Regional Sales Manager
Ariel Corporation
South Houston, TX
Contract
Sales
Posted on January 19, 2019
DESCRIPTION:
This position is responsible for maintaining existing aftermarket customer relationships to ensure maximum revenues are achieved through account penetration activities while ensuring the Company is characterized positively throughout interactions and transactions. These activities establish positive relationships and influential communications with Ariel distributors and end-users on the purchase of Ariel products that fit their technical needs. Regional responsibilities will reflect a larger coverage area and/or customer population as well as deliver the overall aftermarket sales and marketing plans for the Company. This role responds to aftermarket customer inquiries, educates on Ariel products and services, and functions as a liaison between the manufacturing facilities and distributors.
RESPONSIBILITIES:
Gather information, identify and develop aftermarket product opportunities through warranty information or other methods.
Provide leadership and development with Ariel's distributor network in aftermarket parts and services.
Proactively participate and partner with each customer in their daily operations through value-added technical and commercial services.
Provide technical expertise on application and performance sizing, technical sales training and communicating on product service issues.
Proactively work with the distributor to ensure all requirements of their Ariel Warranty Agreement are being met and maintenance intervals are maximized.
Extend similar services to potential end-users until it is appropriate to transition to a distributor for further development, based on contract agreements.
Customer roles may vary from field to executive level.
Attend, support and deliver sales presentations and training in a professional and effective manner.
Develop independently or participate in developing technical presentations with Company resources, developing proposals to customers on products and services, and attend trade shows and conferences.
Actively develop and execute account specific business plans, strategies and tactics that identify long term, mutual support requirements that facilitate a strong, profitable and successful customer relationship.
These include identifying customer needs, challenges, decision criteria for purchase, proactively identifying sales opportunities such as new business, extension or growth, as well as setting targets per customer, per product or per account.
Actively promote Company products, product lines and services to customers in order to grow Company market share in region or territory.
Lead and participate in the development of sales opportunities in new markets. Aid distributors in developing plans for their end users.
Develop sales strategies and tactics tailored to each customer.
Participates and gives input on sales and marketing strategies and goals.
Stays up-to-date on technical developments as well as influencing economic factors that may impact the gas compression market.
Would require 3-6 months extended training in Mount Vernon, Ohio.
QUALIFICATIONS:
Requires bachelor's degree in engineering or related field of study
Requires minimum five years of gas compression industry experience
Requires minimum three years of technical service, sales or applications experience