Territory Sales Manager

Accelleron•Deer Park, TX

57d•Hybrid

About The Position

Accelleron is accelerating sustainability in the marine and energy industries as a global technology leader in turbocharging, fuel injection, and digital solutions for heavy-duty applications. Building on a heritage of over 100 years as a trusted industry partner, the company serves customers in more than 100 locations in over 50 countries. Accelleron’s 3,000 employees are continuously innovating to deliver best-in-class products, services, and solutions that are mission-critical for the energy transition. You will join a team of experts in an exciting international environment, committed to excellence and innovation. Together, we support our customers in driving the transition toward sustainable industries with cutting-edge technology, deep expertise, and smart solutions. At Accelleron, we foster diversity and inclusion, welcoming and celebrating individual differences as a source of strength. The goal of the “Territory Sales Manager” is to increase overall market share for Turbochargers and increase the service revenue from our customers in the assigned territory, with a particular focus on the Oil & Gas, Power Generation, Energy and Industrial markets. The position will commercially support the territories served by Accelleron’s Seattle and Los Angeles service stations and will be responsible for developing business across both existing and new customer accounts within these markets. This is accomplished by a direct sales approach, meeting with customers and targeted potential prospects including power plants, utilities, oil & gas operators, engine operators, EPCs, packagers and other industrial customers operating large reciprocating engines and turbocharged equipment. This position works closely with the Head of Sales, Operations Managers, Account Managers and Technical Managers to better understand our customers’ current requirements and promote the services offered by the Seattle and Los Angeles service stations. Additionally, a major part of this position is to grow revenues via prospecting for new business and from our existing client base, while identifying opportunities to increase Accelleron’s installed base and service market share within Power Generation, Oil & Gas and other land-based applications. The position is primarily travel-based with an estimated 50% travel throughout the assigned western U.S. territory.

Requirements

High School Diploma or GED and 16 years' diesel engine or rotating machinery sales experience or engineering experience preferably within Power Generation, Oil & Gas, Energy or related industrial markets
Associate's degree and 10 years' diesel engine or rotating machinery sales experience or engineering experience preferably supporting large reciprocating engines, turbochargers or industrial rotating equipment
Bachelors' degree and 8 years' diesel engine or rotating machinery sales experience or engineering experience
A master’s degree in required field = Credit given for 2 years of work experience.
A PhD/Doctorate in required field = Credit given for 3 years of work experience.

Nice To Haves

Bachelor's degree in engineering, business or related field
Turbocharging / Reciprocating engine sales experience
Experience selling technical products, aftermarket services or service agreements into Power Generation, Oil & Gas, utilities or industrial energy markets
Ability and willingness to travel up to 50% of the time

Responsibilities

Develop, implement and monitor sales strategies, sales plans and sales support activities plans for the assigned territory including sales targets, margin and incentive targets, customer visit plan, training plan ( Sales persons ), Revenue, Customer communication and events planning
Communicate and Coordinate with Operations, Business Development, Market Communication and Technical Advisor to develop customer-specific technical and commercial solutions for reciprocating engine and turbocharger applications.
Coaching of the sales team by joint customer visits with sales account managers and conducting Pain & Gain workshops to understand customer expectation from Accelleron and then drive those expectations through available or customized solutions.
Regular review of the sales targets with HEUS and share market intelligence related to developments, competitor activities and opportunities to work on including planned power projects, engine upgrades, plant expansions, maintenance cycles and opportunities involving any turbocharger installed base
Lead and motivate End User Sales team to drive sales of services and service products such maintenance agreements, LifeCycle Care and Digital solutions as well as end user decisions to specify Accelleron for their new building projects to capture full market potential
Build long term relationships with key customers at all levels, explore new business opportunities & generate new installed base particularly with power producers, utilities, Oil & Gas operators, OEMs, EPCs and other key stakeholders within the energy sector or market share by influencing through key decision processes
Ensure adherence to existing rules and policies such as Circular Letters and Compliance
Directly manage, coach and develop three Sales Account Managers covering the assigned territory.
Set and monitor individual sales targets, KPIs, customer-visit objectives, pipeline development and other performance expectations.
Conduct regular performance reviews, sales pipeline reviews and one-on-one meetings to track progress and ensure accountability against agreed targets.
Identify individual training and development needs and coordinate technical, commercial and sales training to strengthen team capabilities.
Support Account Managers through joint customer visits, opportunity strategy, negotiations and development of key accounts.
Ensure effective territory and customer coverage across the Seattle and Los Angeles service station markets and align priorities across the sales team.
In coordination with the sales support specialist review market intelligence and business development projects as required to drive the growth of the business
Share information gained from customer visits as part of market intelligence with sales support specialist
Utilize data and proposals from sales support specialist on customer profile, customer ranking, market demand, business potential. Update customer database (ATURB) and customer classifications
Monitor & verify major customer complaints & claims, coordinate with other functions to develop solution. Support definition / implementation of corrective actions
Review, monitor & evaluate the sales performance of individual sales account managers
Responsible for assigned territory sales budget, gross margin and market share
Monitor CCRP