McWane

Sales Manager - Industrial Markets - Remote Position

Job Locations US-TN-Franklin
Category
Sales
Position Type
Regular Full-Time
Company
Manchester Tank

Overview

The Industrial segment is a critically important part of Manchester Tank's business with a focus with products and applications ranging from air receivers / pneumatics, chemical storage and transport tanks, to refrigerant recovery cylinders and custom engineered-to-order vessels.  The Company is seeking a high performer with a strong drive for results to manage and grow this area of its business. 

Responsibilities

Principal Responsibilities:                                                       

Overall accountability for the total sales function (growth and profitability) of all assigned industrial accounts at Manchester Tank in the United States. Major responsibilities include sales and profit growth, new customer acquisition, growing business in an existing customer base, gathering and sharing market conditions and intelligence, and occasional attendance at various trade shows and conventions. Requires communicating, working and coordinating with Finance, Credit, Marketing, Customer Service, Purchasing and Operations to ensure deadlines and customer expectations are met.

 

Principal Duties:

 

  1. Sales Planning & Account Management: 
  1. Develop and execute annual Key Account Plans (KAP) to drive the growth of assigned strategic accounts. This will at minimum include:
  • Mapping customer relationships and developing corresponding plans to strengthen and defend key relationships;
  • Review of existing and future product portfolio offering for opportunities to remove costs (VA/VE), add value, and simplify MTE’s offering;
  • Map future opportunities at targeted accounts with detailed plans to secure;

 Active account management to include at minimum:

  • Develop and maintain strong strategic relationships all levels of assigned accounts, including C-level, supply chain, product management operations and procurement;
  • Frequent communications adding value to the customer by providing product, application, sales and market expertise through business reviews, product training, strategic partnership meetings, and price administration.

 Sales Reporting: 

  • Forecasting: Update sales forecast for all designated accounts on a monthly basis;
  • S&OP: Participate in the company’s monthly Sales and Operations Planning processes to forecast future sales by product line;
  • CRM/Account Reporting: Ensure on-going accurate and dedicated maintenance of Customer Relationship Management (“CRM”) account details; provide summary of all significant account updates and market insights on a regular frequency; 
  • Expense Reporting: Manage team’s expense budget in accordance with specific Manchester policies and procedures, submit and approve timely and accurate expense reporting;
  • Other: Additional reports may be required from time to time.

Qualifications

 

Desired Skills & Competencies

 

Results Oriented:

Can be counted on to exceed goals successfully; constantly and consistently performs; very bottom-line oriented; steadfastly pushes self and others for results.

 

Customer-Focused:

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information (VOC) and uses it for improvements in products and services; talks and acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.  Acts as a credible and informed VoC internally.

 

Presentation Skills:

Is effective in a variety of formal presentation settings:  one-on-one, small and large groups, with peers, subordinates, and bosses, is effective both inside and outside the organization; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.

 

Technical Learning:

Picks up on technical things quickly; can learn new skills and knowledge; is good at learning new industry, company, product, or technical knowledge as well as business skills; does well in technical courses and business seminars.

 

Written Communications:

Is able to write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.

 

Time Management:

Uses his/her time effectively and efficiently; sets priorities; values time; separates the critical few from the trivial many and concentrates his/her efforts accordingly.  Candidate must be able to effectively utilize the company’s e-calendar functions for time management, organization and meeting all relevant deadlines.

 

Negotiating:

Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise, can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

 

Perseverance:

Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.

 

Listening:

Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.

 

Integrity and Trust:

Is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; doesn’t blame others for his/her own mistakes or misrepresent himself/herself for personal gain or protection.

 

Experience and Education

 

  • Five (5) or more years of DOT/ASME code tank sales experience, preferably with heavy exposure to Air Receiver customers and/or applications. This could include experience in a Sales Engineering role if such experience includes frequent face-to-face interaction with the customer.

 

  • Familiarity and/or skill set that allows individual to comfortably communicate and support OEM’s unique needs across various markets

 

  • A Bachelor’s Degree in Chemical or Mechanical Engineering, Business, Marketing, Sales or other relevant business or related field is desired.

 

Other Considerations:

 

  • We are seeking a high potential talented sales professional who is highly motivated to make a positive impact through hard work, perseverance, data and internal / external relationships – the candidate should have a high energy level and a tremendous desire to be a significant contributor to a high-performing team.

 

  • We will highly value knowledge of the Air Receiver marketplace combined with the DOT and/or ASME code.

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