Sales Business Process Manager

About Gleason
With more than 2,200 employees and 13 manufacturing facilities worldwide, Gleason Corporation is a leader in gear technology. Gleason's product and service offerings include gear and transmission design software, gear manufacturing machines and related accessories, gear metrology equipment and automation systems. Gleason products are used by customers in e-mobility, commercial vehicles, aerospace, agriculture, mining, sustainable energy, construction, power tools, marine and many other industries


Working for Gleason, you will be connected to work that matters, putting your expertise to its best use while developing skills for the future. The result is a career defined by you, supported by Gleason and built on tangible accomplishments. As we continue to grow and evolve, we are looking for the right people to join us on our mission. If you are interested in being part of our team, there are a few things you should know: We are energized by challenges and the effort needed to solve them. We like working with people who are positive, adaptable and growth-minded. We care how work gets accomplished and are deeply invested in the success of our customers and colleagues. If this sounds like you, we invite you to read on and learn more.

Why work at Gleason?

• Excellent benefits package including a 6% Company 401(k) match
• Flexible scheduling
• Tuition Assistance Program
• Employee Assistance Program
• Formal and informal Development opportunities.

Position Summary:

This position provides process management, oversight and suggestions/implementation of improvements regarding day-to-day sales activities and other business requirements. There will be frequent interactions with Regional Sales Managers and Representative organizations in the Americas to drive communication and actions needed to support business objectives. Direct engagement with Customers will be required to support sales efforts. In addition, the role will interface with Gleason global operations and act as a liaison between Sales and manufacturing locations on a daily basis. This role will work independently but in alignment with the Vice President of Sales to both develop and execute strategies needed to continually improve Gleason’s position in the market.

Essential Job Responsibilities:

Data Management/ Commercial Interactions/Process Improvements

• Acts as the first line contact for Sales (and Customers as appropriate) to field questions that may require problem solving and issue resolution. Escalates as necessary to achieve Customer satisfaction.

• Identifies opportunities for process optimization, process redesign, or development of new processes/policies to ensure efficiency. Takes the lead in implementing approved changes in day-to-day processes.
• Ensuring timely entry of all ZGMAD and ZQF3 updates to make certain that the data reflects actual market and Customer conditions on a weekly basis. Follows up on the accuracy and validity of this data with the RSM’s.
• Manages the process with the Sales team of C4C updates including (but not limited to) visits, lead follow up, opportunity creation and tracking, Customer detail updating as requested on a daily basis. Ensures the data supplied is accurate and drives actions, including countermeasures, when applicable.
• In conjunction with the VP, plays the lead role in the development of Sales Booking and AOP operating expense plans based on data available and input from others. Challenges the validity of submissions where necessary and initiates actions when required.

• Monitors cost center budget with VP on monthly basis to ensure compliance and adherence to plan – alerts others when financials are skewed away from budgetary allowances.

• Supports the VP on managing Representative contract reviews as needed. Initiate actions needed to keep contracts current and accurate.
• Reporting: Based on the SD with meaningful targets, prepares the details in close collaboration with RSM and Reps, highlighting key metrics and insights for discussion and evaluation with the VP Sales.
• Where metrics are not moving in the right direction, works with the sales group to develop appropriate countermeasures for implementation in order to get back on track.
• Market Research: Conducts independent market research to stay updated on industry trends and competitor activities. Provides a summary of this information to present to the team, recommending and implementing appropriate actions to support the analysis of data.

Sales Technical Support & Training

• Training and Development – supports training and development initiatives for the sales team to enhance their skills and performance, based on interactions with the team and developmental goals. Suggests how to close any training gaps identified through the implementation of training (internal/external).
• Actively engages in the Accounts Receivable process to ensure timely payment – drives actions to RSMs on a weekly basis – ensures stated actions are followed through.
• Along with the VP, suggests and supports the development, planning and implementation of Sales Meetings, and other Sales team improvements identified.
• Based on product and process knowledge, supports on-site customer technical visits as required acting in a sales leadership role for Gleason

Qualifications (Knowledge, Skills & Abilities):

Preferred Education/Training/Experience

• Bachelor’s Degree in a business or technical role preferred. A minimum of 5 – 8 years experience in a sales or technical role. Equivalent combination of education and experience considered.
• Excellent communication and organizational skills required
• Previous technical/Sales experience or work in a professional sales team preferred
• Emphasis on commercial experience required (contract language, terms and conditions, etc.)
• Ability to work in a fast-paced, diverse environment
• Strong analytical skills (not only collecting data – but making informed decisions with resolution and improvement in mind)
• Problem Solving Skills – using demonstrated formal problem-solving methodologies to address challenges and implement robust solutions
• Must be willing to travel (US) as required

Computer Skills/Knowledge

• Microsoft Office 365 (Word, Excel, PowerPoint, Outlook, SharePoint, Power BI), SAP, C4C, etc.
• Knowledge of cylindrical and bevel gear manufacturing processes helpful

The salary range in this posting depends on qualifications and experience. Actual compensation may vary, and this job posting is not necessarily reflective of actual compensation that may be earned, nor a promise of any specific pay for any specific employee, which is always dependent on relevant experience, qualifications/education, and other factors including work schedule, shift premiums, and overtime.

Gleason is an Equal Opportunity Employer and considers applicants for all positions without regard to age, disability, genetic information and/or predisposing genetic characteristics, marital status, national origin, race/color, religion, sex/gender, sexual orientation, military or veteran status, victim of domestic violence status, arrest or conviction record, or any other characteristic protected by applicable laws.

OFFICE ENVIRONMENT

PHYSICAL DEMANDS

The physical demands described here are representative of those that would need to be met by an employee to successfully perform the essential functions of this job in an office environment. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel; and talk or hear. The employee may occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job may include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee may encounter while performing the essential functions of this job in an office environment. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts. The noise level in the work environment is usually moderate.

REASONABLE ACCOMMODATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, experience and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This job description in no way states or implies that these are the only duties to be performed. Employees are required to follow any other instructions and to perform any other duties requested by their manager or supervisor.

DISCLAIMER

The duties listed in this job description are intended only as illustrations of the various types of work that may be performed and is not an all inclusive summary of job duties and responsibilities. The omission of specific statements or duties and responsibilities does not exclude them from the position if the work is similar, related or a logical assignment to the position. This job description does not constitute an employment agreement between the employer and employee and is subject to change by the Company as the needs of the Company and requirements of the job change.