Outside Sales / Sales Manager

Reports to: Vice President of Sales, APC Division

Overview:

The Sales Director is responsible for the sales of APC equipment and services; this includes new capital equipment sales, equipment rebuilds and retrofits, and equipment service opportunities. Key responsibility will be Management of sales staff, including hiring, training, and coaching to develop and maintain a highly effective sales force.

Roles & Responsibilities:

• Develop and implement sales strategies that align with the company's overall goals and objectives.
• Identify new business opportunities and develop relationships with potential customers.
• Analyze sales data and metrics to identify trends, opportunities, and areas for improvement.
• Provide accurate sales forecasts for annual, quarterly, and monthly bookings and establishes sales goals which meet the company’s strategic growth goals. Forecast and develop plans for both capital equipment sales and aftermarket sales and service.
• Work with sales team to provide market information to allow products to sell at the maximum market pricing.
• Negotiate contracts, pricing, and other terms of sale with customers and suppliers.
• Develop specific sales and marketing plans to ensure revenue growth in all company products in all target markets. Prepare action plans for sales team and individuals to identify sales leads and prospects, penetrate new markets, and increase cross selling.
• Work with outside marketing resources to oversee development of marketing plans and materials to maintain existing sales accounts and help launch of new product lines; includes coordination of website updates and social media profile maintenance.
• Evaluate sales policies, practices, and procedures and develop new as needed.
• Assist sales personnel in establishing personal contact and rapport with top decision-makers to close high level or difficult sales.
• Collaborate with Product Managers to communicate industry marketing information to adapt products to improve market share.

Skills & Abilities:

• High performing, enthusiastic, self-motivated sales professional with leadership qualities that can work independently or in a team environment.
• Strong problem-solving and analytical skills: proven effectiveness in compiling and interpreting complex data; identifying trends; drawing appropriate conclusions; proposing, presenting, and supporting fully developed solutions.
• Proven ability to develop and execute successful sales strategies to leverage company strengths and market conditions and respond to competitive threats.
• Strong business acumen – Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
• Working knowledge of environmental air regulations for pollutants from industrial sources.
• Experienced with sales budgeting and planning required.

Qualifications:

• Bachelor's or Advanced Degree, preferably in Engineering
• 10+ years of long cycle consultative industrial equipment sales management experience, or equivalent combination of education and experience
• 5+ years of direct management, leadership, and mentoring of sales personnel
• Experience with commercial terms and contract negotiations
• Strong industry technical expertise with application knowledge
• Experience with budgeting, estimating, schedules and proposal development
• Experience in representing the company at customer meetings
• Experience in the Wood Products Industries is a plus
• Experience with Regenerative Thermal Oxidizer and Wet Electrostatic Precipitators is a plus

Travel: up to50% of time