Industrial Refrigeration Market Sales Manager at C23901 Alfa Laval Inc (US) in Richmond, Virginia

Job Description:

This position is responsible for leading the technical and commercial execution of activities as it relates to Alfa Laval’s Gasketed Plate Heat Exchanger. Activities such as driving Channel Sales Excellence and monitoring and improving channel performance are crucial to the success of this role.

Expectations & Responsibilities:

• Successfully achieving the agreed up on number of customer “impacts” * each year      *Example: LinkedIn Connections, Webinars, Tradeshows, Customer Visits, Quotations
  


• Generating leads by use of digital media, webinars, customer visits, events, and promotions


• Must work within the OneCRM tool: logging leads, qualifying leads, creating opportunities, and registering updates.

• Works closely with Sales Channels monitoring quote activity, improving hit ratio, mining the installed base and consulting on technical issues.


• Able to demonstrate a strong business acumen to understand the opportunity and the proper questions to ask.


• Strong technical competence able to ensure the proper customer solution with a competitive analysis.


• Increase market awareness of brand and products by targeting new customers and re-educating existing customers (lunch and learns, webinars, etc.)


• Establish meaningful KPI’s to measure and motivate channel performance in alignment with BU GPHE goals.


• Recommend areas of necessary channel development and replacement.  Know what channel options are available and be able to provide an evaluation. 


• Participate in regular channel training and development.


• Supervisor for Key Account Manager and Sales Engineer.


• Works together with manager to perform market analysis and market planning to identify sales activities needed to achieve growth targets.


• Drive and monitor Sales Activities within team.

Knowledge, Skills, & Abilities of the Successful Candidate:

• Bachelor’s degree in Engineering


• Advanced degree (MS or MBA) a plus


• Achieved Intermediate Product Knowledge Certification:  (GPHE)


• Solution selling background desired


• Ability to evaluate and prioritize multiple tasks


• Strong PC, communication skills, and business acumen

EEO/Vet/Disabled Employer