Aftermarket Technical Sales - Northeast

SPX FLOW, Inc.; Pennsylvania; On-site; USD 90,000 - 140,000; Full time

Job summary

SPX FLOW, Inc. is seeking an Aftermarket Technical Sales professional for the Northeast region. The role focuses on achieving order targets, presenting retrofit opportunities, and driving business development with new and existing customers.

The incumbent travels to customer sites to serve as a mixing solution expert and trusted lifecycle partner for aftermarket products and services. Responsibilities include leveraging engineering expertise, pursuing MMRs and MOHRs, and collaborating across

Qualifications

• Strong engineering knowledge with mixer product and process understanding.
• 3+ years in direct industrial sales, preferably rotating equipment.
• Leadership experience in a sales or service environment.
• Live in and serve the Northeast US region; willing to travel extensively.
• Ability to conduct MMRs and MOE/MOHRs after training.

Responsibilities

• Maximize revenues from aftermarket products and services in assigned region.
• Assess equipment and propose upgrades, maintenance and services.
• Drive field visits, customer meetings, and program initiatives (MMRs, MOHRs).
• Present technical reports at customer facilities for lead generation.
• Collaborate with Product Management and Service Operations on lifecycle communications.
• Develop sales plans to introduce new products and programs.
• Use CRM to manage sales activities and provide profitability reports.
• Maintain growth year over year and profitability with key customers.

Skills

Engineering knowledge

Industrial sales experience

Leadership in sales

Field-based selling

Customer relationship management

Education

AS degree or equivalent

Job description

Job Summary

This Aftermarket Technical Sales role is responsible for the Northeast Region and for achieving order targets, for presenting Aftermarket retrofit and/or upgrade opportunities, business development for new and existing customers, actively presenting and pursuing MMR’s and MOHR’s if applicable and being active “in the field” traveling to customer sites with the aim of becoming their “mixing solution partner\" and Aftermarket technical SME. This position will bring a sales perspective to every action or program ITT Flow initiates to make certain we remain the leader in the marketplace with the goal of becoming a customer’s trusted lifecycle partner.

Job Summary

This Aftermarket Technical Sales role is responsible for the Northeast Region and for achieving order targets, for presenting Aftermarket retrofit and/or upgrade opportunities, business development for new and existing customers, actively presenting and pursuing MMR’s and MOHR’s if applicable and being active “in the field” traveling to customer sites with the aim of becoming their “mixing solution partner\" and Aftermarket technical SME. This position will bring a sales perspective to every action or program ITT Flow initiates to make certain we remain the leader in the marketplace with the goal of becoming a customer’s trusted lifecycle partner.

Principal Duties And Responsibilities

• Maximize revenues from the sales of the organization’s aftermarket products and/or services through direct customer contact in specific assigned regions.
• Leverage technical expertise in assessing existing equipment and recommending upgrades, maintenance, repair and other services and products to support customer goals.
• Target and strategize for increased capture, leveraging various sales and program initiatives including customer visits, MMRs, MOHRs, MSAs, Field Service, etc.
• Utilizes both mechanical and process engineering knowledge to present reports (MMRs and MOE/MOHRs) at customer facilities for lead generation and pipeline growth.
• Provide the necessary leadership to representatives and Aftermarket Mixing Solutions Personnel to obtain orders, sales, and margin goals for the defined region.
• Develop strategy and pricing controls for quotations and service agreements.
• Collaborates closely with Product Management, Application Engineering, and Service Operations to provide best-in-class communication to customers throughout product lifecycle.
• Establish and drive specific sales plans to implement new products, services, and programs.
• Use the CRM platform to manage the sales process and activities.
• Provide reports as necessary for driving profitable growth and strong relationships with our customers.
• Provide customer (sales) perspective as Mixing Solutions division implements new programs, products, or initiatives.
• Achieve business growth year-over-year.
• Embrace & implement 80/20 strategy for profitable growth with our key customers.

Knowledge, Skills & Abilities

• Strong engineering knowledge and advanced knowledge of mixer products and mixing processes to provide technical solutions to customers.
• Experience in direct industrial sales.
• Participate in Aftermarket Trainings and get certified to conduct MMRs and MOE/MOHRs
• Team building within ITT Flow, the sales channel and customers
• Ability to read, analyze, and interpret common scientific and technical journals.
• Boots-on-the-ground technical experience in the field, such as working with maintenance crews.
• Experience handling sales of higher complexity.
• Experience setting and negotiating terms with a high level of authority.
• Mixing Aftermarket or closely related experience strongly desired.

Education And Experience

• AS degree or equivalent experience.
• Must live in the Northeast region of the US
• Minimum 3 years’ sales and sales management experience, preferably in rotating equipment.
• Prior AM Sales, Maintenance, Service experience is a plus.
• Proven track record in a leadership role.
• Understanding business processes and functions outside of sales and marketing, including finance, human resources, information technology, product development, and manufacturing.
• Customer support experience.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This role routinely involves standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines. While performing the duties of this job, the employee is regularly required to sit and use hands, fingers, handle or feel, talk, see, and hear. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move occasionally lift office products and supplies, up to 25 pounds. Use of the appropriate PPE is required.

WORKING CONDITIONS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job operates in a manufacturing professional office environment. The employee can be exposed to fumes or airborne particles, moving mechanical parts, vibration, and loud noise levels while on the production floor. The noise level in the office work environment is usually moderate.

DISCLAIMER

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

QUALITY

Quality encompasses all aspects of business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to product, process, and the quality system. All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.