Sales Manager

Graham Manufacturing•Houston, TX

26d

About The Position

The Sales Manager drives sales of the organization’s products in the Texas and Alberta territories. Success requires technical knowledge of the products and organizational architecture, along with the ability to use sales, technical, organizational, and customer knowledge to help customers apply products and services that meet their needs and generate bookings and revenue. The role also supports marketing, market planning, and technical development of products and services. The position manages assigned accounts and sales opportunities, develops sales and marketing proposals and plans, builds customer and industry relationships, and monitors performance against quotas, revenue goals, KPIs, and other measurements. It conducts market research, prepares and delivers presentations and promotional materials, and maintains awareness of competition, industry trends, technical developments, and regulations. The manager is expected to study Graham’s ejector, condenser, pump, and heat exchanger product families and develop knowledge of their applications, technical aspects, and limitations. The role requires domestic and international travel as needed, overtime when required, and possible evening and weekend work. Training of 3–6 months is required in Batavia, NY, with flexibility in how training time is achieved. Business activities within Texas require use of an appropriate private vehicle, with mileage reimbursement at the government rate. The role primarily operates in a clerical office setting and may involve plant-site visits, climbing, and physical exertion.

Requirements

Bachelor’s degree in Mechanical Engineering or Chemical Engineering.
5–10 years of on-the-job sales closing experience.
Must be willing to work overtime as required; evening and weekend work may be required.
Domestic and international travel may be required.
Must complete 3–6 months of training in Batavia, NY; the training schedule may be flexible.
Use an appropriate private vehicle for business activities within Texas as defined by the supervisor and/or territory.
Strong written and verbal communication skills, organization and time-management skills, and attention to detail.
Ability to self-start, prioritize workload and deliverables, and manage multiple priorities and deadlines.
Ability to create and deliver effective formal presentations to customers and staff, including technical presentations and workshops.
Ability to monitor, analyze, and communicate sales data using contact management software.
Ability to conduct market research, evaluate customer technical needs, and understand business processes, markets, customers, and competition.
Ability to communicate effectively across all organizational levels and respond to customer, regulatory-agency, or business-community inquiries and complaints.
Ability to define problems, collect data, establish facts, draw valid conclusions, and solve practical problems in a timely manner amid ambiguity.
Ability to plan, self-direct, and implement objectives within established timelines and schedules.
Ability to read, analyze, and interpret scientific and technical journals, financial reports, legal documents, and complex documents.
Ability to write detailed reports and correspondence clearly and accurately, maintain confidentiality, and communicate sensitive or complex information effectively.
Strong analytical, organizational, and communication skills; detail orientation with the ability to maintain a strategic outlook.
Ability to identify problems proactively and collaborate with management on potential solutions.
Proficiency in Microsoft Office applications, including spreadsheet, database, and specialized application software.
Ability to meet commitments and align work with strategic goals and profitability objectives.

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 and prospective inquiries.
Evaluate inquiries and solicitations for pursuit according to company guidelines and peer review as appropriate.
Manage assigned accounts and build relationships with customers, sales personnel, internal customers, and key contacts in target business sectors.
Develop sales and marketing proposals for customers on technical products and services.
Make routine sales calls and travel as required to develop and maintain relationships and follow up on leads.
Develop a business plan, review performance annually against KPIs, and create a performance scorecard.
Develop win strategies based on awareness of potential competition.
Plan and support promotional activities, including trade shows, lunch-and-learns, and conferences; create promotional literature, website content, and product presentations.
Conduct market research to determine customer needs and share findings with team members.
Maintain and communicate strategic sales and market plans; execute short- and long-range sales and marketing strategies and goals for products and services.
Monitor, analyze, and communicate sales data using contact management software to support product and service planning.
Cultivate potential-customer lists, establish industry contacts, and follow through on potential sales.
Prepare regular reports, track measurements, coordinate data from staff and member groups, and communicate planning and deliverables subject to manager approval.
Study Graham’s ejector, condenser, pump, and heat exchanger product families and develop knowledge of their applications, technical aspects, and limitations.
Maintain awareness of industry activities, trends, technical developments, compliance matters, and government regulations.
Read and interpret drawings, data sheets, P&IDs, process flow diagrams, and work instructions.
Follow up on professional development goals and opportunities and communicate interest in growing with the company.
Communicate openly, honestly, and constructively, and treat employees and customers with dignity, respect, and courtesy.
Perform other job-related duties and responsibilities as assigned.