1PMZNFST 4BMFT (MPCBM ,FZ DDPVOU .BOBHFS .FEJDBM … · Ropella | Executive Search and Consulting — Chemical and Allied Industries | Trelleborg Trelleborg is a world leader in engineered

CASE STUDY:........................................................................................................................................................... MARKET NICHE

Polymers

........................................................................................................................................................... POSITION NICHE

Sales

...................................................................................................................................................................................................................................................................................................................... JOB TITLE

Global Key Account Manager

- Medical ........................................................................................................................................................... CLIENT

Trelleborg

......................................................................................................................................................................................................................................................................................................................

COMPANY

TrelleborgPOSITION

Global Key Account Manager

LOCATION

Home-based Office

Trelleborg New Haven, CT

For more information contact:

Eric Krause

Client Manager

Ropella

850-564-2853

[email protected]

ROPELLAG R O W I N G G R E A T C O M P A N I E S

TM

8100 Opportunity Drive, Milton, Florida 32583850-983-4777 | www.ropella.com

http://www.ropella.com

TrelleborgGlobal Key Account Manager 2

Ropella | Executive Search and Consulting — Chemical and Allied Industries | www.ropella.com

TrelleborgTrelleborg is a world leader in engineered polymer solutions. Their innovative engineered solutions accelerate performance for customers in a sustainable way.

The Trelleborg brand has existed for more than 100 years and today Trelleborg is well-known in a range of different market segments. The brand summarizes their promise – innovative and reliable solutions that seal, damp and protect in demanding environments.

The Trelleborg promise, based on their vision, business concept and core values, is created and maintained by everything that they do, by each employee, every day.

In Trelleborg’s brand strategy, Trelleborg is the master brand for the entire Group, supplemented with subsidiaries’ brands, which are targeted to specific customer segments.

The aim of the strategy is also to strengthen the Trelleborg brand globally, to take advantage of synergies and to maximize the impact of their operations. In this manner, they drive long-term and profitable growth.

In the past year, the focus on the Trelleborg brand has been further strengthened through activities, such as rationalizing the brand portfolio and enhancing emphasis on harmonizing all global communication.

Trelleborg’s Vision & Strategy

Vision: To be the customers’ first choice in selected market segments, creating value through high-performance solutions.

Strategy: To secure leading positions in selected segments. This means that we seek niches that - by virtue of our applications knowledge and range of advanced products and solutions - provide market leadership.

To learn more about Trelleborg, click the picture on the left.

Company Information

Experts in Polymer Engineering

More Information:

www.trelleborg.com

http://www.kochind.com

http://www.trelleborg.com

https://www.youtube.com/watch?v=PIDhTa1PFww



Trelleborg Group Business AreasTrelleborg Coated Systems

Trelleborg Coated Systems is a leading global supplier of unique customer solutions for polymer-coated fabrics deployed in several industrial applications.

Trelleborg Industrial Solutions

Trelleborg Industrial Solutions is a leading supplier of polymer-based critical solutions in such industrial application areas as hose systems, industrial antivibration solutions and selected industrial sealing systems.

Trelleborg Offshore & Construction

Trelleborg Offshore & Construction is a leading global supplier of polymer-based critical solutions for deployment in highly demanding offshore oil & gas and infrastructure construction environments.

Trelleborg Sealing Solutions

Trelleborg Sealing Solutions is a leading global supplier of polymer-based critical sealing solutions deployed in demanding general industry, light vehicle and aerospace environments

Trelleborg Wheel Systems

Trelleborg Wheel Systems is a leading global supplier of tires and complete wheels for agricultural and forestry machines, forklift trucks and other materials handling vehicles.

Coated Systems

Wheel Systems

Sealing Solutions

Offshore & Construction

Industrial Solutions

Business Area Information




Engineered Coated FabricsThroughout the world, within the most technologically advanced industries, Trelleborg adds layers of innovation to ensure the highest performance in engineered coated fabrics. Their polymer-engineered solutions are built on technical and industry know-how, delivered by experienced teams across a tried and tested process methodology.

Working within wide-ranging sectors, from marine to aerospace, recreation to transportation, Trelleborg has the experience to help engineer the fabric of any industry. They regularly customize and develop solutions for businesses in sectors such as:

Business Unit Information

Applied Engineering Fabrics

Recreation

Aerospace

Marine

Defense

Automotive

Medical




Medical Equipment & Life SciencesFor customers in the Healthcare & Medical Industry, Trelleborg delivers a range of innovative engineered solutions for demanding applications within the pharma, medical technology & equipment, biotech, medical supplies and healthcare equipment segments.

Trelleborg is committed to supporting the healthcare and medical industry with advanced polymer engineered components. Already a leading developer and manufacturer of sealing solutions for healthcare and medical applications, Trelleborg has recently made significant investments in advanced technology to expand its offerings to its customers.

With an extensive portfolio of proven engineered coated fabrics and the expertise to develop innovative, application-specific solutions, Trelleborg is a partner that can always meet their customer’s exact requirements.

Product Information

Click picture to learn more about Trelleborg’s solutions

Blood Pressure Cuffs

Surgical Room Tourniquets

Critical Care Mattresses

Surgical Removal Bags

Drug Delivery Systems

Medical Fabrics

“Supporting the Healthcare and Medical Industry with Advanced Polymer Engineered Components, we share the

life science industry’s focus on patient safety, improved efficiency and operational success.”


http://www.trelleborg.com/en/engineered-fabrics/industries/medical--equipment--and--life--sciences



Steve Brockman, Director of Sales & Business Development Steve Brockman has almost 25 years of sales, sales management and senior management roles in the polymer and engineered coated fabrics industries. He has held leadership roles at Trelleborg, Milliken & Company, Chesterton, and R.L. Hudson & Company. Steve is passionate about driving competitive advantage through sales excellence. His most important leadership trait is helping others to become more successful and to achieve more than they know possible. Steve earned his MBA from the Darla Moore School of Business at the University of South Carolina and his BA in Economics from Wofford College.

When not working, Steve enjoys spending time with his wife and three daughters, serving on the board at the local school and his church and volunteering in the community. “I absolutely love pulling for the South Carolina Gamecocks!”

Michael Laton, Director of Business DevelopmentMichael Laton is the Director of Business Development at Trelleborg Coated Systems. Before coming onboard with Trelleborg, Michael worked at Honeywell Safety Products, Sperian Protection, and Tencate Protective Fabrics with roles such as Senior Product Manager, Strategic Market Development Director, and Senior Product Development Engineer. He is a seasoned professional in the textile industry with over 15 years of Business and New Product Development experience. He acquired his MS in Textile, Fiber, and Polymer Engineering from the Georgia Institute of Technology, and his BS in Textile Engineering from North Carolina State University.

Hiring Team Information

Steve Brockman

Michael Laton




Global Key Account ManagerRole

The Global Key Account Manager will take strategic ownership and grow the North and Central America market for Trelleborg’s medical product portfolio in the healthcare and medical equipment segment.

Responsibilities

� Manage key accounts in the healthcare and medical equipment segment; consult with customers and internal resources in Business Development and New Product Development to provide technical solutions from a range of Engineered Fabrics offerings, including rubber and polyurethane

� Primary focus on North America, but supporting global growth and strategy for the medical market

� Manages the customer relationship through all phases of the sales cycle using the Trelleborg Sales Excellence consultative selling process

� Detailed development of Key Accounts strategy and action plans

� Coordinates sales, customer service, technical support and quality service to ensure proper account maintenance and growth

� Works with customers to identify and define new product development opportunities

� Continuously assesses the marketplace and identifies new business development opportunities and market trends that are in alignment with Trelleborg’s value proposition

� Resolves customer complaints by investigating problems, developing solutions, preparing reports and making recommendations to management

� Records results of all sales activities and other market intelligence information in CRM

� Provides sales forecasting and budgeting information as required

� Prepares marketing plans to include specific objectives such as target accounts, customer forecasts, personnel requirements and product development requirements

Position Information




� Participates in industry-specific associations and selected trade shows / exhibitions and technical seminars to maintain high visibility for Trelleborg

� Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional societies

� Monitors competition by gathering current marketplace information on pricing, products, new capabilities and quality performance

� Maintains territory expenses as budgeted

Qualifications

� 5+ years of business-to-business sales experience into healthcare and medical equipment manufacturers, ideally selling a technical polymer product portfolio

� A developed network and relationships at various levels within the healthcare and medical equipment industries

� Successful track record of key account management and new business development

� A self-starter with an entrepreneurial mindset and get-it-done attitude

� Good knowledge and affinity with polymer materials and urethane chemistry would be an advantage

� Excellent computer application skills such as Salesforce.com CRM, Microsoft Word, Excel, PowerPoint, etc

� Excellent knowledge of English; additional languages are a clear positive point

� Bachelor’s Degree in business, marketing, sales, engineering or related field is highly preferred

� Ability to travel domestically and internationally 50 – 75% of time




If you have open positions in your organization, give us a call and put our people and our process

to work for you.

ROPELLAG R O W I N G G R E A T C O M P A N I E S

TM

8100 Opportunity Drive, Milton, Florida 32583850-983-4777 | www.ropella.com

For more information contact:

Eric Krause

Client Manager

Ropella

850-564-2853

[email protected]


http://ropella.com/toc.htm

Skill Survey Global Key Account Manager - Medical

Name: Date:

1. Outline University Degree(s): (Please provide the Name, the Location, and the Phone Number of each Institution)

2. Outline your expertise, including years' experience in sales or business development roles focused on selling into healthcare and medical device/equipment manufacturers. Please highlight all experience related to technical polymer products.

3. Outline the territories that you cover or have covered while in relevant sales and/or business development roles.

4. Describe your greatest success to date in sales or territory growth and expansion. Share an example that demonstrates your ability to drive sales and significantly increase the customer base and/or market penetration of your product line. What do you feel was the key factor in that success?

5. Provide an overview of the major medical device, life sciences and other relevant-to-this role customers with whom you have successfully sold to and/or where you have established connections. What are the functions and levels of the majority of your contacts within these organizations? (Please note: confidential information is neither requested nor desired.)

6. Describe a significant challenge or roadblock that you have faced in your recent career and how you were able to address it. What were the final results?

7. Describe your experience working in a highly entrepreneurial, self-directed situation. What tools, strategies and techniques have you most routinely employed for achieving goals, personal time management, and organization?

8. What is your comfort level with travel? Do you have a maximum % level of travel or # of days/weeks away from home that you could sustain?

9. Tell us about any non-compete and/or employer restrictions that you may have. Please provide these documents for our review.

10. If asked one of the following questions during an interview, how would you answer? Why are you considering this opportunity? (or) What motivated you to consider a job change at this time?

11. Have you ever applied, either directly or through a third party, for any role with Trelleborg ? If so what was the date of your most recent application (month/year)?

References Please provide three to six references. The first priority is current and/or past supervisors, then employees, then peers, then customers (where appropriate).

Example: Bob Smith, currently - Business Director at ABC Corporation 412-123-4567, Email: [email protected]. Was Business Director, my direct supervisor, while I was a Manager at ABC Corporation.

We will NOT contact any references until after completing the

interview process and not without notifying you first.

1) 2) 3)

4) 5) 6)

Our Candidate Comparison Score Card is to be completed on every candidate you have now screened as a potential fit. If you can tell that some of the candidates are probably Low level (in a superficial overview) in comparison to others you set those aside now and just score the rest. The Score Card will help you objectively weigh all the Must

Haves and even the preferences in such a way that at the end of using the Score Card process you can be pretty sure who the High plus candidates are, who the High

candidates are, and who the Medium candidates are. Then we focus on scheduling for the High Potentials.

Candidate Comparison-Scorecard Grader's Name:

Candidate Name: Grade:

Client Name: Trelleborg Hiring Mgr: Michael Laton

Position: Global Key Account Manager - Medical

HR Contact: Eden Isbell

Salary Range: 120K - 140K

Candidate Base: Bonus:

Communications: L = Heavy Accent - Hard to Understand M = Accent - Understandable H = No Accent

- Easy to Understand

Comment:

Attribute H/M/L Comment

1. Education H = Bachelor's degree in related area. M = +1/2 MBA L = N/A

2. Sales/Business Development Experience H = 5+ years of experience selling a technical polymer product into medical equipment and device manufacturers. M = 3-5 years of experience selling a technical polymer product into medical equipment and device manufacturers. L = 3 or less years of experience selling a technical polymer product into medical equipment and device manufacturers.

3. Territories Covered H = Has been successful in a variety of territories or in a large regional territory. M = Has been successful in a territory covering at least three states. L = Limited territorial coverage.

4. Ability to drive sales H = Significant sales/market expansion noted that demonstrates success with great examples. M = General answer indicating success in this area with few examples. L = Answer does not indicate success in this area.

5. Customer Network H = Established relationships at a variety of levels with major companies/organizations. M = Established relationships at a variety of levels with few companies/organizations. L = Minimal experience in this area.

6. Significant challenge faced in recent career H = Clearly defined answer indicating a specific example that was successfully defended. M = Broad answer indicating success in this area. L = Answer does not indicate successful experience in this area.

7. Corporate Culture H = Comfortable in faced paced changing environment - answer shares specific techniques for personal time management, organization and achieving goals M = Broad answer indicating the ability to be successful in highly entrepreneurial organization. L = Answer does not indicate previous success working in a fast paced lean organization, no clear organization or time management strategies indicated.

8. Travel H = Road warrior open wide to travel. M = Will travel up to 50%. L = Less than 35% travel.

9. Non-Compete H = No relevant non-compete or non-disclosure in place. M = Has a peripheral non-compete or non-disclosure in place - could limit some activities. L = Has a strong relevant non-compete or limiting non-disclosure.

Grading Point System: H’s = 4 M’s = 3 L’s = 2 Bonus Points = .5

Now add up the numerical value of each grade and then divide by the total number of grades

Total Points:

Divided by 9 grades =

Avg. Grade:

Documents

1PMZNFST 4BMFT (MPCBM ,FZ DDPVOU .BOBHFS .FEJDBM … · Ropella | Executive Search and Consulting — Chemical and Allied Industries | Trelleborg Trelleborg is a world leader in engineered