Sales Manager

2 months ago

Canonsburg, Pennsylvania, United States ANDRITZ AG Full time

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

Regional Sales Manager – Furnace Aftermarket

The ANDRITZ GROUP
The ANDRITZ GROUP is a worldwide leading supplier of plants and services for the hydropower, pulp and paper, metals, and other specialized industries (solid/liquid separation, feed, and biofuel). Globally the Group is headquartered in Graz, Austria, and has a staff of approximately 28,100 employees worldwide. ANDRITZ operates over 180 production sites, service and sales companies all around the world.
We are committed to increase our service offerings to our Aluminum, Stainless and Carbon Steel Mill customers in North America and therefore would like to grow our team.

The Furnace Aftermarket Product Group concentrates on spare parts, service and revamping of existing ANDRITZ METALS products and products of its competitors.

The Role

As Regional Sales Manager - Furnace Aftermarket, you will be part of our Aftermarket Service Team. You will be performing both inside and outside sales in offering spare parts, rebuilds/retrofits, and field service to industrial type furnace owners in the carbon and non-ferrous industries mostly in North America. The Regional Sales Manager will develop and maintain an expert understanding of Andritz furnace products, customer needs, and advanced sales skills to allow the individual to make thorough and informed recommendations to the customer on Andritz furnace products. Also, the individual will provide guidance to the management team on growth opportunities in their assigned region.

You will be required to visit, sell, and technically interact with furnace customers consisting of reheat, annealing, galvanizing, and continuous types. You will be supported by existing back-office function for technical support and order processing.

The Regional Sales Manager is responsible for the company achieving its growth goals in the designated product group with the defined customer base. The Regional Sales Manager collaborates with the Sales Director – Furnace Aftermarket and the inside team on price negotiations, tracking of inquiries to orders, and supervising after-sales service including product/service claim resolution.

Goals and Responsibilities:

  • Achieve the annual sales plan as defined by the budget and the specific territory
  • Maintain and grow existing top line sales with key accounts
  • Perform direct selling by engaging with account decision makers
  • Generate new business opportunities by utilizing consultative selling techniques and skills to engage customers
  • Differentiate the ANDRITZ product portfolio by promoting its unique focus on advanced technologies and application engineering.
  • Grow the business top line; expand market share
  • Using segment-based market strategies, develop sales and marketing goals; financial and non-financial
  • Measure and report customer satisfaction
  • Negotiate pricing, delivery conditions, and execution of sales contracts
  • Secure purchase orders. Achieve and exceed plan sales numbers for assigned product groups
  • Work with other members of the Sales Team to create, develop, and maintain relationships with key accounts
  • Follow market developments, research market trends and maintain knowledge of industry developments throughout the market geography from both a customer and technology basis

Knowledge Skills and Abilities:

  • Ability to travel 50-75% of the time visiting customers and other ANDRITZ facilities.
  • Able to read engineering drawings and technical specifications.
  • Goal oriented person who approaches sales tasks with intensity and aggressively pursues short term goals. Able to connect to tasks that ultimately lead to the main goal of securing purchase orders from customers.
  • Able to employ empathy in the sales process to get potent feedback from the customer and use acquired feedback to advance sales efforts.
  • Experience with consultative selling and/or Dale Carnegie style training.
  • Good sales communication skills both written and oral. Quickly recognizes the required elements of an elevator speech and can effectively deliver them.
  • Recognizes the importance of balancing the achievement of sales volume targets and maintenance of acceptable profit margins.
  • Able to build strong interpersonal relationships alongside technical sales support.
  • Strong data and information organizing skills. Above average Microsoft Office skills and ability to grasp company IT system quickly. Use IT tools to support sales efforts and outside sales representatives.
  • Comfortable speaking in front of groups of people in business and industrial settings.
  • Experience working with traditional corporate structured divisions such as engineering, maintenance, purchasing, and quality departments.
  • Experience with the "complex" sale of industrial engineered products (involvement of multiple customer departments)
  • Experience working in a manufacturing environment preferably in outside sales, inside sales or customer service role.
  • Strong organizational, professional, and project management skills

Qualification:

  • 7 years minimum in outside sales in an industrial environment
  • Prefer BS degree in industrial or mechanical engineering
  • Prior industrial furnace or relevant industrial combustion or process experience
  • Prior metals Industry experience a plus
  • Must be fluent in Microsoft Office

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

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