Manager, Regional Sales

Job Summary

JOB SUMMARY:

The Regional Sales Manager is responsible for developing the overall sales strategy for Non-thermal Air Pollution Control Solutions in DACH (Germany, Austria and Switzerland) Markets and will be part of our CECO Industrial Air Solutions Brand teams; Envirocare International, Fisher Klosterman, Flex-Kleen HEE-Duall, and Verantis. The tole requires implementing and executing growth plans and creating demand in the market. Direct the execution of sales plans and initiatives, sales presentations and other objectives in support of reaching business unit and company goals. The Regional Sales Manager will be the primary contact in managing customer interactions and driving sales growth. This role focuses across multiple end user, EPC and OEM customers and supports market applications.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Develop, implement and execute strategic sales process for the DACH markets that achieves performance objectives, financial targets, and critical milestones.
• Plan, lead and generate sales for Industrial Air Solutions Brand Products; Envirocare International, Fisher Klosterman, Flex-Kleen HEE-Duall, and Verantis.
• Maintain and grow the existing customer base.
• Build, develop, manage and lead a sales team to effectively target all prospective customers.
• Leverage industry knowledge in Semiconductor and/or Incineration and/or Petrochemical and/or Primary Metals manufacturing, as well as manage customer relationships to understand complex customer requirements on both a business and technical level.
• Develop, maintain and improve relationships with key accounts.
• Oversee the maintenance of the corporate CRM (Salesforce.com) database with new contact information and routine review of data to keep the information up to date and accurate.
• Summarize and report sales forecast and pipeline status to management.
• Define and drive the prompt and accurate, forecast, quotation and bid process with the Applications Engineering Team.
• Ensure timely and routine communications on competitive information, product issues, market trends and customer perception of Industrial Solutions products and services.
• Prospect and convert leads into profitable business relationships.
• Negotiate and close contracts.
• Provide the leadership team with customer insights to facilitate ideas on how to continuously improve product offerings and market strategies.
• Actively participate in training.

EDUCATION AND EXPERIENCE:

• Bachelor of Science degree in Process and/or Chemical Engineering or equivalent experience.

• 5 or more years selling capital equipment to industrial markets. Technical background with the understanding of air pollution control technologies is preferred.
• 3+ years of management experience required, to include management of external sales representatives is required.
• Proven results identifying business opportunities and a track record as a deal closer in highly technical sales markets.
• Significant personal motivation, goal orientation, diligence, and attention to detail.
• Excellent negotiation, communication and presentation skills required.

• Team oriented and strong communication skills required.
• Understanding of EPA emissions, European Union Industrial Emissions Directive, Best Available Technologies and BREF requirements is preferred.
• Experience working with materials used in corrosive and/or high temperature and pressure environments.

TRAVEL REQUIREMENTS:

Expected to travel up to 50% of the time; must have the required supporting documents for travel across borders.

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