Technical Product Sales Manager - Automation & Digitalization

US Diversity Job Search; Alpharetta (GA); On-site; USD 110,000 - 145,000; Full time

Job summary

ANDRITZ Automation & Digitalization division seeks a Product Sales Manager for the Eastern Region USA to provide technical sales support to regional pulp and paper customers and identify opportunities for ANDRITZ Automation and Digitalization products.

You will develop sales materials, prepare competitive proposals, and work with SAMs and regional teams to close deals, including on-site customer visits and ROI calculations. Domestic travel 25–50% is expected.

Qualifications

• Graduate of a bachelor's or diploma program in electrical engineering (or similar).
• Minimum of 5 years' experience in industrial engineering and/or sales.
• Strong understanding of the pulp and/or paper mill process and ability to provide various technical solutions.
• Understanding of area of focus including benefits, scope, pricing, and competitions.
• Ability to communicate with ease with internal and external stakeholders and articulate the benefits of the ANDRITZ solution in various situations.

Responsibilities

• Provide technical sales to regional Pulp and Paper customers to identify, communicate, and pursue sales opportunities for ANDRITZ Automation and Digitalization division products.
• Develop sales materials including PPTs to help SAMs find and develop new customers and opportunities.
• Develop proposal templates, scopes with DORs and pricing models that win in the North American market.
• Create a reference list showing quantifiable benefits delivered by site and track installed base.
• Conduct customer visits focused on scope discovery, sales activities, problem resolution, and other customer-facing tasks.
• Collaborate with global and regional teams on developing and securing opportunities.
• Promote knowledge sharing between the product group and regions.

Skills

Communication

Stakeholder management

Industrial sales

Negotiation

Education

Bachelor's degree in Electrical Engineering

Job description

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.

Our Automation & Digitalization division is currently seeking a Product Sales Manager for the Eastern Region USA. Reporting to the Director of Regional Engineering Services, this position is responsible for providing technical sales to regional Pulp and Paper customers in order to identify, communicate, and pursue sales opportunities of Andritz Pulp and Paper Automation and Digitalization division products.

Key Responsibilities

Responsibilities may include but are not necessarily limited to the following:

• Utilizing the Pulp and Paper Service Account Manager's (SAM's), provide technical guidance in sales cases, including qualifying sales cases, defining the optimal solution, calculating the customer's return on investment, interfacing with the customer to understand their business issue, participate in proposal development to ensure alignment with product vision, help drive opportunities to close.
• Develop sales materials including PPT's to help SAM's find and develop new customers and new opportunities.
• Develop proposal templates, scopes with DOR's and pricing models that win in the North American market.
• Develop a reference list that includes quantifiable benefits delivered by site and keep track of installed base.
• Conduct customer visits focused on scope discovery, sales activities, problem resolution, and other customer-facing activities.
• Collaborate with global and regional business development and sales groups on developing and securing opportunities.
• Promote knowledge sharing between the product group and regions.

#1ANDRITZway Core Behaviors

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

#1ANDRITZway ALeaders Behaviors

• Lead by Example
• Lead the Business
• Care for People
• Guide the Team

Job Specific Competencies

See Key responsibilities and qualifications

Qualifications (Required)

• Graduate of a bachelor's or diploma program in electrical engineering (or similar);
• Minimum of 5 years' experience in industrial engineering and/or sales;
• Strong understanding of the pulp and/or paper mill process and ability to provide various technical solutions.
• Understanding of area of focus including benefits, scope, pricing, and competitions
• Ability to communicate with ease with internal and external stakeholders and articulate the benefits of the ANDRITZ solution in various situations
• Understanding of key roles in the customer organization and the ability to identify key decision makers. Effective communication with stakeholders at all levels is important
• Experience in providing customers with on-site evaluations, audits.
• Resourceful, self-managed, and goal driven but still able to work effectively in a team;
• Strong interpersonal, verbal and written communication skills (English);
• Legally entitled to work in the USA;
• Ability and willingness to travel to domestic sites (25-50%).

Other Valued Experience, Knowledge, Skills & Abilities (Preferred)

• Sales training and experience would be considered an asset.

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