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Strategic Relationship Manager NNA - Western US

Company: MSA Safety
Location: San Francisco
Posted on: May 27, 2023

Job Description:

MSA, The Safety CompanyStrategic Relationship Manager NNA - Western USUS-CA-San FranciscoRequisition ID: 2022-6160Type: Full-Time# of Openings: 1Category: SalesOverviewFor more than 100 years, our passionate mission of safety empowers us to protect lives. MSA Safety is a global leader in the development of safety equipment and pioneering technology that helps protect people and facility infrastructures around the world. We are committed to providing the latest in innovative, best-in class safety solutions that feature integrated systems capability and allow our customers to return safely to their families and friends. Every day our customers place their lives in our hands. In response, we provide them with protection they can trust. It is gratifying to lead the way as a source of inspiration. Would you like to join our team of more than 5,000 employees world-wide dedicated to this purpose? We hope so. MSA is looking for a strategic thinker with strong fire service knowledge, relationship savvy and clear, concise and convincing communication skills. Reporting to the Director of US First Responder Sales, you will work closely with the field sales force to identify new business opportunities, develop account strategies, conceptualize and implement business programs with a specific focus on creating and strengthening relationships with influencers at large city fire departments, government agencies and fire departments, other industry recognized leaders, influential agencies and union leadership. If this sounds like an exciting opportunity, then we want to hear from you! Responsibilities

  • Increase sales of MSA's fire service products including: SCBA, fire helmets, thermal imaging, gas detection, turnout gear, boots, and MSA's hardware as a service (HaaS)/software as a service (SaaS) solutions such as MSA+, with a primary focus on large professional fire departments, government agencies, and labor leaders.
  • Engage MSA Field Sales Associates to develop and implement account strategies and action plans for strategic customers to achieve maximum sales volume and market share gains
  • Manage and strengthen key organization relationships with Fire Chiefs, Firefighters, Labor Representatives, etc.
  • Develop relationships with Department of Defense officials by aligning with MSA's Government sales teams strategic plan to ensure conversion of all Fire Service product groups at key military bases.
  • Work closely with RSDM's and FRSM's to identify relationship building opportunities at large customers and provide guidance, lend support, and coordinate visits to enhance MSA's position with administration, rank and file, and labor leaders
  • Support and coach RSDM's and FRSM's with union engagement best practices and training
  • Solicit, expand, and maintain favorable relationships with potential and current target accounts and market influencers
  • Coordinate, plan, and lead MSA's presence at strategic events and relationship building opportunities including:
    • IAFF: ALTS Conference, Redmond Symposium, Annual Conference, and Fire Ops 101
    • Federation of State and Provincial Firefighter bi-annual meetings
    • FCSN: Leverage field partnership efforts
    • Strengthen MSA's working relationship with key members of the International Association of Fire Fighters (IAFF) including headquarters, Regional VPs, state representatives, and influencers at local affiliates
    • Maintain active working relationships with identified existing large end-users and focus on developing and closing opportunities at target accounts with special emphasis on competitive conversions
    • Effectively communicate Voice of Customer feedback into our new product development process and to other stakeholders
    • Partner with other team members and channel partners to support "in service" product, services, and solutions and other new product implementation activities at large end user fire departments
    • Acquire and maintain CARE certification and other related advanced product expertise
    • Work with Marketing Managers, other corporate stakeholders, RSDM's, and FRSM's to support key fire service training academies and organizations to expose firefighters to MSA products
    • Provide effective monthly updates and details on target account activity for all assigned strategic accounts
    • Use Salesforce to document customer activities, visits, and provide commentary on new business opportunities
    • Report trends and competitive activity in the marketplace that could potentially affect MSA's market share by gathering information on trends and competitive activity from:
      • MSA First Responder Sales Managers
      • Key end users
      • Influential Agencies and Firefighter Union Leadership
      • Channel partners
      • Provide a high level of customer satisfaction and build customer loyalty within strategic accounts for repeat business and revenue growth
      • Willingness to travel 40-50% overnight, within the US and Canada. QualificationsKnowledge, Skills & Abilities
        • Excellent communication (including written and verbal technical and non-technical), interpersonal and management skills.
        • Demonstrated success with strategy development, applying strong understanding of go-to-market initiatives.
        • Proven track record of understanding customer needs and developing solutions to assure customer satisfaction within the fire service market.
        • Excellent computer skills including MS Word, Excel, PowerPoint
        • Proven ability to guide, mentor and motivate others, including distributors within the fire service market gear.
        • Proven planning and organizational skills.
        • Proven ability to grasp technical product knowledge.
        • Experience with social media for communication purposes.
        • Ability to work independently and complete tasks with little supervision.
        • Proven ability to organize and present product and demonstrations to large groups.
        • Demonstrated attention to detail, analytical skills and strong negotiation skills.
        • Demonstrated capabilities of exceeding sales and profitability goals, with general understanding of business financials.
        • Proven ability to utilize CRM data analytics, reporting, and forecasting information to guide business decisions.
        • Willingness to travel 40-50% overnight, within North America.Education and Experience Required
          • Bachelors degree in related field or equivalent (4 years of relevant work experience may be substituted for a bachelors degree).
          • 8 years experience in fire service sales.
          • Experience managing fire service market distributors.
          • Significant experience in building and managing relationships with key members and influencers within the fire service in order to drive sales growth and profitability. For California applicants:
            • Pay Range: $93,00 to $141,000 For Colorado and Washington applicants
              • Pay Range: $88,000 to $131,000 #LI-EE1#RemoteMSA is committed to the principles of equal employment opportunity and to providing a workplace that is free from unlawful discrimination. As such, it is MSA's policy not to discriminate against any employee or applicant for employment on the basis of the person's age, color, creed, disability, ethnicity, race, religion, gender, marital status, sex, sexual orientation, gender identity, national origin, citizenship status, veteran's status, genetic information, political affiliation, disabling condition, or any other category protected by applicable federal, state, or local law. MSA also makes reasonable accommodations for individuals with disabilities who are otherwise qualified to perform a job unless such accommodations would impose an undue hardship.If you are an individual with a disability and need an accommodation to assist you in navigating this career site, let us know.Contact Us MSA is an Equal Employment Opportunity/Affirmative Action Employer. Minorities/Females/Individuals with Disabilities/Protected Veterans.Please see job descriptionPI215361049

Keywords: MSA Safety, San Francisco , Strategic Relationship Manager NNA - Western US, Executive , San Francisco, California

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