Senior Industrial Sales Manager, PCV

FLS Global • Tucson, AZ

8d • Hybrid

About The Position

This role is responsible for regionalizing the PCV growth initiative and developing/implementing strategy to grow sales and Pump, Valve and Cyclone installation base. The position provides Order Intake (OI) forecasts and manages the sales team in the region to achieve overall sales goals for both Order Intake (OI) and Contribution Margin (CM). The role establishes, monitors, and acts on sales KPIs, including Order Intake, Competitor Displacement, and Cash Management. The manager provides staff with training, specialist advice, knowledge sharing, and coaching to enable staff to meet set expectations and follows up on a regular basis to ensure technical/commercial delivery. This role works with outside and inside sales teams, as well as with regional and global product line managers to develop value propositions for complex proposals that help differentiate FLSmidth from competitors. It also works with leadership at Regional Service Centers to forecast client demand, manage/implement formal repair programs, and identify opportunities to drive more service work. The position manages key indirect relationships with authorized distributors, sales agents, and channel partners, and is responsible for driving 3rd party performance including rep addition, subtraction, and/or replacement. The role approves proposals and order acknowledgements, and executes contracts, purchase orders, and amendments pertaining to the execution and delivery of sales agreements and projects based on delegated amount. The manager oversees the overall region sales expense budget and manages/approves monthly travel and other expenses. This role supports account receivables collection for overdue and/or payments at risk. The position manages the sales team and fosters a collaborative environment to extract maximum sales potential through direct and adjacent FLS staff within the service and product business lines. It works with, collaborates with, and supports members of the NAMER leadership team, Global Key Account Managers (GKAMs), and Regional and Global Product Line Managers. The role engages with key client representatives in support of site sales engineers that act as client account managers. It monitors the region for compliance with Miller Heiman sales methodology, CRM, and Account Plan objectives. The position monitors, provides internal feedback, and supports improvement processes to improve customer satisfaction and service quality. It tracks warranty performance and supports the organization's efforts to reduce warranty claims. The role ensures adherence to FLSmidth’s policies, including Safety, Compliance, and Rules of Engagement. It promotes a culture of personal and team safety, including others who may be affected by the company’s operational activities.

Requirements

• B.Sc. degree in Engineering discipline (e.g., Chemical, Metallurgical, Mechanical, Electrical, Industrial) preferred and 10+ years of industrial sales background, preferably in mining and minerals, or equivalent combination of education and experience.
• Understanding of pump & hydrocyclone mechanics, operating theory, and value drivers.
• Competent in account management, territory planning, negotiating T&C’s / Contracts.
• Able to organize sales strategies.
• Exceptional presentation skills.
• Excellent people skills with the ability to effectively communicate with customers.
• Ability to read engineering/mechanical drawings, flowsheets and understand various processes.
• Knowledge of competitor’s equipment to help define value proposition for FLSmidth offering.
• Must be a self-starter and problem-solver who keeps the customers’ best interests at heart.
• Communicates proactively & regularly with inside sales, product line engineering, and management teams.
• Employee will conduct visits to a variety of mining, mineral processing, metal, chemical, pulp/paper, power & oil/gas sites.
• Travel will include planned and emergency sales calls throughout the assigned territory.

Responsibilities

• Regionalizes the PCV growth initiative and develops/implements strategy to grow sales and Pump, Valve and Cyclone installation base.
• Provides Order Intake (OI) forecasts and manages sales team in region to achieve overall sales goals for both Order Intake (OI) and Contribution Margin (CM).
• Establishes, monitors, and acts on sales KPI’s (Order Intake, Competitor Displacement, Cash Management).
• Provides staff with training, specialist advice, knowledge sharing and coaching to enable staff to meet set expectations and follows up on a regular basis to ensure technical /commercial delivery.
• Works with outside and inside sales team, as well as with regional and global product line managers to develop value propositions for complex proposals.
• Works with leadership at Regional Service Centers to forecast client demand, manage/implement formal repair programs, and identify opportunities to drive more service work.
• Manages key indirect relationships with authorized distributors, sales agents, and channel partners.
• Responsible for driving 3rd party performance including rep addition, subtraction, and/or replacement.
• Approves proposals and order acknowledgements, and executes contracts, purchase orders and amendments pertaining to the execution and delivery of sales agreements, and projects based on delegated amount.
• Manages overall region sales expense budget and manage/approve monthly travel and other expenses.
• Supports account receivables collection for overdue and /or payments at risk.
• Manages sales team and fosters a collaborative environment to extract maximum sales potential through direct and adjacent FLS staff within the service and product business lines.
• Works with, collaborates and supports members of NAMER leadership team, Global Key Account Managers (GKAMs) and Regional and Global Product Line Managers.
• Engages with key client representatives in support of site sales engineers that act as client account managers.
• Monitors region for compliance with Miller Heiman sales methodology, CRM, and Account Plan objectives.
• Monitors, provides internal feedback, and supports improvement processes to improve customer satisfaction and service quality.
• Tracks warranty performance and supports organizations efforts to reduce warranty claims.
• Ensures adherence to FLSmidth’s policies e.g., including Safety, Compliance and Rules of Engagement.
• Promotes a culture of personal and team safety, including others who may be affected by the company’s operational activities.

Benefits

• Competitive benefit package including health, dental, disability, life, and voluntary insurance options
• Time to recharge through PTO, plus 10 annual holidays, and parental leave
• Work-life balance with a flexibility work schedule
• Retirement preparation with a 401(k) and company matching
• Financial support for continuing education
• Annual bonus’s
• Employee Assistance Program
• A global network of supportive colleagues and growth opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Senior