Our Client is an international organization focused on providing Steam solutions to various industries ranging from food and beverage processing to water treatment plants, pharmaceutical research, and OEM entities. Our Client has a direct sales presence in over 60 countries and employs over 8000 employees globally.

For their customers, our Client is synonymous with excellence in steam system engineering. They offer the industry's most extensive range of products with services, coupled with practical industry application expertise. In short, they create solutions that set the benchmark for steam-using organizations worldwide.

A fantastic opportunity exists for an Areas Sales Manager (SW) to manage a strategic sales team in the field in addition to working directly with select customers in knowledge specific sectors. Provide technical advisement and mentoring to broader strategic sales team (beyond direct reports).

Responsibilities:

Manage and mentor sales team (direct reports) in their efforts to attain goals - 30%

• Weekly One on one meetings to discuss opportunities, forecast and call plans and applications
• Review projects above $30K and advise on technical aspects of the value delivery
• Provide in-person call support on major projects within the team

Provide technical advisement and mentoring for broader direct strategic sales team - 30%

• Advise on technical specifications and aspects of projects
• Provide technical advisement for energy and process upgrade opportunities

Engage and sell to customers in the region - 30%

• Work with the regional team to identify target customers
• Engage customers both independently and in concert with the local sales team
• Presents company capabilities and the complete product offering to all stakeholders using professional presentations, lunch & learns, and other effective means.
• Identify and promote meaningful value that improve will improve the customer's business.
• Utilize a Consultative Selling approach to uncover customer pains and gains to maximize value for the customer.
• Deploy Customer Value Propositions (CVP) to focus resources on identifying opportunities for and delivering value to the customer.
• Participates in various networking group activities, professional organizations, and trade shows in order to develop new leads and customers.
• Delivers technically and commercially innovative solutions aligned to resolve customer pain points.
• Coordinates with all company internal departments to align resources to resolve customer needs and objectives.

Joint calls with distribution team to support in training activities for end-user customers - 10%

• Support training activities with the field team, both as a presenter, as well as a trainer/adviser to enable field sales to present independently in the future
• Develop lunch and learn programs to be delivered independently by field sales with a focus on solutions to major industries within the area.
• Travel into the field with direct reports to observe and coach
• Travel to sites with team to provide in person technical advisement and mentoring
• Responsibility for tracking forecast and call logs for direct reports
• Imbed the Consultative Sales Strategy (Common Sense Selling) within the sales team
• Support implementation of the Customer First2 Strategy

Requirements:

• Bachelor's Degree Required, Engineering Discipline Preferred
• 10 years of industry relevant experience
• Prior proven track record of achievement in positions with significant accountability
• Computer skills in word processing, spreadsheet, presentation, outlook and saleforce.com.
• Must possess valid driver's license and be able to operate a motor vehicle
• LEED AP and/or CEM a plus, MBA preferred
• 50% travel