Position Overview:

The primary function of the Segment Development Manager is to oversee the Go-To-Market for the Education and Healthcare segments within the Distributed Infrastructure vertical. This includes Eaton Datacenter and IT product offerings nationwide strategy within the identified vertical segment; Education and Healthcare. This individual is tasked with the achievement of segment and product penetration sales plan goals, ensuring end customer intimacy and adoption, driving market share gains for the CPDI portfolio of products, and optimizing the effective ROI of sales and marketing investment strategies across the identified verticals. Overlaying all go-to-market channels, this individual will also be responsible for developing and executing strategies and programs for any CPDI products & services, as well as adjacent Eaton datacenter product lines (cable trays, etc.) that can be sold into the Education and Healthcare verticals.

The primary functions include understanding Eaton’s support structure available to sales, including EatonCare; understanding Eaton proprietary systems and software including Bidmanager and VISTA; applying technical knowledge for all products that are involved with the sales assignment; comprehension of project specifications and drawings; ability to gain confidence of customers and become a trusted source of information about Eaton offerings.

Making what matters work at Eaton takes the passion of every employee around the world. We create an environment where creativity, invention and discovery become reality, each and every day. It’s where bold, bright professionals like you can reach your full potential—and where you can help us reach ours.

In this function you will:

• Direct enablement KPI’s that support sales plans to reach market share objectives across all support functions. Collaborate to develop thought leadership for the specified markets to optimize segment penetration.
• Develop and deploy vertical and product-based sales strategies for the D-IT (CPDI) product portfolio nationally for the Education/Healthcare segments.
• Engage cross-functionally across all Distributed Infrastructure channel and field sales leadership to identify entry points into the Education/Healthcare segments and opportunities for acceleration of the strategy.
• Support and execute CPDI (Eaton and Tripp-Lite) brand and specific messaging to drive sales growth and market adoption.
• Transform voice of customer into value propositions and leading sales / marketing tools, working closely with product marketing / management and marketing communication teams.
• Measure against Eaton sales and make recommendations on market coverage models and metrics to drive market development.
• Support the creation of a centralized dashboard with data coming from the various systems and distributor and partner POS reports.
• Perform market research (segmentation and adjacent verticals), as directed by sales leadership to determine vertical operating plan.

When we embrace the different ideas, perspectives and backgrounds that make each of us unique, we — as individuals and as a company — are stronger.

Qualifications

Required (Basic) Qualifications:

• Bachelor’s Degree from an accredited institution
• 5+ year of technology related sales experience, electrical industry preferred
• Possess and maintain a valid and unrestricted driver’s license
• Legally authorized to work in the US without company sponsorship

Preferred Qualifications:

• Direct field sales experience working with end user customers and partner network accounts
• Experience in selling into enterprise accounts including Education and/or Healthcare
• Salesforce or CRM tool experience
• Experience selling for an IT manufacturer, reseller or distributor

Position Criteria:

• Ability to respond to a variety of challenging circumstances while continuing to demonstrate superior selling skills for important customer services and applications
• Electrical product knowledge
• Ability to provide technical solutions built around customer needs
• Skilled in time management
• Possess negotiating skills while understanding and using techniques needed to close orders
• Experience with preparing sales proposals that meet customer expectations
• Robust presentation, training and communications skills
• Experience utilizing Value Added selling techniques
• Strong work ethic, communications skills, competitiveness, willingness to learn and adept at building relationships
• Experience working with Bidmanager and Vista