IMP Account Manager - Process Sales

Alfa Laval; Richmond (VA); Hybrid; USD 75,000 - 100,000; Full time

Benefits offered by this job

Medical/dental/vision insurance

Life insurance

401(k) plan

Job summary

Alfa Laval is seeking a driven IMP Account Sales Manager to accelerate heat exchanger business across the Inorganics, Metals, and Pulp & Paper market. You will lead commercial strategies, build strong customer relationships, and work with service sales, operations, and marketing to deliver profitable growth.

The role is hybrid and based in the United States (Houston, TX; Greenwood, IN; or Richmond, VA) with about half of travel.

Qualifications

• Bachelor's degree in Engineering, Business, or an equivalent combination of education and experience.
• 5+ years of experience in technical sales, field sales, account management, or business development in industrial, energy, manufacturing, or process industries.
• Experience with industrial applications and process equipment; heat exchangers or related thermal technologies preferred.
• Strong consultative selling skills with the ability to engage technical and commercial stakeholders.
• Demonstrated success operating independently in a field-based sales environment.

Responsibilities

• Develop tactical sales plans for direct customer and white-spot accounts, engaging decision-makers to drive new business and market penetration.
• Build and maintain long-term relationships with key customers, engineering partners, packagers, and skid builders within the IMP market.
• Own assigned accounts and drive sustainable sales growth while meeting financial objectives.
• Identify and pursue new business opportunities through proactive engagement and market analysis.
• Collaborate with Service Sales, operations, marketing, and European teams to optimize opportunities.

Skills

Technical sales

Account management

CRM systems

Data analytics

MS Office

Education

Bachelor's degree in Engineering or Business

Tools

CRM software

MS Excel

Data analytics tools

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 IMP Account Sales Manager to accelerate growth of Alfa Laval's Heat Exchanger business across the Inorganics, Metals, and Pulp & Paper (IMP) 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.

In this role, you will serve as the commercial lead for assigned IMP accounts, developing and executing sales strategies that support Alfa Laval's growth objectives. You will work closely with customers, service sales teams, operations, marketing, and our European central organization to identify opportunities, strengthen customer relationships, and deliver profitable business growth.

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.

We care about diversity, inclusion and equity in our recruitment processes. We also believe behavioral traits can provide important insights into a candidate's fit to a role. To help us achieve this we apply Pymetrics assessments, and upon application you will be invited to play the assessment games.

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. At Alfa Laval, we carefully consider a wide range of compensation factors to determine your total compensation package. We rely on market indicators to determine compensation and consider your specific job family, background, skills, and experience to get it right. These considerations can cause your compensation to vary and will also be dependent on your location. The base salary for this role is typically $75,000 - $100,000 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.

EEO/Vet/Disabled Employer