Glen Callahan
North East Sales Manager @SCHOTT
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WORK HISTORY
North East Sales Manager @SCHOTT
Sales o Achieves planned KPIs (turnover, GM) for all products sold domestically and international to the customers assigned o Acquires incoming orders, turnover, and standard gross margin for all products sold to the customers assigned o Elaborates monthy rolling forecast and performance report including deviation analysis and action plan for the customers assigned • Customers o Plans, directs, and coordinates customer strategy and activities for the related products o Sets up customer visitation schedules (according to customer visit monitoring tool), executing visits/interactions especially with key decision makers o Generates customer inquiries and quotations with support of Inside Sales and other internal entities, authorizes quotations and pricing o Performs quotation reviews, negotiations, and contracting with customers o Handles customer complaints with support of Inside Sales and other internal entities o Assists Accounts Receivable with overdue management o Documents customer knowledge (organization, deciding nets, etc.) in CRM-system including maintenance of customer master data o Improves the overall customer satisfaction • New Business/Market Intelligence o Elaborates new sales potentials and related products considering the highest possible value creation for SCHOTT o Searches for new potential products and projects, initiates R&D cooperations with customers, and involves internal organization (e.g. applications, production, R&D), promotes AOO products, new developments, performance, and competences in order to generate new, respectively extended business opportunities o Monitors competitors’ activities • Planning/Strategy/Reporting o Carries out regular account planning (rolling up action plan with major milestones) and action plan. o Plans annual accounts for the associated products by region and site, reviews customer segmentation o Establishes pricing policies for each of the associated products and leads the development of the nec
EDUCATION
Central New England College
B.S. program in Marketing/Computer Science, Marketing/Computer Science
Worcester State University
A.S. program in Marketing, Marketing, Computer Science
ABOUT GLEN CALLAHAN
SCHOTT Northeastern USA & Canada Regional Sales Manager.** Optical…
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