Sales Manager - Industrial Gas

Armstrong Fluid Technology; Manchester; On-site; GBP 90,000 - 130,000; Full time

Job summary

Armstrong Fluid Technology is seeking a Sales Manager for the EMEA region within industrial gas applications. You will lead sales efforts, manage end clients, distributors and engineers, and drive revenue through value-based selling.

You will travel extensively (up to 80%), collaborate with cross-functional teams, and develop robust account plans to exceed targets. ABA in business and 10+ years in industrial process sales are expected, with strong MS Office and CRM proficiency.

Qualifications

• BA in business management/administration; MBA preferred.
• 10+ years in customer-facing industrial process applications in natural gas pre heating or industrial hydronics.
• Proficient in Excel, Access, MS Project, PowerPoint, and CRM systems.
• Excellent communication and customer service skills.
• Ability to input data and understand technical information accurately.
• Self-motivated with high standards, proactive and flexible.

Responsibilities

• Develop new industrial business projects with End Clients, Distributors and Engineers within the defined EMEA region.
• Utilise the CRM tool to track opportunities and craft winning strategies for all targeted accounts.
• Coordinate with Marketing, Engineering and Management to improve project conversion results.
• Forecast order input using a Sales Pipeline and develop actions to move opportunities forward.
• Prepare quotations and proposals to customer specifications using required tools.
• Travel up to 80% to cover geographical regions.
• Attend Sales Meetings, conferences, and trainings as directed.
• Manage personal operating expenses while maximizing value in entertaining key contacts.
• Provide feedback on opportunities, technical issues, competition and market intelligence.
• Support development of products and services for the target market.

Skills

Communication

Customer service

English fluency

Leadership

Problem solving

Education

BA in business management/administration

MBA preferred

Tools

Excel

Access

MS Project

PowerPoint

CRM systems

Job description

Title: Sales Manager, EMEA – Industrial Gas

Reports to: Sales Director West - Industrial

Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds driven by a shared mission to engineer the future and safeguard our planet.

As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.

In this role, you will be at the helm of our sales efforts within your assigned territory and/or segment, driving strategies and achieving both personal and group sales goals for both services and products through value-based selling. You'll strive to exceed customer expectations and foster satisfaction through a variety of responsibilities:

Key Responsibilities:

• The SM shall be responsible for working primarily with End Clients, Distributors, Consulting Engineers, Main Contractors in order to develop new Industrial business projects. The ongoing generation and cultivation of this business will take place within a defined geographical area and/or industrial segment. The defined market for this role is the Europe, Middle East and Africa region (EMEA).

• The SM shall use the company CRM Tool in accordance with company guidelines in order to track opportunities, build winning strategies for all contacts within ALL targeted accounts and achieve order input targets in line with budgeted requirements.

• The SM will be required to manage customer facing activities utilizing the appropriate cross functional support (ie; Marketing, Engineering, Management) to improve project conversion results. The SM will manage customer expectations within the reviewed capacities of the functions.

• The SM shall forecast order input in accordance with established company practice and by utilization of a Sales Pipeline. This Sales Pipeline will provide an appropriate factored forecast value for each current sales opportunity commensurate with its current position in the pipeline. Sales plans shall be developed to highlight the actions required to promote each current sales opportunity from one pipeline position to the next.

• The Customer Plans and associated measures (1) Financial (2) Activity shall form the basis of the SM’s measure of effectiveness. As a minimum it will include,
  • Gap analysis for account plan
  • Sales plans
  • Competitor analysis
  • Forecast
  • Sales Pipeline Review

Key Tasks

• To prepare quotations to customer’s specifications using the relevant computer software and technical documentation within required timescales.
• To liaise with members of other Company departments as and when required in order to resolve customer queries or progress customers’ requests.
• Prepare quotations and proposals utilizing Armstrong required tools and software systems.
• Plan available time in accordance with the principles of good time management.
• Evolve journey plans that are activity focussed and cost effective.
• Work away overnight on a regular basis (80%) to cover geographical regions.
• Maintain the vehicle used for company business in a condition commensurate with the image of the company.
• Attend Sales Meetings, conferences, training events or briefings as directed.
• Manage personal operating expenses in line with budgeted requirements while maximising value added opportunities for entertaining key account contacts.
• Provide, as required, feedback on Sales opportunities - Technical issues - Competitive Position - Market Intelligence
• To maximise the use and development of the internal quoting program to maximize the team’s time and energy.
• To support the development of products and services for the responsible market.

What We’re Looking For

Qualifications/skills/knowledge/attributes

• Education – BA in business management/administration, MBA preferred.
• 10+ years in customer facing industrial process applications in natural gas pre heating, industrial hydronics applications (Heat and Chilled) or similar.
• Proficient in:
  • Microsoft Excel
  • Microsoft Access
  • Microsoft Project Manager
  • Microsoft Power Point
  • CRM systems
• Excellent communication skills.
• Excellent customer service skills.
• The ability to acquire, interpret and understand technical information
• The ability to input data/complete paperwork accurately and legibly.
• Self-motivation and commitment to achieving high standards of quality and efficiency.
• A pro-active and flexible attitude.

Soft skills and other requirements:

• Able to communicate (verbal and written) in English.

• The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.
• Strong, team-oriented leadership skills with presence and a bias for action.
• Strong attention to detail and highly organized.
• Ability to communicate in an open and authentic manner in all situations.
• Willing to travel up to 80% of the time.

Why Armstrong Fluid Technology?

By joining us, you’ll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You’ll have endless opportunities to learn, grow, and make a significant impact on the world by reducing carbon emissions and energy costs. Together, we'll build tomorrow’s solutions today and enjoy a safer and greener world.