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Regional Sales Manager
2 months ago
A challenging opportunity has arisen for a Regional Sales Manager to join our team at AAF International, a global leader in the design and manufacture of Air Filtration Systems, Acoustic Systems, and associated products and services.
About the Role:The successful candidate will be responsible for executing all sales goals, implementing strategic initiatives for business growth, managing external sales representatives, and direct sales activities for assigned region.
Key Responsibilities:- 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.
- 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 a 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%).
- 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.
