Sales Manager

Job Title: Sales Manager

Reports To: Sales Director, Texas and Alberta

Division/Department: Sales

Level of Work: Level II

Position Summary: 

The Sales Manager is responsible for driving sales of the organization’s products in the Texas and Alberta territories. Technical knowledge and understanding of the products and organizational architecture is pivotal for success and job satisfaction. This position interfaces with the customer and the product and services which Graham produces. Must use sales, technical, organizational, and customer knowledge to influence the customer and support them in applying our products/services that will best serve their needs, resulting in sales bookings and revenue generation. In addition, this position provides support for marketing, market planning, and technical development of our products and services.  

Level II: Sales – Complete and accurate work performed efficiently

Resource management (material and people)

• Actively pursue, develop and maintain sales opportunities.
• Follow up on sales leads and leads in development
• Solicit opportunities from customers by self-managed efforts Identify prospective inquiries and solicitations for evaluation to pursue via company guidelines and/or peer review as appropriate.
• Develop sales and marketing proposals for customers on technical products and services. 
• Travel as required to make routine sales calls in order to develop and maintain relationships as well as to follow up on leads.
• Management of assigned Accounts.
• Form relationships with other sales personnel and internal customers. 
• Plan and support promotional activities as necessary.
• Develop a business plan and conduct annual review against KPIs.  
• Develop a “Score Card” on performance.
• Gain awareness of potential competition and develop win strategies.  

Resource scheduling, output management, and reporting

• Market familiarization, relationship building, and promotion. 
• Form relationships with key points of contact within target business sectors and customers.
• Plan and support promotional activities including trade shows, lunch & learns, and participation in conferences.
• Create promotional material including literature, site content, and product presentations.
• Conduct market research to determine customer needs and share information with team members.

Continuous Improvement

• Study Graham’s existing ejector, condenser, pump, and heat exchanger product families to properly apply to existing markets and customer applications.
• Develop and continually broaden knowledge of the technical aspects and limitations of company products and capabilities.
• Perform other job-related duties and responsibilities as assigned.

Equipment & Process Maintenance

• Able to properly read all drawings, data sheets, P&IDs, process flow diagrams, and work instructions.
• Follows up on professional development goals and opportunities.
• Takes an interest and lets it be known that they have a desire to grow with the company.

Professional Development (self and reports):

• Maintain up-to-date awareness of activities, industry trends, and government regulations. Communicate openly, honestly, and constructively.
• Treat all employees and customers with dignity, respect, and courtesy

Qualifications:

To qualify for this position, an individual must possess the knowledge, training, experience, and abilities required. 

Education and Training

• Bachelor’s of Science Degree in Mechanical or Chemical Engineering

Experience:

• 5-10 years of on the job, sales closing experience.
• Heat Transfer experience preferred
• Experience with vacuum producing static equipment and rotating equipment is a plus

Other: 

• Must be willing to work overtime as required.
• Work may require evening and weekend work.
• Domestic and International travel may be required.   
• 3-6 months training is required in Batavia, NY to learn products & organization. Will be flexible on how training time will be achieved.     
• Use appropriate private vehicle for all business activities within Texas as defined by supervisor and/or territory. Reimbursement per government mileage rate.  

Skills:

To perform the job successfully, an individual should demonstrate/possess the following competencies: 

1. Responsible for meeting established booking quotas and revenue goals.
2. Evaluate product and service marketability in terms of customers’ technical needs.
3. Strong written and verbal communication skills. 
4. Strong organization and time management skills. 
5. High attention to detail.
6. Ability to self-start and prioritize work load and deliverables.
7. Follow up on sales leads and developing leads.
8. Make routine sales calls in order to develop and maintain relationships as well as follow up on leads.
9. Develop sales and marketing proposals for customers on technical products and services.
10. Continuously maintain, update, and communicate strategic sales and market plans.  
11. Monitor, analyze, and communicate sales data, using contact management software, in order to contribute to product/service planning. 
12. Cultivate lists of potential customers; establish industry contacts, and follow through as they lead to potential sales.
13. Responsible for executing short and long range strategies for sales & marketing plans.
14. Ability to create and give formal and effective presentations to customers and staff is critical. Develop technical presentations and workshops. 
15. Execute market strategies & goals for each product and service. 
16. Conduct market research to determine customer needs and share information with staff members.
17. Maintain knowledge of up-to-date industry trends and technical developments and understand how they affect target markets.
18. You will be responsible for producing regular reporting, tracking set measurements, and communicating final planning with deliverables subject to manager approval.
19. Obtain and coordinate data from staff and member groups. 
20. Research and be critically aware of industry activity, trends, compliances, and regulations. 
21. Effectively communicate with all levels throughout the organization, while interfacing with them on a continuous basis. 
22. Meets challenges with resourcefulness, generates suggestions for improving work; develops innovative approaches and ideas; presents ideas and information in a manner that gets others attention.
23. Excellent understanding of business processes, market and customers.
24. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.
25. Ability to define problems, collect data, establish facts, and draw valid conclusions.
26. Strong reasoning ability required to allow assessment of a broad range of customer requirements.
27. Ability to successfully plan, self-direct, and implement objectives within established timelines and work schedules.
28. Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.
29. Listens and gets clarification; ability to respond effectively to the most sensitive inquiries or complaints; writes clearly, correctly, and informatively; ability to read, analyze, and interpret the most complex documents; maintains confidentiality.
30. Proficient in presentation and communication to non-finance functional groups.
31. Able to manage multiple priorities and deadlines.
32. Strong analytical, organizational and communication skills are a must.
33. Ability to solve practical problems in a timely manner whilst dealing with a level of ambiguity.
34. Must be detail oriented with ability to maintain a strategic outlook.
35. Proactively identify problems and collaborate with management on implementing possible solutions.
36. Energetic and eager to tackle new projects and learn new skills.
37. Speaks effectively and persuasively on controversial or complex topics; listens and gets clarification; ability to respond effectively to the most sensitive inquiries or complaints; writes clearly, correctly, and informatively.
38. Understands business implications and decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
39. High degree of accountability to meet commitments.
40. Ability to write detailed reports and correspondence.
41. Responsible for performing other job-related duties as needed and/or assigned at any time. 
42. Must have proficiency in MS office applications including spreadsheet, database, and specialized application software. 

Physical and Mental Demands

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Physical demands: While performing the duties of this position, the incumbent is primarily required to sit, stand, walk, stoop, and bend. Required to speak and communicate clearly with others. 
• Mental demands: While performing the duties of this position, the incumbent is required to read, write, analyze data and reports, exercise judgment, develop plans, procedures and goals, present information to others and work under pressure.
• Work Environment: This job primarily operates in a clerical office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers and filing cabinets. 
• Plant site visits for aftermarket sales may require climbing and some physical exertion.

This job description is not all inclusive but rather serves as a general guideline of the current needs of the position and can be modified at the discretion of management to meet current business needs. Experience and education requirements are the primary basis for awarding this position, however substitutions that are essentially equivalent may be made as they relate to the essential functions, duties, and responsibilities of this position