cultivate, and maintain effective business
relationships with corporate and government personnel to ensure owner/user
participation in the development of, and specification/recognition of, the
NIICAP program.
• Develop proposals as needed, for the NIICAP Oversight Board, when
customization of NIICAP is recommended for penetration into a specific market.
• Work collaboratively and build consensus among stakeholders and with external
and internal influencers.
• Maintain a working knowledge of significant developments and trends in the
NIICAP marketspace.
• Responsible for establishing a system of reports and communications involving
monthly sales performance reports, monthly sales meetings that include
personnel stakeholders critical to the sales effort, and NIICAP customer
communications tools.
• Ensure that all sales activities
are ethical in regards to discussion of NIICAP audit events and outcomes with
customers. Agree that discussion with contractor customers may not include
guidance on how to pass audits. Agree that sales representatives may not insert
themselves into discussions/queries of audit performance/results that should
occur between the contractor customer and other Institute staff/NIICAP
contracted auditors.
MANAGEMENT RESPONSIBILITIES
The Sr. Manager--NII Business and Product Development will have responsibility
for sales and business development of the NIICAP program and will manage both
intra- and inter-departmental operations related to NIICAP sales/development
opportunities and business functions. This position does not have direct
reporting personnel; personnel will be added as the program grows.
Responsibilities include training (future) employees associated with specific
aspects of NIICAP; and addressing complaints and resolving problems.
QUALIFICATION REQUIREMENTS
The Sr. Manager--NII Business and Product Development, has program management
leadership role within NACE and NII and he/she should demonstrate professional
presence necessary for leading staff, owners/users, and members and serving as
an effective, influencing, ambassador with external parties. To perform this
job successfully, an individual must be able to perform each essential duty satisfactorily.
Reasonable accommodations may be made to enable individuals with disabilities
to perform the essential functions.
TRAVEL REQUIREMENTS
Travel is expected, and passport is required.
EDUCATION and/or EXPERIENCE
Bachelor's degree with emphasis in business development, project management, or
a related field, and five years of work experience with demonstrated success in
a business/customer development position; or a combination of education and
experience that reflects success with business/customer development initiatives
in a sales or customer development area in the field of anti-corrosion
coatings. Experience with a membership association preferred. Experience in the
following areas is preferred: program management, corporate and external relations,
operations, strategic planning and budget development.
LANGUAGE SKILLS
Must have strong interpersonal and influential presentation skills for use in
growing and maintaining effective sales programs and campaigns, external
relationship programs, managing licensees, partners, and volunteers, and
influencing owner/user management support of and participation in
organizational programs. Ability to read, analyze, and interpret general
business periodicals, professional journals, technical procedures, or
governmental regulations. Ability to write reports, business correspondence,
and procedure manuals. Ability to effectively present information and respond
to questions from groups of managers, members, corporate executives,
legislators and agency personnel, and the general public.
MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discounts, interest,
commissions, proportions, percentages, etc.
REASONING ABILITY
Strong analytic skills in developing and managing budgets, strategic resource
allocation, performance metrics and benchmarks. Ability to solve practical
problems and deal with a variety of concrete variables in situations where only
limited standardization exists. Ability to interpret a variety of instructions
furnished in written, oral, diagram, or schedule form.
CERTIFICATES, LICENSES,
REGISTRATIONS
Sales force training is required.
OTHER SKILLS AND ABILITIES
Ability to lead people, build teams, and manage projects along specific
time-lines. Must have advanced computer skills including experience using MS
Office. Ability to learn and use association specific software.
APPLY ONLINE THROUGH: https://careers-nace.icims.com
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