Sales Manager - Mills, Southeast

Andritz AG; Northern (KY); Hybrid; USD 90,000 - 150,000; Full time

Job summary

ANDRITZ AG in Callery, PA seeks a Sales Manager - Mills, Southeast to lead regional growth, manage key accounts, and drive new orders across AL, TN, MS, KY. This remote role requires strong consultative selling and the ability to coordinate with VP Sales and Inside Sales to optimize pricing and contracts.

You will develop segment-based plans, build relationships with decision makers, and travel up to 80% as needed to win opportunities in the mills and metals processing market.

Qualifications

• Experience with complex industrial sales involving multiple customer departments.
• Outside sales or field sales experience in manufacturing.
• Knowledge of industrial materials such as tool steels, ceramics and tungsten carbide.
• Ability to read engineering drawings and technical specifications.
• Willingness to travel up to 80%.

Responsibilities

• Achieve the annual sales plan.
• Maintain and grow existing top line sales with key accounts in the region.
• Perform direct selling by engaging with account decision makers.
• Generate new business opportunities by utilizing consultative selling techniques.
• Differentiate the Andritz product portfolio and promote advanced technologies.
• Negotiate pricing, delivery conditions, and execution of sales contracts.
• Secure purchase orders and exceed plan sales numbers for assigned product groups.
• Collaborate with Sales Team to maintain relationships with key accounts.
• Provide management with sales forecasts and expenditures for the region.

Skills

Consultative selling

Account management

Pricing negotiations

Relationship building

Sales forecasting

Travel planning

Microsoft Office

Tools

Microsoft Office

Job description

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Job title: Sales Manager - Mills, Southeast

Job family: Sales, Marketing & Product Management

Business area: Metals - Processing

Contract location:

Callery, PA, US

Working location: Callery

Location type: Remote

Contract type: Permanent

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

Under the direction of Senior Vice President - Services, the Sales Manager - Mills, Southeast is responsible for the company achieving its growth goals in its assigned region. The Sales Manager acts as the key contact for all assigned customers in the region. The role is responsible for all regional business development, inquiry solicitation, and new order acquisition. The Sales Manager also collaborates with the Senior Vice President and the Inside Sales Manager on price negotiations, tracking of inquiries to orders, and supervising after-sales service including product/service claim resolution. The Sales Sales Manager will develop and maintain an expert understanding of Andritz products, customer needs, and advanced sales skills to allow the individual to make thorough and informed recommendations to the customer on Andritz products. Also, the individual will provide guidance to the management team on growth opportunities in their assigned region. The Territory for this role is AL, TN, MS, KY.

Requirements

Essential Duties, Responsibilities and Key Result Items

• Achieve the annual sales plan
• Maintain and grow existing top line sales with key accounts in the region
• Perform direct selling by engaging with account decision makers
• Generate new business opportunities by utilizing consultative selling techniques and skills to engage customers
• Differentiate the Andritz product portfolio by promoting its unique focus on advanced technologies and application engineering.
• Achieve objectives defined in sales and marketing plans
• Grow the business top line; expand market share
• Using segment-based market strategies, develop sales and marketing goals; financial and non-financial
• Measure and report customer satisfaction
• Negotiate pricing, delivery conditions, and execution of sales contracts
• Secure purchase orders. Achieve and exceed plan sales numbers for assigned product groups
• Work with other members of the Sales Team to create, develop, and maintain relationships with key accounts
• Work with the VP Sales and Marketing to develop segment-based marketing strategies & sales programs
• Follow market developments, research market trends and maintain knowledge of industry developments throughout the market geography from both a customer and technology basis
• Collaborate with other Sales Managers in information exchange, and education; contributing to the effective coordination of sales and best practices between and within business units
• Propose the sales forecast and the departmental expenditures required for achieving the annual budget
• Provide management reports pertaining to ongoing quotations, order entry, and sales development for the assigned region

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Technology

• Strong data and information organizing skills. Above average Microsoft Office skills and ability to grasp company IT system quickly. Use IT tools to support sales efforts and outside sales representatives.

Knowledge

• Experience working remotely and covering a regional sales territory
• Goal oriented person who approaches sales tasks with intensity and aggressively pursues short term goals. Able to connect to tasks that ultimately lead to the main goal of securing purchase orders from customers.
• Able to employ empathy in the sales process to get potent feedback from the customer and use acquired feedback to advance sales efforts.
• Excellent memory and easy mastery of detailed information across many customers and products
• Experience with consultative selling and/or Dale Carnegie style training.
• Able to read engineering drawings and technical specifications.
• Good sales communication skills both written and oral. Quickly recognizes the required elements of an elevator speech and can effectively deliver them.
• Recognizes the importance of balancing the achievement of sales volume targets and maintenance of acceptable profit margins.
• Able to build strong interpersonal relationships alongside technical sales support.

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#1AndritzWay Core Behaviors

• Customer Focus
• Ownership for Performance
• Shared Commitment
• Openness

Job Specific Competencies

• Ability to travel up to 80% of the time in the assigned region.

Education and Experience

• Experience with the “complex” sale of industrial engineered products (involvement of multiple customer departments)
• Experience working in a manufacturing environment preferably in outside sales, inside sales or customer service role.
• Experience selling a made to order MRO product.
• Knowledge of industrial materials such as tool steels, ceramics and tungsten carbide.
• Comfortable speaking in front of groups of people in business and industrial settings.
• Experience working with traditional corporate structured divisions such as engineering, maintenance, purchasing, and quality departments.
• Skilled business traveler.

Physical Requirements

As required to individually perform Key Result items

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.