About the position
The position involves developing and managing sales relationships with high profile, high revenue accounts, including IOU and other large-scale utility or piling customers. The role is focused on driving revenue growth by understanding customer needs, coordinating piling and pole solutions, and navigating cooperative procurement processes. The individual will take the lead on key contract negotiations and long-term deals, and may provide training, coaching, and indirect leadership to the sales force in the region. The position requires working directly with regional leadership to shape sales strategy and market expansion efforts, as well as collaborating with cross-functional teams to support both transactional and long-term contract sales. Maintaining accurate customer data and sales activities in the CRM system is essential for enhancing forecasting, reporting, and customer relationship management. The role also involves effectively promoting Koppers capabilities to the market, developing new accounts, and managing customer relationships through direct contact. The position requires travel 25-50% of the time and includes preparation of quotes and bids to maximize profit for the division, communication of customer demands to plant and procurement, and financial analysis of monthly reports to ensure profit goals are met. Additionally, the individual will assist in inventory management and lead customer restoration efforts during storms or emergencies, which may require working nights, weekends, and holidays. Attendance at industry-specific conferences is also expected to build relationships and foster growth for the company.
Responsibilities
- Develops and manages sales relationships with high profile, high revenue accounts including IOU and other large-scale utility or piling customers.
- Drives revenue growth by understanding customer needs, coordinating piling and pole solutions, and navigating cooperative procurement processes.
- Takes the lead on key contract negotiations and long term deals.
- May provide training, coaching and indirect leadership to sales force in region.
- Works directly with regional leadership to shape sales strategy and market expansion efforts.
- Works with cross functional teams to support both transactional and long-term contract sales.
- Maintain accurate and up-to-date customer data, sales activities, and pipeline opportunities in the CRM system to enhance forecasting, reporting, and customer relationship management.
- Effectively promote Koppers capabilities to the market and develop new accounts.
- Account management through customer contact.
- Preparation of quotes and bids to maximize profit for the division.
- Communication of customers' demands to plant and procurement.
- Development of new accounts by building relationships to accomplish long term growth goals.
- Financial analysis of monthly reports to ensure profit goals are being accomplished.
- Assist in taking inventories at reload yards.
- Managing inventory levels at plants through proper analysis with the customers and establishing agreed to stocking levels.
- Lead customer restoration efforts during storms/emergencies by being the primary point of contact between the customer and production plants.
- Attend industry specific conferences to further build relationships and foster growth for the Company.
- Must follow all procedures and policies established by Koppers Finance Department.
Requirements
- Bachelor's degree in Sales/Marketing or related field required.
- 10 years outside sales experience required; experience with utility customers preferred.
- Ability to prepare detailed and complex reports utilizing prescribed procedures is required.
- Proficient use of Microsoft Office Products.
- Strong customer service skills.
- Basic understanding of price development, costs and margin analysis.
- Strong team player.
- Ability to work under pressure and manage multiple tasks.
- Self-starter and ability to work remotely.
- Basic knowledge of financial reports.
- Must possess a strong entrepreneurial drive, track record of initiative, personal responsibility, and ownership of work to meet financial goals.
- Must possess excellent presentation, writing, and negotiation skills.
