Sales Manager

Responsibilities:

• The incumbent is expected to perform the duties Living the Unifrax Values of Safety, Ethics, People, Commitment, Customer Focus, Innovation, Continuous Improvement, Teamwork, and Speed and Agility.
• Meet or exceed sales plans.
• Overnight travel expected.
• Develop and execute territory plans.
• Maximize time in front of customers. Minimize travel time. Call on accounts in clusters. Work one territory zone each day. Use loops and clover leaves.
• Provide accurate forecasts.
• Maintain CRM Opportunities, Accounts and Contacts, F2F Meeting Reports, Activities, Key Account Plans, etc.
• Complete expense reports on time and under budget.
• Create strategies to penetrate key competitive accounts.
• Utilize the Knowledge-Based Sales Model to develop trust by becoming the knowledge source for your customers.
• Continuously improve technical application and product knowledge, selling skills, presentation skills and negotiation techniques.
• Attending and actively participating in sales meetings, product seminars and trade shows.
• Make technical presentations to large audiences.
• Present special programs: marketing/advertising programs, new products, training, and educational seminars (i.e. Lunch & learns).
• Collect competitive information and communicate it to Management.
• Manage and resolve issues and complaints: quality, delivery, AR, and obsolescence.
• Sell all products but concentrate on those contributing higher standard gross margins.
• Co-ordinate with Application Engineering to provide product solutions to customer.
• Work with Operations & CSD to ensure OTIF delivery.

Qualifications/ Experience:

• A diploma / bachelors degree in mechanical, BE Chemical, Environmental Engg., M.Sc. Environmental Engg.)
• Minimum 10 – 12 years of experience in Industrial Filtration (IF) and/or High Efficiency Filtration (HEF) Sales / Sales support / Application Engineering
• Selling and negotiation skills are preferred.
• Demonstrated sales experience and success selling technical materials or products.
• Motivated with a strong desire and ability to build relationships.
• Knowledge of CRM & ERP systems, Incoterms, products and applications, competitive products, and drawings is preferred. Knowledge of Microsoft Dynamics is preferred
• Proficiency in Microsoft Office Suite, Financial Statement Analysis, CRM (preferably SAP SD)