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Welcome to your future,
welcome to SCHOTT!

In 41 countries around the world, SCHOTT employees, over 16,700 of them, are actively working towards the future, using innovative ideas and high-tech materials such as special glass and polymers. They are helping to shape the world of tomorrow, and they are people who value empowerment and creative freedom.

Good ideas can come to anyone, anywhere. If you also have good ideas to offer, we have challenging job opportunities for you as

Defense Division Manager

The Job

This positiion will lead the global Sales Division with a focus on US business and ensure new business growth based on new technologies.

Responsibilies include:

Market & Strategy
-Understands the competitive environment and the competitive position of our products (incl. Benchmarking).
-Establishes and maintains a network/good relationship within the industry in order to recognize business opportunities.
-Incorporates the input from market into our strategy.
-Develops and implements the key elements of the defense strategy in close cooperation with the defense office in Washington. Product (Differentiation IP and Roadmap), Placement (Prioritization of customers) and Promotion (Branding).
-Develops and implements a pricing and profitability optimization strategy.
-Identifies key success factors in the market and new product requirements. Based on this initiates new product developments and the necessary developments of new capabilities whether making or purchasing. Work closely together with the heads of product development and the defense office. Goal is to stabilize long term the ratio of new product on a high level (>30%).

Customers & Sales
-Organize and lead world wide sales activities within the SCHOTT organization for the defense division products as assigned.
-Responsible for the achievement of the sales and profitability goals.
-Make sure that we have a high penetration of A-customers across different functions. Works closely together with the defense office in Washington on high level customer contacts.
-Maintains personal contacts with the A-customers. Discuss their applications and sell the SCHOTT position and capabilities including BU cross selling. Leads important pricing negotiations.
-Organize the contribution of sales to the working capital optimization especially with respect to raw material planning, safety stocks and consequent follow up requirements such as accounts receivable.
-Permanently optimizes the sales process using the CRM tools and initiatives.

Planning
-Responsible for the sales and profitability planning. Updates the forecast of order entry and sales. Implements and prioritizes corrective action in case of deviations. Updates the Risk Management System on a monthly basis.
-Makes Recommendations for production and logistics within the SCHOTT and MORITEX organization. Develops a Technology Roadmap in cooperation with Engineering teams and initiates product development and Innovation.

Leadership
-Manages and leads the employees in your area of responsibility including annual goal agreement process and employee development process. Plan long term development of direct reports through succession planning.
-Organize the roles and responsibilities of the employee (product lines, regions) and coaches the employees.
-Ensure that roles and responsibilities for A customers are clearly defined.
4 Organize the compliance with company wide frameworks (IMSU etc.) and implements site or group wide initiatives. 5 Responsible for compliance with legal requirements especially in the area of export control (ITAR; refer to Export Compliance Manual & Technology Control Plan). 6 Champion for new products. The division members understand themselves as responsible for the implementation of the stage gate process until transfer to serial production. 7 Leads the implementation of the guidelines of cooperation with the defense office in Washington in your area of responsibility. All other duties as assigned

The Qualifications

Education:
Technical degree required –B.S. in engineering, physics, optics, etc.

Experience:
Minimum 8 years experience in sales / product management of technical product. Experience in sales of components to OEM’s helpful. Must have 8-10 year minimum Defense Industry Experience.

Skills – Knowledge:
•Effective selling and negotiating skills
•Sufficient technical knowledge to understand customer applications and requirements and offer solutions.
•Results oriented, able to complete activities and tasks expeditiously.
•Leadership skills to initiate and complete actions required for success.
•Strong presentation skills.
•Good judgment and good decision making ability.
•Effective communication skills: listening, writing, speaking and oral presentations.
•Able and willing to work with others on a team – including being an effective team leader.
•Ability to provide leadership for change and continuous improvement.

Curious? Please forward your credentials to:

Human Resources

122 Charlton Street

Southbridge, MA 01550

Tel. +1.508.765.9744

Fax +1.508.764.6273

jobs.southbridge@us.schott.com

http://www.us.schott.com

Schott North America, Inc. is an Equal Opportunity/Affirmative Action employer (M/F/D/V)

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