Technical Sales Manager, Mining

Location: US - New Philadelphia (OH)

Job Code: 779
# of openings: 1

Description

Job Title: Technical Sales Manager, Mining

 

Report To: Director of Sales, Mining/Navy/Nuclear 

 

Location: This is a sales position that can be located anywhere in the Eastern U.S.                                    

 

 

Position Summary

Through proactive partnership with the Key Account Manager, Regional Sales Managers and Sales Representatives, maintain strong relationships with customers, scheduling visits on a regular basis. Work closely with customers to receive RFQ’s and work closely with Applications Engineering to effectively respond. Maintain awareness of markets, projects, competitors, economic conditions and regulatory environment. Ownership of revenue growth, bookings and booked margin for specific area of responsibility. Adhere to Company Values and Standards in all relationships, work products and decisions.

 

 

Key Responsibilities, Accountabilities & Deliverables

Customer Relationships, RFQ’s and Proposals

  1. Spend approximately 75% of time developing and maintaining customer relationships.
  2. Proactively seek opportunities to quote on projects at assigned customers through extensive knowledge of customer forecast maintenance cycles, independent identification of selling opportunities and engage in “upselling” and bundling techniques.
  3. Work closely with Key Account Managers, Regional Sales Managers, Application Engineers and Proposal Engineers/Analysts to develop budget and firm proposals, based on market level pricing for product and installation / maintenance proposals.
  4. Evaluate requests and develop proposals that achieve both customer solutions and profitable growth for the HNA.
  5. Review with Legal Counsel to ensure that terms and conditions are secured which meet the needs of Howden and the customer. Ensure that application engineers are aware of and mutually agree to and support the Company’s position with regard to contractual terms and conditions.
  6. Assist Regional Sales Managers and Sales Representatives in closing contracts by distinguishing Howden proposals and capabilities.
  7. Identify and propose new market opportunities by maintaining close working relationship with sales representatives and customers to understand the competitive marketplace. Create plans / programs to leverage that knowledge to the benefit of customers and HNA.
  8. Develop and conduct customer training and presentations to leverage Howden product portfolio as a solution provider across HNA’s entire range of products.
  9. Develop and conduct sales representative training where applicable to support the Regional Sales Manager
  10. Identify and propose new market opportunities while increasing existing opportunities.  Provide input regarding competitive products, trends & activities, and regarding customer needs. 
  11. Recommend product developments based on market/customer needs.

 

Planning, Budgeting & Reporting

  1. Work closely with Regional Sales Managers (RSM) to assist in the development and execution of a tactical sales plan that creates profitable growth across the full range of HNA products and services. Retrieve critical site information about Howden installed base, inputting it into CRM for proactive selling purposes.
  2. Update forecasts and provide monthly reporting that is actionable, based on forecasted opportunities.
  3. Complete Customer Visit Reports within time and quality specifications provided.
  4. Ensure that appropriate reporting, financial, operational controls and KPI’s are in place to protect business interests and to provide notice of the need for redirection.

 

Other

  1. Partner with Shared Services such as Quality, Engineering, Finance, IT, and HR to ensure cross-functional partnership, as needed.
  2. Ensure safe work practices are followed, reporting all safety incidents and near misses on a timely basis and maintaining the goal of “zero” lost time incidents.

 

 

Key Performance Indicators

Adherence to Company Values and Standards

Business Results Compared to Budget and Forecast (Bookings, Booked Margin, Project Margin)

Customer Satisfaction Index

Project Margin to budget variances

Regional Sales Manager and Sales Representation development and relationship

 

 

 

Experience, Competencies and Education

Essential

  • Bachelor’s degree in Business, engineering, or related field OR equivalent experience in the industry is required.
  • A minimum of 7 – 10 years direct sales experience in rotating equipment or related industry.
  • Ability to organize and manage multiple projects simultaneously.
  • Excellent oral and written communication skills.
  • High moral and ethical standards, demonstrating respect for the individual and team, and setting an example for compliance with laws, regulations, and corporate requirements. 
  • Logical problem solving skills, outstanding organizational skills and dedication to quality and integrity.
  • Proven ability to quickly assess complex issues and identify root causes/key success factors.
  • Decision making skills including knowledge of varying decision making styles and appropriateness of each.
  • The positive attitude, ethics, and values necessary to support the company's mission and a high performance culture.
  • Can negotiate skillfully, both internally and externally. Knows how to win concessions without damaging relationships. Gains trust of other parties to the negotiations.
  • Effective in a variety of formal and informal presentation settings; one-on-one, small and large groups, inside and outside the organization.
  • Computer literate in Microsoft Office Software including; Word, Excel, PowerPoint. Comfortable working in a virtual reporting relationship.

 

Desirable

  • MBA or other advanced degree in business or engineering.
  • Experience in air and gas handling and movement in the mining industry. 
  • Experience working through a sales representative network.
  • Experience working with ERP, CRM and other technology tools.

 

 

 

Travel

 

  • 75% travel to locations mostly in North America

 

 





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