Sales Manager

JOB SUMMARY:
The Sales Manager is the leader of the local Aftermarket sales force. Working in conjunction with the sales team as the key technical advisor and product advocate, the Sales Manager must be able to identify and provide reliable solutions for all technical issues to assure complete customer satisfaction through all stages of the sales process. The Sales Manager must be able to establish and maintain strong relationships throughout the sales cycle. The Sales Manager will, with the help of the Regional Commercial Manager, establish goals and actions aimed to meet departmental and company objectives. This position will be expected to implement and oversee the execution of this plan with their local aftermarket team and colleagues. This position is responsible for monitoring and reporting the local office aftermarket sales revenue and other KPI’s to the Regional Commercial Manager.

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Maintain expert level of product knowledge and application.
  • Articulate technology and product positioning to both business and technical users.
  • Oversee response to functional and technical elements of RFIs/RFPs/RFQs
  • Listen, understand and convey customer requirements.
  • Identify customer’s needs and sales opportunities to help future growth
  • Travel to customer sites to deliver sales presentations, demonstrate equipment advantages, provide technical training, or to follow up on a sales lead for CPM and Crown companies.
  • Prepare field reports after all customer visits and distribute to the appropriate personnel.
  • Maintain accurate records of target accounts, opportunities, quotes, projects, contacts and correspondence in company databases
  • Assist in the design and development of new equipment to meet the customer’s needs.
  • Resolve customer issues or difficulties in a manner that is consistent with the company mission, values, and financial objectives.
  • Maintain professional business relationships with customers worldwide.
  • Provide status of ongoing projects and future projects.
  • Identify training needs and coordinate training activities for Applications Engineers, Field Engineers, and Technicians.
  • Perform various engineering calculations and analyses related to process design and equipment sizing and selection.
  • Assist with the development of customer equipment and service agreements and ensure compliance with all such agreements.
  • Verify that all equipment meets Crown’s quality standards and specific customer requirements.
  • Measure KPI’s and set goals with Regional Commercial Manager to achieve a balanced scorecard.
  • Assist with resource and budget planning as required.
  • Completing employee performance reviews and applicable documentation of direct reports as well as quarterly one-on-one meetings to evaluate progress toward individual goals.
  • Oversee creation of SAP quotations, opportunities, sales orders, and purchase requisitions according to the procedures.
  • Oversee creation of SAP service calls, equipment cards, service quotations, service sales orders, and deliveries according to the Field Service Work Instructions.
  • Ensure consistency and completeness of all SAP entries in local office’s SAP database following all commercial and field service procedures.
  • Identify opportunities to improve business processes and identify, evaluate, and implement solutions.
  • Assist or manage the development and deployment of new or existing systems, procedures, or policies as assigned.
  • Be prepared to report on local opportunities, sales quotations, and sales orders as required.
  • Observe all Crown & OSHA safety policies and/or customer’s safety policies, whichever is stricter.
  • Serve as liaison between all local departments and assist those departments as required.
  • Participate in or lead meetings as required or assigned.
  • Travel to other Crown and CPM offices to collaborate with or train internal colleagues.
  • Perform other related duties as required and assigned.

QUALIFICATION AND SKILLS

  • Bachelor’s degree in Chemical or Mechanical Engineering. MBA preferred.
  • Minimum of 8 years related experience in customer service, sales support, or project management.
  • Demonstrable experience in collaborating with cross-functional team, creating values for end customers, and driving operational excellence within areas of responsibility.
  • Must be flexible and able to drive change management
  • Self manages; takes initiative and able to collaborate across geographies and functions in a matrixed environment
  • Good written and verbal communication skills.
  • Establish and maintain effective working relationships with co-workers, customers, and vendors.
  • High integrity and ethics.
  • Understand and resolve technical questions and requests.
  • Able to read, analyze, and interpret contracts.
  • Outcome focused with the ability to manage competing priorities and work well under pressure.
  • Previous experience managing, leading, and developing talent in a team first environment is a plus.
  • Strong communication, interpersonal, and organizational skills
  • Strong Microsoft office skills.
  • Operate office machines and type at a speed necessary for successful job performance.
  • Required knowledge of SAP Business One or other similar ERP system required.
  • Required knowledge of SharePoint.
  • Required knowledge of a CRM system.
  • Required knowledge of AutoCAD.
  • Preferred knowledge in Autodesk Inventor.
  • Must be able to communicate in English fluently. Ability to communicate in a second language – European or Asian languages preferred but not required.
  • Ability to travel on need basis – domestically or internationally and up to 50% of the time.

 

 

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