23 days old

Senior Manager Business Development, Americas Fire Service PPE

MSA, The Safety Company
Madison, WI 53558
  • Job Code
MSA, The Safety Company

Senior Manager Business Development, Americas Fire Service PPE


Job ID: 2021-4543
Type: Full-Time
# of Openings: 1
Category: Sales


For 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.

Reporting to the COO of Globe, this position develops strategies to penetrate key fire departments, DOD and Government accounts. The role manages and leverages the supplier base, works closely with the field sales force to develop account strategies, conceptualizes and implements business programs, identifies new business opportunities, as well as manages and expands account relationships within target fire departments, DOD, Federal Government, influential agencies and union leadership.


Increase sales of MSA's fire service products including turnout gear, fire helmets and boots with a primary focus on targeted business development accounts.

  • Focus on the strategic initiatives and priorities on large professional fire departments and other related customers in the industrial, government, and military markets
  • Collaborate with RSDM's and FRSM's to develop strategic plans to target accounts with collective focus.
  • Partner with Globe Field Sales Associates to develop and implement account strategies and action plans for strategic customers to achieve maximum sales volume and market share gains
  • Coordinate corporate support of large city opportunities by leading cooperation and collaboration between sales and marketing, bid preparation and proposal development.
  • 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
  • Use Salesforce to document customer activities, visits, and provide commentary on new business opportunities
  • Provide effective monthly updates and details on target account activity for all assigned strategic accounts
  • Report trends and competitive activity in the marketplace that could potentially affect Globe's market share. Gather intel and competitive activity from the Globe Sales Team, MSA First Responder Sales Managers, Key end users, Influential Agencies and Firefighter Union Leadership, Channel partners and Supplier Base
  • Partner with Channels to provide insight into MSA's head to toe strategy.

Develop and maintain strategic relationships

  • Solicit, expand, and maintain excellent relationships with supplier base and market influencers to leverage key access in larger target departments
  • Strengthen Globe'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
  • Coordinate, plan, and lead Globes presence at strategic events and relationship building opportunities, including the coordination and execution of customer visits to Globe's locations and Globe sponsored events to ensure maximum value.

Training development and execution

  • Partner with Marketing Managers, other corporate stakeholders, RSDM's and FRSM's and channel partners to support "in service" product training, training academies and other new product implementation activities at large end user fire departments.
  • Develop and provide training to MSA Sales leaderships, Field Sales, Distributors and Strategic Accounts staff to ensure adequate knowledge of target markets to successfully execute strategy
  • Provide training and communicate methods and approaches to development of key corporate accounts for Sales leaders to utilize on a localized level.
    Collaborate with RSDM and FRSM to provide product training and a corporate presence to channel partners as needed

Ensure customer satisfaction

  • Work closely with current users to ensure customer satisfaction by addressing any product performance concerns or field quality issues in a timely and effective manner and effectively communicate Voice of Customer feedback into our new product development process and to other stakeholders


Special Knowledge, Skills and Abilities Required:

Excellent communication (including presentation, 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
Proven ability comprehend complex technical product knowledge, including extensive customization needs and option availability.
Thorough understanding of the regulations related to MSA's fire service products
Proven ability to drive development and implementation of new customer initiatives, including project management experience
Significant experience in building and managing relationships with key members and influencers within the fire service in order to drive sales growth and profitability
Proven ability to navigate large customers and develop strategic relations with key decision makers
Demonstrated capabilities of exceeding sales and profitability goals, with strong understanding of business financials (P&L, Balance Sheet, Income Statements, etc.)

Education Required:

Bachelors degree in related field or educational academic equivalent.

4 years relevant work experience may be substituted for a bachelors degree.

Experience Required:

Level I: 12 years sales and account management experience
Level II: 15 years sales and account management experience-

Preferred Experience:

International sales experience

Turnout gear textile supplier experience


75% throughout Americas region

*Preferred candidate identified

MSA 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.

Posted: 2021-03-26 Expires: 2021-04-26

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Senior Manager Business Development, Americas Fire Service PPE

MSA, The Safety Company
Madison, WI 53558

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