Founded in 1925, Festo Corporation is the leading worldwide supplier of automation technology and the performance leader in industrial training and education programs. For many years Festo has been providing impetus for factory automation and offers a wide product and service portfolio – from individual components to complex customized solutions and system. As a family-owned company, we act from a holistic perspective. We take responsibility for our actions globally and locally, we want to contribute to the quality of life and conservation of resources where we operate with new technologies, knowledge and education.
At Festo, we hire people who continuously live our five core Values:
- We are Ambitious
- We are Determined
- We are Visionary
- We Value Each Other
- We are Dependable
Summary:
The Industry Segment Manager (ISM) is the strategic growth leader for their assigned industry segment, responsible for developing and executing strategies that deliver revenue, margin, and market share expansion. This role shapes Festo’s market position by analyzing industry trends, aligning product and solution offerings to customer needs, and driving targeted growth initiatives. Reporting to the Director of Sales, the ISM acts as the senior authority for segment strategy development, influencing national and global priorities while enabling execution through district and channel teams.
Duties of this Job Include:
1. Segment Strategy Development & Growth Planning
- Develop and execute strategic plans for the assigned industry segment to achieve revenue, margin, and market share goals.
- Analyze market trends, customer needs, and competitive dynamics to identify opportunities for growth and differentiation.
- Align product development, marketing initiatives, and sales campaigns with market demands.
- Provide strategic direction to district and channel teams to ensure execution consistency across geographies.
2. Market Intelligence & Opportunity Identification
- Conduct ongoing market research to identify high-potential accounts, emerging technologies, and application trends.
- Stay informed about industry developments, regulatory changes, and competitive moves.
- Translate market insights into actionable recommendations for product positioning, solution development, and go-to-market tactics.
3. Cross-Functional Collaboration
- Partner with Product Management, Marketing, and R&D to ensure Festo solutions meet current and future industry needs.
- Collaborate with District Sales Management (DSM) and Distribution Development Management (DDM) to align sales execution with segment strategies.
- Support product launches, promotional campaigns, and marketing events targeted at the industry segment.
4. Strategic Customer & Stakeholder Engagement
- Build and maintain relationships with key customers, influencers, and industry associations.
- Lead strategic account planning for high-value opportunities within the segment.
- Act as the executive sponsor for major customer relationships within the segment.
- Actively participate in industry-specific organizations, tradeshows, and events to represent Festo and expand market influence.
- Manage industry-specific Key Account Managers (KAM) assigned to national and global customers.
- Work closely with the Global GFIS SK Teams to ensure alignment to company goals and strategies, and to ensure compliance with global agreements.
5. Segment Performance Management
- Monitor and report on segment performance metrics, KPIs, and ROI for strategic initiatives.
- Drive accountability across teams to achieve agreed-upon growth targets.
- Adjust strategies and tactics based on performance analysis and market shifts.
- Prepares and delivers accurate Industry Segment sales forecasts, budgets, and performance reports for Senior Management.
6. Team Leadership & Development
- Lead and mentor team members assigned to the industry segment, fostering a culture of innovation, collaboration, and customer focus.
- Provide training, coaching, and professional development opportunities to build segment expertise.
- Ensure alignment of team efforts with segment and corporate priorities.
Performance Metrics:
- Revenue and margin growth within the industry segment.
- New account acquisition and expansion within strategic accounts.
- Share of wallet growth with targeted customers.
- Segment-specific marketing campaign performance.
- Product and solution adoption rates.
- Industry recognition and competitive positioning.
- Employee engagement and retention within the segment team.
Knowledge, Skills, and Experience:
- Proven leadership in industry-specific business development and strategic planning.
- Strong analytical skills with the ability to translate market data into actionable strategies.
- Deep knowledge of the assigned industry’s trends, technologies, and customer base.
- Excellent relationship management and negotiation skills with customers and partners.
- Experience collaborating across functions including sales, marketing, product management, and R&D.
- Ability to lead teams through market change, competition, and innovation cycles.
- University Degree (engineering and/ or business studies; electrical engineering advantageous)
- Fluent language skills in English.
- MS-Office, CRM-tools knowledge, SAP
- 5 years of sales-related experience in industrial automation or adjacent industries with leadership experience
Benefits: Festo Corporation offers a robust benefits package, which is designed to help employees and their dependents stay healthy, feel secure and maintain a work/life balance. This is just one way we strive to provide employees with a rewarding workplace. As an effort to keep pace with healthcare trends, Festo Corporation is committed to providing a comprehensive benefits package to its employees which includes...Medical, Dental, Vision, Flexible Spending Programs, Short-term and Long-term disability, 401k, Pet Insurance, Paid Holidays, Paid time off, Educational assistance and many more.
Festo is an equal opportunity employer. We believe that the best way to attract and retain a diverse workforce is to encourage a culture of inclusion within our organization. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.