Sales Manager

Graham Manufacturing•City of Batavia, NY

28d•$124,000 - $160,000

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, as well as the ability to use sales, technical, organizational, and customer knowledge to help customers apply products and services to their needs and generate bookings and revenue. The role also supports marketing, market planning, and technical development of products and services. It is designated Level II, where work is expected to be complete and accurate and performed efficiently. The position manages assigned accounts and sales opportunities; develops customer relationships and proposals; plans and supports promotional activities; and creates business plans, performance scorecards, and sales strategies. It involves market research, industry awareness, reporting, customer presentations, and collaboration with sales personnel and internal teams. The manager is expected to build technical knowledge of Graham’s ejectors, condensers, pumps, and heat exchangers and understand their applications and limitations. The role requires travel as needed, including domestic and international travel, and 3–6 months of product and organizational training in Batavia, New York. The position primarily operates in a clerical office setting, with plant-site visits for aftermarket sales that may require climbing and physical exertion. Overtime and evening or weekend work may be required.

Requirements

Bachelor of Science degree in Mechanical Engineering or Chemical Engineering; equivalent substitutions may be considered as they relate to the essential functions, duties, and responsibilities.
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.
Complete 3–6 months of training in Batavia, New York; the schedule for the training is flexible.
Use an appropriate private vehicle for business activities within Texas as defined by the supervisor and/or territory; mileage reimbursement is at the government 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 meet established timelines and work schedules.
Ability to meet established booking quotas and revenue goals and execute sales and marketing strategies.
Ability to evaluate product and service marketability in relation to customers’ technical needs.
Ability to develop and deliver formal, effective presentations to customers and staff, including technical presentations and workshops.
Ability to monitor, analyze, and communicate sales data using contact management software.
Ability to cultivate prospective customer lists, establish industry contacts, and follow through on potential sales.
Ability to conduct market research, communicate customer needs, and maintain knowledge of industry trends and technical developments.
Ability to research and assess industry activity, compliance requirements, and regulations.
Ability to communicate effectively with all organizational levels and respond to customer, regulatory agency, and business-community inquiries or complaints.
Ability to define problems, collect data, establish facts, draw valid conclusions, and assess a broad range of customer requirements.
Ability to read, analyze, and interpret scientific and technical journals, financial reports, legal documents, and complex materials.
Ability to write detailed reports and correspondence clearly and correctly, maintain confidentiality, and communicate sensitive or complex information effectively.
Proficiency in Microsoft Office applications, including spreadsheet, database, and specialized application software.
Must be detail-oriented, accountable, resourceful, and able to solve practical problems in a timely manner while working with ambiguity.
Ability to identify problems proactively and collaborate with management on solutions.
Physical ability to sit, stand, walk, stoop, and bend; speak and communicate clearly; and, during some plant-site visits, climb and perform physical exertion.
Ability to read, write, analyze data and reports, exercise judgment, develop plans and goals, present information, and work under pressure.

Nice To Haves

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

Responsibilities

Actively pursue, develop, and maintain sales opportunities; follow up on leads and identify prospective inquiries and solicitations for evaluation.
Solicit customer opportunities through self-managed efforts and manage assigned accounts.
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.
Build relationships with other sales personnel, internal customers, and key contacts in target business sectors and customer organizations.
Plan and support promotional activities, including trade shows, lunch-and-learns, and conferences.
Create promotional materials, including literature, website content, and product presentations.
Develop a business plan, conduct annual KPI reviews, and develop a performance scorecard.
Identify potential competition and develop strategies to win business.
Conduct market research to determine customer needs and share findings with team members.
Study Graham’s ejectors, condensers, pumps, and heat exchanger product families to apply them appropriately to markets and customer applications.
Broaden technical knowledge of company products, capabilities, and limitations.
Maintain awareness of industry activity, trends, and government regulations, and communicate relevant information.
Monitor, analyze, and communicate sales data using contact management software to support product and service planning.
Execute short- and long-range sales and marketing strategies and goals for products and services.
Produce regular reports, track established measurements, and communicate planning and deliverables for manager approval.
Obtain and coordinate data from staff and member groups.
Develop and deliver effective customer and staff presentations, technical presentations, and workshops.
Follow up on professional development goals and opportunities, and communicate interest in growing with the company.
Treat employees and customers with dignity, respect, and courtesy; communicate openly, honestly, and constructively.
Perform other job-related duties and responsibilities as assigned.