Jobs at Barnhart

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Focus Market Manager
Fairhope, AL(Careers)
Job Number: 18-369 (550/606)

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MINDS OVER MATTER - Barnhart has built a nationwide reputation for solving problems. We specialize in the lifting, heavy-rigging, and heavy transport of major components used in American industry. Barnhart is committed to continuous improvement and to be the best heavy lift and heavy transport company. Our customers can expect Barnhart to aggressively pursue innovative ways to lower overall project costs and improve safety.

NETWORK – Barnhart has built teams that form one of the industry’s strongest network of talent and resources. We have over 45 branch locations across the U.S. working together to serve our customers. This growing network offers our team members constant opportunity for career growth and professional development along with the opportunity to serve others within and outside the company. 

ONE TEAM - Barnhart has a strong team culture -- the “One TEAM.”  We are looking for smart, hard-working people who strive for excellence in their work and appreciate collaboration. Join a team that values Safety, Quality Service, Innovation, Continuous Improvement, Fairness, and Profit with a Purpose.

Organizational Information:

  • Department:               Branch Service Center
  • Sales Classification: Sales Manager II
  • Reports To:                Senior Vice President – Sales & Marketing

Summary: Senior business developement leader tasked with growing Barnhart business share and profitability in an assigned market that is significant to many Barnhart branches. Using a servant leadership model, increase the effectiveness and success of the field sales force and champion the industry within the company for appropriate resource allocation. 

Purpose: 

  • Develop and implement cohesive marketing and sales strategies to meet and exceed sales goals.
  • Provide senior level marketing support, leads, bid opportunities, direction and guidance to sales personnel.
  • Act as a high impact coach to the branch sales team and strategic account salespeople.

Dimensions:           

  • $25M - $75M business segment.
  • Single national Focus Market.
  • Up to 50% travel (2-3 nights per week).

Responsibilities and Principal Duties:

  • Promote and participate in leading safety as a company value.
  • Become company expert on market conditions, needs, opportunities and targets.
  • Develop annual sales and marketing plan with objectives, tactics and goals for growing volume and profitability of the Focus Market.
  • Coordinate regular meetings with assigned sales personnel, sales managers, branch managers, and regional directors to set goals, implement strategies, report on activities and train.
  • Collaborate with Marketing Department to develop campaigns, sales tools and value proposition to drive growth and profitability. Work with branches to implement campaigns and strategies.
  • Assist in presenting Barnhart capabilities and make joint sales calls to significant customers.
  • Measure and manage market penetration, growth and profitability.
  • Represent the market to senior management as required to remove obstacles, allocate resources and develop new tools / offerings.
  • Provide appropriate reporting to the company and senior management.
  • Monitor and track competitor’s strengths, weaknesses, geography, growth, and strategies.
  • Serves as a sales conduit for all sales activities for assigned market.
  • Coordinate sales assignments, proposal preparation, branch interaction, training and accountability.
  • Coach and mentor assigned salespeople to accelerate mastery of the company sales process.

Supervisory Responsibilities:

  • Supervision Received: High level position that must execute based on vision and goals of the department and company without specific task instruction.  Must be a self-starter capable of operating with limited daily supervision. May be branch or remote-office based. 
  • Supervision Given:  No direct reports. Works directly with and supports assigned branch sales personnel to assist in estimating work, reviewing proposals and introducing Barnhart to new customers.  Servant leadership is key to success in this role to build respect, rapport and influence across the branch network.

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

  • Education:  Bachelor’s degree required.  Engineering discipline preferred.
  • Experience: 10 - 15 years business and market experience in the industrial or construction sector with a history of creative solutions.
  • Technical Aptitude:  Must be “mechanically inclined” with basic understanding of machinery, heavy construction and basic principles of industrial project flow.  Basic math and geometry are necessary.
  • Administrative Skills: Excellent oral and written communication skills.  Computer literacy in MS Word, Excel, and PowerPoint. Proficient in CRM or ability to learn quickly.  
  • Physical Requirements:  Requires frequent overnight travel, job site surveys including time outdoors and climbing.  Must pass a fit for duty exam.

Work Environment:  Customer offices and industrial facilities with interaction at all levels of business enterprise – field supervision through business executives.

Internal and External Contacts:

  • Internal: The position will interface with all levels of branch employees, regional directors, engineering, project managers, and sales personnel.  Interaction with Senior Team is expected to provide input in corporate strategy and improvement.
  • External: The position will interface with senior customer personnel, engineers, construction contractors, project managers, superintendents, industrial plant personnel, and subcontracted vendors.

Disclaimer:  The above statements are intended to describe the general nature and level of work to be performed.  The above statements are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of the incumbent in this position.  Management retains the discretion to add to or change the duties of the position at any time.

 

EOE/AA Minority/Female/Disability/Veteran

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