AAF International offers the most comprehensive clean air solutions available across the globe. Selling under the American Air Filter and the AAF International brand names, AAF International has been an industry pioneer since 1921 and has since grown to operations in over 22 countries with over 3000 employees. Our products are the industry benchmarks for quality and performance, and delivers clean air solutions in residential, commercial and industrial air pollution control, gas containment removal, power generation, and other stringent clean room environments.
We are a member of the Daikin Group, the world's largest air conditioning and clean air solutions provider with over $15 Billion in sales and 56,000 employees worldwide. Founded in 1924, Daikin has grown into a diversified industrial manufacturing company offering solutions in clean, air, air conditioning, refrigeration, chemicals, oil hydraulics, defense systems and electronics. AAF and Daikin are powered by our investment in people, products, and our processes.
Our culture of continuous improvement, safety, and world class operations is powered by our people centered management philosophy. This philosophy is built around mutual selection: that while AAF seeks top talent people to join and deliver on our team, we also want each team member to receive job satisfaction, growth & development, and continued happiness in being a long term member of the AAF family. This is fueled by our belief in treating our people, our supply partners, our customers and our environment with the trust and respect we each require, and our passion to give back to our community for our success.
Read more about our philosophy at: http://www.daikin.com/about/corporate/philosophy/index.html
AAF International is an Equal Opportunity Employer M/F/Disability/Veteran.
Position Objective:
Responsible for successfully executing all sales goals, implementing strategic initiatives for business growth, and managing both external sales representatives and direct sales activities for assigned region.
Key Responsibilities:
Manage sales of AAF industrial dust collection systems to customers within the assigned region at targeted profit margins.
Manage sales results through sales representative networks, as well as direct sales to key end user and OEM accounts in region.
Prepare and submit technical and commercial proposals for AAF dust collector systems.
Develop relationships with new and existing customers through personal meetings, presentations and seminars. Work with reps, end-users and OEMs to get products specified in future projects.
Work with Applications and Engineering teams to ensure that AAF systems are properly applied, specified and installed.
Locate new uses and new markets for products and recommend sales development strategies for them.
Attend trade shows, conferences, sales meetings and supporting activities as required to meet business objectives.
Develop and maintain healthy and accurate sales pipeline for assigned region in alignment with bookings and revenue goals using salesforce CRM system.
Maintain and report accurate 3 month rolling bookings forecast and sales tracker results for assigned region and sales channel partners.
Implement and execute sales and marketing campaigns and initiatives in territory as assigned by management.
Provide industry feedback and reports on market trends in target industries.
Provide market input to business management to support new product development, product improvement and entry into new or emerging markets.
Maintain a strong understanding of industry size, structure, target customers and competitors in assigned region.
Proactively interface with customer service, engineering and operations sides of the business to ensure customers are supported throughout the sales cycle.
Negotiate order contracts with customers and sales representatives to maximize AAF benefits, limit liabilities and ensure alignment with business unit objectives.
Resolve all customer conflicts in a timely, professional and ethical manner.
Coordinate and lead technical training on products and applications to customers.
Collaborate with aftermarket sales and field services teams to support aftermarket field service sales initiatives in assigned region.
Travel throughout assigned region and North America as required (approximately 50%).
Development and management of 30/60/90 pipeline in alignment with booking and focus product & market targets
Accuracy of monthly bookings forecast
% of Standard vs. Custom Products sold
Weekly call report
Rep scorecards
Other KPIs as assigned
Technical Requirements:
Experience in HVAC or Air Pollution Control industry
Familiarity with particulate (primarily) and gaseous (secondarily) air pollution control technology preferred.
Familiarity with the application of air pollution control (particulate) equipment preferred.
Technical depth around mechanical/engineering equipment.
Preferred core competencies:
Attention to communication and interpersonal awareness when dealing with others
Building collaborative relationships with customers and across teams
Customer and results orientated approach to work
Managing performance and change with sales representative network
Diagnostic information gathering and attention to detail in solving customer issues
Initiative and thoroughness in execution of sales activities
Stress management and flexibility
Knowledge and Experience:
Minimum 5 years industrial sales/sales management experience, preferably in the air pollution control (APC) or HVAC industry.
Experience with CRM systems, preferably SalesForce.
Involvement with professional associations preferred
Mechanical aptitude
Travel will be required, including international travel (estimated 50%)
Must be able to operate company motor vehicle
Demonstrated ability to work in a proactively diverse and inclusive organization.
Excellent, proven interpersonal, verbal and written communications skills.
Effective problem - solving, quantitative and business analysis skills, as well as mediation skills.
Demonstrated ability to share skills and knowledge with others.
Proficiency with office computer equipment and software.
Education Requirement:
Bachelor's degreepreferred or equivalent work experience; preferably in engineering related (mechanical, electrical, environmental, chemical, industrial) field.
Experience in technical industry desired
This is a remote position and candidate can live in any city.
We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, sexual orientation, gender identity, national origin, citizenship, veteran status, uniform servicemember status, age, disability or any other legally recognized protected personal characteristics.
