Responsibilities include developing and driving strong customer relationships and sales of Steam equipment. The candidate will be responsible for selling all products under the Sterlco Steam brand. The candidate will need to become the Subject Matter Expert on all Steam equipment, including the application of Steam equipment to the customers’ processes and equipment. This role will include a mixture of travel for onsite customer visits, as well as phone and factory support. The employee will be responsible for sales management of all things associated with the Steam business unit and growing the existing book of business while also identifying and nurturing new direct OEM, MRO, and Manufacturer Representative accounts. Metrics and goals to be set annually to ensure growth targets are achieved.
Deep dive into the current structure of going to market and identifying opportunities, in collaboration with the Business Unit Manager, to change the structure of going to market to maximize sales growth opportunities.
Provide account management for your customers, including but not limited to relationship management, quotation and inquiry management, technical support, order management, troubleshooting and other post-sales support activities.
Identify why some regional states/areas are more successful than others – develop a plan for improvement.
Identify and develop markets and opportunities to meet company sales objectives and facilitate Steam business growth.
Working with company resources, develop effective and competitive solutions to apply our products to resolve identified customer needs and issues.
Maintain sufficient quote levels within the territory to ensure that you meet and exceed your sales target each year. This should be accomplished by both developing more opportunities to quote and improving our hit rate on the opportunities that we quote. Quotation follow up will be critical in this role and developing the platform for doing so.
Support marketing efforts to communicate and promote product features and advantages and to support New Product Development (NPD) activities and projects. Capture voice of the customer and develop and communicate understanding of market needs for the products that we make in support of NPD efforts.
Develop solutions to customer needs utilizing our equipment and features. Drive customer to standard units and/or standard options whenever possible.
Working in collaboration with sales and/or marketing team, develop sales tools needed to promote and sell our products.
Interface with customers and other company personnel to determine proper equipment for application.
Capture VOC (voice of customer) from frequent travels. Bring this feedback to the team to drive continuous improvement.
Ensure quotations to customers:
Meet the customer’s requirements
Comply with company guidelines
Include documentation and flow schematics to fully explain the system
Result in company-approved profit margins
Monitor and pursue all projects to ensure closure of orders – revise quotations as necessary to secure order.
Submit appropriate and sufficient order entry documentation to communicate all customer expectations and company commitment and ensure correct information is provided.
Assist with Accounts Receivable Department to collect funds from customers, as needed.
Review large or custom projects with Marketing, Engineering and Manufacturing personnel in accordance with company policies and procedures.
When and if necessary, host a kick-off meeting to communicate order requirements.
Follow orders through manufacturing process, shipment and installation and start-up at customer’s site.
Communicate market and/or competitive information to drive marketing and sales activities.
This candidate will be responsible for achieving and surpassing the annual Sales growth goals and objectives set which will include growing existing and new business.
Growth objectives determined based on annual objectives.
Bachelor’s degree in Mechanical/Electrical Engineering or Business Management preferred.
Industrial Sales Management experience of five (5) to ten (10) years with a proven track record.
Experience in selling and applying equipment within the Steam industry is preferred- Industrial Sales background is required.
Must possess and demonstrate extraordinary professional sales skills to communicate value proposition of Steam equipment and ability to create and develop sales demand for that equipment.
Excellent communication skills, both verbal and written. Must have strong ability to read, write, analyze and interpret business correspondences.
Requires excellent interpersonal skills with a committed focus on high quality customer service.
Good computer skills with proficiency in Microsoft Office (Word/Excel /PowerPoint) and comparable Customer Relationship Management software.
CSI/ Infor ERP familiarity is preferred.
Must be a self-driven and motivated sales professional with demonstrated ability to drive sales growth.
This position requires 50-75% travel, must be willing to travel in this role as this is a critical requirement to growing and sustaining the business.
Passionate customer service attitude and approach to deliver value and drive results for your customer.
