Sales Manager - Industrial Gas

Reports to:

Sales Director West
- Industrial

Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds driven by a shared mission to engineer the future and safeguard our planet.

As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.

In this role, you will be at the helm of our sales efforts within your assigned territory and/or segment, driving strategies and achieving both personal and group sales goals for both services and products through value-based selling. You'll strive to exceed customer expectations and foster satisfaction through a variety of responsibilities:

• The SM shall be responsible for working primarily with End Clients, Distributors, Consulting Engineers, Main Contractors in order to develop new Industrial business projects. The ongoing generation and cultivation of this business will take place within a defined geographical area and/or industrial segment. The defined market for this role is the Europe, Middle East and Africa region (EMEA).

• The SM shall use the company CRM Tool in accordance with company guidelines in order to track opportunities, build winning strategies for all contacts within ALL targeted accounts and achieve order input targets in line with budgeted requirements.

• The SM will be required to manage customer facing activities utilizing the appropriate cross functional support (ie; Marketing, Engineering, Management) to improve project conversion results. The SM will manage customer expectations within the reviewed capacities of the functions.

• The SM shall forecast order input in accordance with established company practice and by utilization of a Sales Pipeline. This Sales Pipeline will provide an appropriate factored forecast value for each current sales opportunity commensurate with its current position in the pipeline. Sales plans shall be developed to highlight the actions required to promote each current sales opportunity from one pipeline position to the next.

• The Customer Plans and associated measures (1) Financial (2) Activity shall form the basis of the SM’s measure of effectiveness. As a minimum it will include,
  • Gap analysis for account plan
  • Sales plans
  • Competitor analysis
  • Forecast
  • Sales Pipeline Review

• To prepare quotations to customer’s specifications using the relevant computer software and technical documentation within required timescales.
• To liaise with members of other Company departments as and when required in order to resolve customer queries or progress customers’ requests.
• Prepare quotations and proposals utilizing Armstrong required tools and software systems.
• Plan available time in accordance with the principles of good time management.
• Evolve journey plans that are activity focussed and cost effective.
• Work away overnight on a regular basis (80%) to cover geographical regions.
• Maintain the vehicle used for company business in a condition commensurate with the image of the company.
• Attend Sales Meetings, conferences, training events or briefings as directed.
• Manage personal operating expenses in line with budgeted requirements while maximising value added opportunities for entertaining key account contacts.
• Provide, as required, feedback on Sales opportunities
  - Technical issues
  - Competitive…