Regional Sales Manager

4 weeks ago

Cramlington, Northumberland, United Kingdom AAF International Full time

AFF International is a global leader in the design and manufacture of Air Filtration Systems, Acoustic Systems, and associated products and services. We are part of a global powerhouse that uses Filtration to transform the world.

We invest in our people, and our people invest in our customers and communities. This mutual commitment is a foundation for our growth. So is an inclusive culture that encourages everyone to come to work as their whole selves and come together as a team that welcomes unique ideas, perspectives, and backgrounds.

We're not just innovating on the outside. We're innovating on the inside to unlock people's unlimited potential and bring out the diverse and ground-breaking ideas that will help us solve today's most pressing challenges.

We offer more than a pay check. AFF International is where you'll be heard, be valued, belong — and be able to make your mark.

AFF International is an Equal Opportunity Employer M/F/Disability/Veteran.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, sexual orientation, gender identity, national origin, citizenship, veteran status, uniform servicemember status, age, disability, or any other legally recognized protected personal characteristics.

Candidates for this role must be located in WI, MN, IA, IL, or MO.

Position Objective:

The Regional Sales Manager - Air Pollution Control is responsible for successfully executing all sales goals, implementing strategic initiatives for business growth, managing external sales representatives, and direct sales activities for assigned region.

Key Accountabilities:

  • Grow sales of AAF industrial dust collection systems to customers within the assigned region.
  • Manage sales results through sales representative networks, as well as direct sales to key end-user and OEM accounts in region.
  • Develop relationships with new and existing customers through personal meetings, presentations, and seminars. Work with reps, end-users, and OEMs to get products specified in future projects.
  • Coordinate with Application Engineering staff to prepare and submit technical and commercial proposals for AAF dust collector systems.
  • Work with Applications and Engineering teams to ensure that AAF systems are properly applied, specified, and installed.
  • Develop and maintain healthy and accurate sales pipeline for assigned region in alignment with bookings and revenue goals using Salesforce CRM system.
  • Locate new uses and new markets for products and recommend sales development strategies for them.
  • Attend trade shows, conferences, sales meetings, and supporting activities as required to meet business objectives.
  • Maintain and report accurate 3-month rolling bookings forecast and sales tracker results for assigned region and sales channel partners.
  • Provide industry feedback and reports on market trends in target industries.
  • Provide market input to business management to support new product development, product improvement, and entry into new or emerging markets.
  • Maintain a strong understanding of industry size, structure, target customers, and competitors in assigned region.
  • Proactively interface with customer service, engineering, and operations sides of the business to ensure customers are supported throughout the sales cycle.
  • Negotiate order contracts with customers and sales representatives to maximize AAF benefits, limit liabilities, and ensure alignment with business unit objectives.
  • Resolve all customer conflicts in a timely, professional, and ethical manner.
  • Coordinate and lead technical training on products and applications to customers.
  • Collaborate with aftermarket sales and field services teams to support aftermarket field service sales initiatives in assigned region.
  • Travel throughout assigned region (approximately 50%).

KPIs:

  • Regional Equipment Bookings.
  • Timely updates and accuracy of Salesforce CRM.
  • Development and management of 30/60/90 pipeline.
  • Other metrics as required by growth plan.

Position Requirements:

  • Bachelor's degree preferred;
  • Experience in technical industry strongly desired;
  • Experience in HVAC or Air Pollution Control industry highly desired;
  • Familiarity with particulate (primarily) and gaseous (secondarily) air pollution control technology preferred;
  • History of working with industrial equipment;
  • Working knowledge of airflow and filtration concepts;
  • Sales channel creation and management experience;
  • Comfortable presenting in a large group setting in person or via video conferencing;
  • Experience with CRM systems, preferably SalesForce;
  • Mechanical aptitude;
  • Demonstrated ability to work in a proactively diverse and inclusive organization;
  • Excellent, proven interpersonal, verbal, and written communications skills;
  • Effective problem-solving, quantitative, and business analysis skills, as well as mediation skills;
  • Demonstrated ability to share skills and knowledge with others;
  • Proficiency with office computer equipment and software.

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