Sales Manager

Graham Manufacturing•Batavia, NY

26d

About The Position

The Sales Manager drives sales of the organization’s products in the Texas and Alberta territories. The role uses sales, technical, organizational, and customer knowledge to help customers apply Graham’s products and services to their needs, generating bookings and revenue. It also supports marketing, market planning, and technical development of products and services. The position manages assigned accounts, develops and maintains sales opportunities, prepares proposals and presentations, and conducts market research. It builds relationships with customers, internal teams, and industry contacts; supports promotional activities; and develops business plans and sales strategies. The role requires working knowledge of Graham’s ejectors, condensers, pumps, heat exchangers, and associated applications, as well as the ability to read engineering and process documentation. The position is primarily based in a clerical office setting, with routine use of standard office equipment. Travel may be required domestically and internationally, and plant visits for aftermarket sales may involve climbing and physical exertion. Training for three to six months is required in Batavia, New York. Overtime and evening or weekend work may be required.

Requirements

Bachelor of Science degree in Mechanical Engineering or Chemical Engineering.
Five to ten years of on-the-job sales closing experience.
Must be willing to work overtime as required; work may include evenings and weekends.
Domestic and international travel may be required.
Complete three to six months of training in Batavia, New York; training arrangements may be flexible.
Use an appropriate private vehicle for business activities within Texas as directed by the supervisor and/or territory; mileage is reimbursed at the government mileage rate.
Strong written and verbal communication, organization, time management, analytical, and interpersonal skills.
Ability to self-start, prioritize workload and deliverables, manage multiple priorities and deadlines, and work under established timelines and schedules.
Ability to create and deliver effective formal presentations, technical presentations, and workshops to customers and staff.
Ability to evaluate product and service marketability against customers’ technical needs and understand business processes, markets, customers, profitability, and competition.
Ability to conduct market research, maintain strategic sales and market plans, and align work with organizational goals.
Ability to respond effectively to customer, regulatory agency, and business community inquiries or complaints, including sensitive matters.
Ability to define problems, collect data, establish facts, draw valid conclusions, and solve practical problems in a timely manner amid ambiguity.
Ability to read, analyze, and interpret scientific and technical journals, financial reports, legal documents, and complex documents; write detailed reports and correspondence clearly and accurately.
Ability to communicate effectively throughout the organization, maintain confidentiality, and coordinate information with staff and member groups.
Detail-oriented, accountable, resourceful, proactive, and able to generate suggestions and innovative approaches for improving work.
Proficiency in Microsoft Office applications, including spreadsheet, database, and specialized application software.
Ability to perform the physical functions of the job, including sitting, standing, walking, stooping, bending, speaking, and communicating clearly; plant visits may require climbing and some physical exertion.

Nice To Haves

Heat transfer experience preferred.
Experience with vacuum-producing static equipment and rotating equipment is a plus.

Responsibilities

Drive sales of the organization’s products in the Texas and Alberta territories and meet established booking quotas and revenue goals.
Actively pursue, develop, and maintain sales opportunities; follow up on leads and solicit opportunities from customers.
Identify prospective inquiries and solicitations for evaluation and develop sales and marketing proposals for technical products and services.
Make routine sales calls and travel as required to develop and maintain customer relationships and follow up on leads.
Manage assigned accounts and build relationships with sales personnel, internal customers, and key customer contacts.
Develop business plans, review performance against KPIs annually, and create performance scorecards.
Develop strategies to address competition and execute short- and long-range sales and marketing plans.
Plan and support promotional activities, including trade shows, lunch-and-learns, and conferences; create promotional literature, site content, and product presentations.
Conduct market research to determine customer needs and share findings with team members.
Monitor, analyze, and communicate sales data using contact management software, and contribute to product and service planning.
Study the company’s ejector, condenser, pump, and heat exchanger product families to apply them appropriately to markets and customer applications.
Broaden knowledge of the technical aspects and limitations of company products and capabilities.
Read drawings, data sheets, P&IDs, process flow diagrams, and work instructions.
Maintain awareness of industry activity, trends, technical developments, compliance requirements, and government regulations.
Produce regular reports, track measurements, coordinate data from staff and member groups, and communicate plans and deliverables subject to manager approval.
Pursue professional development goals and opportunities and communicate constructively with employees and customers.
Perform other job-related duties and responsibilities as assigned.