Director of Sales
3 weeks ago
The Director of Sales – Furnaces is responsible for the company achieving its sales and growth goals in its primary region of North America (with potential for product support internationally). The Director of Sales - Furnaces is responsible for industrial furnace sales in the carbon and non-ferrous industries. The role is responsible for all business development, inquiry solicitation, and new order acquisition. Product segments include steel reheat, aluminum melting, and heat treatment furnaces. Will develop and maintain an expert understanding of Andritz products, customer needs, and advanced sales skills to allow the individual to make thorough and informed recommendations to the customer on Andritz products. Also, the individual will provide guidance to the management team on growth opportunities.
Requirements
Essential Duties, Responsibilities and Key Result Items
- Achieve and exceed the annual sales plan for the supported products
- Maintain and grow existing top line sales with key accounts in the region
- Perform direct selling by engaging with account decision makers
- Generate new business opportunities by utilizing consultative selling techniques and skills to engage customers by actively seeking out new sales opportunities through acquisition and networking
- Differentiate the Andritz product portfolio by promoting its unique focus on advanced technologies and application engineering.
- Follow up all product sales projects, coordinate and participate in technical and commercial negotiations and contract review
- Conduct market research to identify selling possibilities and evaluate customer needs
- Grow the business top line; expand market share
- Support the measurement and reporting of customer satisfaction
- Negotiate pricing, delivery conditions, and execution of sales contracts
- Work with other members of the Sales Team to create, develop, and maintain relationships with key accounts
- Manage high level customer negotiations, contract reviews, quotation reviews, and internal approvals associated with large capital orders ranging loosely from $2Musd to $100Musd.
- Travel expectation is 25% and may include both domestic and international travel.
Technology
CRM; MS Office; SAP preferred
Knowledge
- Industrial furnaces and industrial applications
- Thorough understanding of sales and negotiating techniques
- Industrial commercial contract review and general understanding
#1AndritzWay Core Behaviors
- Customer Focus
- Ownership for Performance
- Shared Commitment
- Openness
Job Specific Competencies
- Goal Orientation
- Solving Complex Problems
- Persuasiveness
- Ability to read drawings, technical specifications.
- Project management
- Communication
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