Remote - Regional Sales Manager, Services, North America

Pfaudler Company•Minneapolis, MN

14d•Remote

About The Position

The primary role of this position is for development and sale of Aftermarket Parts and Services in North America and the successful candidate will play a key role in increasing income and revenue for Services. This includes: generating inquiries for the Services business; developing account strategies; supporting customer’s existing equipment with equipment upgrades; and promoting new technologies to support installed equipment to achieve the Sales targets for Services in North America including equipment from our Global divisions. In working with the Directors of Service, and in conjunction with the inside sales teams, identify and develop sales opportunities by customer and market segment. The Regional Sales Manager, Services must be a self-motivated person who desires to work in a fast-paced and results-oriented environment. Must be able to identify and provide reliable solutions for technical issues with Pfaudler equipment to assure complete customer satisfaction and maintaining strong relationships with customers throughout the sales cycle.

Requirements

Excellent Oral Communication (personal and technical) in front of small and medium groups
Excellent Written Communication (personal and technical) and listening skills
Presentation Skills
Coachable
Persuasiveness (benefit and feature selling vs. price selling)
Handle objections/difficult customer situations
Self-starter focused on customer service
Good computer skills with MS Office (Word, Excel, PowerPoint) and Salesforce
Must be ready and willing to learn and understand Pfaudler's product features in order to present their benefits to customers accurately and persuasively. An understanding of goods or services includes having acquired information about its application, function, features, use and support requirements to support the Aftermarket Products and Services business.
Must possess or have desire/willingness to understand the basics related to chemical and pharmaceutical processes, which would entail an understanding of the following:
Ability to read, analyze, and interpret customer specifications, customer T&C's, general business periodicals, professional journals, technical procedures, or governmental regulations in the local language(s) of the region supported. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, clients and customers. Ideally speaks the language of his/her territory. Further, English language for internal communications is mandatory.
Ability to travel by car or air.
Bachelor's degree (B.S.) from a four year college or university in a technical field; 5-10 years related experience and/or training; or equivalent combination of education and experience.

Responsibilities

Focuses sales efforts by studying existing and potential volume of customer needs related to the Services business and installed base.
Travels to client facilities to service existing accounts, and obtain inquiries and subsequent orders, and establish new accounts by planning and organizing daily work/travel schedule.
Emphasizes the Pfaudler solutions to differentiate the Pfaudler offering from the competition.
Visits customers to discuss the quotes, present the Pfaudler product offerings and benefits and understands customer needs and decision making criteria. Travel time is 60% - 80%.
Coordinates with Sales Management to negotiate customer order terms and conditions, as required.
Submits trip reports to Sales Director to detail clients visited and topics discussed.
Maintain and increase the company's presence and client base within the territory.
Contributes to team effort by accomplishing related results as needed.
Keep in close communication with customers' Maintenance Departments, Engineering, Reliability and Procurement personal for knowledge of each customer current business status and forecasted business and potential future capital projects for new processes, process improvements and capacity expansions.
Communicate with the inside sales teams to develop quotations.
Follow up on proposals to keep Management informed on current project status.
Attends trade exhibitions, conferences and meetings as needed.
Ensures that sales targets are met.
Identifies and establishes new business opportunities to provide future growth.
Maintain accurate records to target accounts, opportunities, quotes, projects, and maintain contacts and correspondence in company approved databases.
Travel to customer sites to promote sales, review applications and proposals and to close orders.
Resolve customer issues or difficulties in a manner that is consistent with the company mission, values, and financial objectives.
Maintain professional business relationships within target accounts.
Participate/provide regional training seminars.