IMP Account Manager - Process Sales

Alfa Laval Spiral•Houston, IN

4d•Hybrid

About The Position

We are currently seeking a driven, customer-focused, and commercially minded IMP Account Sales Manager to accelerate growth of Alfa Laval's Heat Exchanger business across the Inorganics, Metals, and Pulp & Paper (IMP) market. This highly customer-facing role will focus on developing relationships with End Users, Packagers, and Skid Builders while driving new business acquisition, expanding market penetration, and maximizing value from Alfa Laval's installed base. In this role, you will serve as the commercial lead for assigned IMP accounts, developing and executing sales strategies that support Alfa Laval's growth objectives. You will work closely with customers, service sales teams, operations, marketing, and our European central organization to identify opportunities, strengthen customer relationships, and deliver profitable business growth. This is a hybrid role and can be based in Houston, TX, Greenwood, IN, or Richmond, VA, with approximately 50% travel across the United States.

Requirements

A Bachelor's degree in Engineering, Business, or an equivalent combination of education and experience.
A minimum of five years of experience in technical sales, field sales, account management, or business development roles within industrial, energy, manufacturing, or process industries.
Experience working with industrial applications and process equipment.
Proven ability to develop new business opportunities and build long-term customer relationships.
Strong consultative selling skills with the ability to engage technical and commercial stakeholders.
Demonstrated success operating independently in a field-based sales environment.
Strong business acumen and understanding of financial performance drivers.
Ability to analyze market data and translate insights into actionable sales strategies.
Experience utilizing CRM systems, digital tools, and data analytics to drive commercial performance.
Excellent communication, presentation, and relationship-building skills.
Strong organizational skills with the ability to manage multiple priorities simultaneously.
A proactive, results-oriented mindset with a high degree of ownership and accountability.
Strong proficiency in Microsoft Office Suite and other business systems.

Nice To Haves

Experience with heat exchangers or related thermal technologies is preferred.

Responsibilities

Develop and execute tactical sales plans for direct customer and white spot accounts, engaging key decision-makers to drive new business acquisition, improve conversion rates, and increase market penetration.
Build and maintain long-term relationships with key customers, engineering partners, packagers, and skid builders within the IMP market.
Take ownership of assigned accounts and drive sustainable sales growth while meeting assigned financial and commercial objectives.
Identify, qualify, and pursue new business opportunities through proactive customer engagement, market analysis, and installed-base intelligence.
Analyze market trends, competitor activity, pricing strategies, and customer buying behaviours to develop effective market segmentation and targeting strategies.
Utilize digital platforms, CRM tools, and data-driven insights to identify growth opportunities and support commercial activities.
Collaborate with Service Sales teams throughout the product lifecycle to identify replacement, upgrade, and modernization opportunities within existing installations.
Support strategic marketing initiatives and business development programs to increase awareness and demand for Alfa Laval solutions within the IMP market.
Work closely with operations and leadership teams to improve forecasting accuracy, capacity planning, and demand visibility.
Partner with Alfa Laval's European central organization to align commercial strategies and capitalize on growth opportunities.
Develop innovative approaches to increase market engagement and challenge traditional ways of conducting business.
Foster a customer-focused culture by providing responsive, transparent, and solution-oriented support.
Collaborate across the Alfa Laval organization to ensure the best possible outcomes for customers and the business.
Operate successfully in an independent, field-based environment while managing multiple priorities and opportunities.