Account Manager - Process Sales

Alfa Laval; Greenwood (IN); Hybrid; USD 100,000 - 130,000; Full time

Benefits offered by this job

Medical/dental/vision

Life insurance

401(k) plan

Job summary

Alfa Laval seeks an Account Sales Manager to accelerate growth of its Heat Exchanger business across Inorganics, Metals, and Pulp & Paper markets. The role focuses on End Users, Packagers, and Skid Builders, driving new business and expanding market penetration.

This is a hybrid role based in Houston, TX, Greenwood, IN, or Richmond, VA with ~50% US travel, requiring a proactive, results‑oriented sales professional.

Qualifications

• Bachelor's degree in Engineering, Business, or equivalent
• 5+ years of experience in technical sales, field sales, account management, or business development in industrial sectors
• Experience with heat exchangers or related thermal technologies preferred
• Proven ability to develop new business opportunities and build long‑term customer relationships
• Strong consultative selling skills engaging technical and commercial stakeholders
• Independent field-based sales experience with strong ownership
• CRM and data analytics proficiency
• Excellent communication and presentation skills

Responsibilities

• Develop and execute tactical sales plans for direct customer and white spot accounts
• Build and maintain long-term relationships with key customers and partners
• Take ownership of assigned accounts and drive sustainable sales growth
• Identify, qualify, and pursue new opportunities through proactive engagement and market intel
• Analyze market trends and pricing to inform segmentation and targeting
• Utilize CRM and data insights to identify growth opportunities
• Collaborate with Service Sales to identify upgrade opportunities
• Support marketing initiatives to increase awareness within the market
• Improve forecasting, capacity planning, and demand visibility
• Coordinate with European central org to align commercial strategies
• Develop innovative approaches to increase market engagement
• Foster a customer-focused culture with responsive support
• Collaborate across Alfa Laval to achieve best outcomes
• Operate independently in a field-based environment

Skills

Technical sales

Account management

Field sales

Relationship-building

Consultative selling

CRM tools

Data analytics

Business acumen

MS Office

Communication

Education

Bachelor's degree in Engineering or Business

Tools

CRM systems

Data analytics tools

Microsoft Office Suite

Job description

Every day, we get opportunities to make a positive impact – on our colleagues, partners, customers and society. Together, we're pioneering the solutions of the future and unlocking the full potential of precious resources. Trusted to act on initiative, we challenge conventional thinking to develop world-leading technologies that inspire progress in vital areas, including energy, food, water and shipping.

As we push forward, the innovative, open spirit that fuels our 140-year-old start-up culture and rapid growth also drives our personal growth. So, as we shape a more resourceful, less wasteful world, we build our careers too.

About The Job

We are currently seeking a driven, customer-focused, and commercially minded Account Sales Manager to accelerate growth of Alfa Laval's Heat Exchanger business across the Inorganics, Metals, and Pulp & Paper market. This highly customer-facing role will focus on developing relationships with End Users, Packagers, and Skid Builders while driving new business acquisition, expanding market penetration, and maximizing value from Alfa Laval's installed base.

This is a hybrid role and can be based in Houston, TX, Greenwood, IN, or Richmond, VA, with approximately 50% travel across the United States.

As a Part Of The Team, You Will

• Develop and execute tactical sales plans for direct customer and white spot accounts, engaging key decision-makers to drive new business acquisition, improve conversion rates, and increase market penetration.
• Build and maintain long-term relationships with key customers, engineering partners, packagers, and skid builders within the IMP market.
• Take ownership of assigned accounts and drive sustainable sales growth while meeting assigned financial and commercial objectives.
• Identify, qualify, and pursue new business opportunities through proactive customer engagement, market analysis, and installed-base intelligence.
• Analyze market trends, competitor activity, pricing strategies, and customer buying behaviours to develop effective market segmentation and targeting strategies.
• Utilize digital platforms, CRM tools, and data-driven insights to identify growth opportunities and support commercial activities.
• Collaborate with Service Sales teams throughout the product lifecycle to identify replacement, upgrade, and modernization opportunities within existing installations.
• Support strategic marketing initiatives and business development programs to increase awareness and demand for Alfa Laval solutions within the IMP market.
• Work closely with operations and leadership teams to improve forecasting accuracy, capacity planning, and demand visibility.
• Partner with Alfa Laval's European central organization to align commercial strategies and capitalize on growth opportunities.
• Develop innovative approaches to increase market engagement and challenge traditional ways of conducting business.
• Foster a customer-focused culture by providing responsive, transparent, and solution-oriented support.
• Collaborate across the Alfa Laval organization to ensure the best possible outcomes for customers and the business.
• Operate successfully in an independent, field-based environment while managing multiple priorities and opportunities.

At Alfa Laval, we pride ourselves on creating an inclusive and dynamic workplace that values diverse perspectives and experiences. While we typically welcome applicants from all locations, currently, we are prioritizing candidates who reside in the US or have an established presence in the area. Visa sponsorship is not available for this role.

What You Know

You have a Bachelor's degree in Engineering, Business, or an equivalent combination of education and experience, and:

• A minimum of five years of experience in technical sales, field sales, account management, or business development roles within industrial, energy, manufacturing, or process industries.
• Experience working with industrial applications and process equipment; experience with heat exchangers or related thermal technologies is preferred.
• Proven ability to develop new business opportunities and build long‑term customer relationships.
• Strong consultative selling skills with the ability to engage technical and commercial stakeholders.
• Demonstrated success operating independently in a field‑based sales environment.
• Strong business acumen and understanding of financial performance drivers.
• Ability to analyze market data and translate insights into actionable sales strategies.
• Experience utilizing CRM systems, digital tools, and data analytics to drive commercial performance.
• Excellent communication, presentation, and relationship‑building skills.
• Strong organizational skills with the ability to manage multiple priorities simultaneously.
• A proactive, results‑oriented mindset with a high degree of ownership and accountability.
• Strong proficiency in Microsoft Office Suite and other business systems.

What's in it for you?

Alfa Laval offers a competitive salary and full benefits package, including medical/dental/vision/life, 401(k) plan, and more.

The base salary for this role is typically $100,000 - $130,000 annually.

Alfa Laval is an equal opportunity employer. We are committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit, or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.