Industrial Sales Manager (MRO) - Raleigh, NC

Job-ID: 14463; Location(s): Field

This person should be based out of Charlotte, Raleigh/Durham or Greensboro, NC.

JOB DESCRIPTION SUMMARY

Responsible for driving the sales and installation of Viega Industrial Piping systems for MRO programs and manufacturing projects, including turnarounds, shutdowns, and expansions. Developing and implementing account strategies that align with corporate goals; assisting in cultivating long-term relationships with distribution partners, enterprise operating company influencers and decision makers; delivering professional sales presentations; making sales calls to increase demand and conversion of Viega products; training on the proper use of products and tools; updating Customer Relations Management (CRM) systems; and reporting and forecasting.

JOB DESCRIPTION DETAILS

Sales, Training and Presentations

• Develops and implements sales and account strategies in accordance with corporate goals and individual KPI’s; implements plans for strategic accounts to develop and/or establish long-term relationships, exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty within specified territory and/or assigned accounts.
• Assists in cultivating long-term relationships and establishing new relationships with distribution partners, key account influencers and decision makers; develops a complete understanding of the distribution and operating company’s organizational structure and key buying influences and decision-making within the account.
• Delivers professional sales presentations, utilizing product samples, video and PowerPoint slides, to various stakeholders, including but not limited to cross-functional teams, maintenance, engineering, safety, procurement, operations, finance and plant managers, distributors, code officials, educators, wholesalers and contractors, etc. in order to advance market growth and product development.
• Makes end user calls to increase demand for company’s products; maintains a cycle of regularly scheduled calls and visits to key operating companies, contractors and distributor reps; makes plant and facility visits to create awareness and develop adoption of Viega Industrial Piping Systems.
• Provides on-site training for installers on the proper use of company’s products and tools.
• Attends and participates in regularly scheduled sales meetings to gain knowledge of company’s products and services.
• Represents company at trade show events; participates in association meetings, coordinates efforts with cross-functional teams; explores new market trends and increases networking within industry.
• Supports cross-functional teams, utilizing internal and external stakeholders (such as specification engineers) when appropriate, through joint sales calls and technical training.

Reporting

• Maintains monthly sales reports, business metrics and identifies business opportunities; reports on trends within key industrial sectors and new opportunities within their area of responsibility.
• Provides bi-weekly reporting and updates to Industrial leadership; prepares expense reports and submits for approval.
• Updates daily activities in the Viega CRM database with operating company to ensure primary contacts within maintenance, engineering, safety, operations, procurement, finance, and plant management are captured. To include related companies and their key stakeholders servicing the operating company, including, but not limited to, distribution partners, contractors, integrated suppliers, integrated facility management firms, engineering firms, and architect design companies.
• Establishes Viega Estimated Sales available within a specific opportunity and tracks share of revenue and units sold to the opportunity.
• Monitors, evaluates and reports on the activities and products of competitors.
• Retrieves leads from various sources; prospects, identifies and prioritizes leads to make contact and follow-up; searches Industrial Info Resources (IIR) website for MRO opportunities.
• Forecasts sales (units of materials by project) for their area of responsibility based upon the MRO programs and projects where Viega Industrial Piping Systems have a high probability to win.
• Communicate with Industrial Sales Leadership site opportunities that may lead to MRO programs and CapEx projects at the enterprise level.
• Take ownership of the sales process from initial discussion to closing

Other

• Performs other duties as required or assigned within the framework of the Industrial team approach and responsibilities.

Special Job Dimensions

• Will be required to travel up to 50%-60% with about 10-12 nights away from home per month.

REQUIRED QUALIFICATIONS

Knowledge, Skills and Abilities

• Knowledge of Industrial ecosystem – Operating companies, industrial distribution, Architect & Design, EPC, General contractors, IFM/ISM, Associations

• Knowledge of computer programs, including but not limited to, Microsoft Word, Excel, Outlook, and PowerPoint, Adobe, SAP, CRM (Salesforce)

• Excellent interpersonal and customer service skills

• Excellent relationship building and strategic selling skills

• Ability to identify customer dynamics and quickly develop and implement a sales strategy

• Ability to give presentations in front of various key stakeholders, internally and externally.

• Ability to communicate with all levels of the Viega and prospect/customer organizations

Education, Certification/License & Work Experience

• Bachelor’s Degree preferred – Business, Engineering, Industrial Distribution and/or related field (preferred)

• 3+ years of a successful industrial sales track record, selling a technical application, system and/or solution.

• Experience selling into one or more of the following industrial sectors - Pulp & Paper, Food & Beverage, Life Sciences, EV/Battery, Semiconductor, Metals and Minerals, Chemical.

• Challenger sales training and/or Miller-Heiman “Strategic Selling” training (preferred)

• Knowledge selling a technical product system and/or MRO solution

• Experience developing, leading and managing enterprise programs

• Experience communicating to and working with distribution sellers and leadership and operating companies, specifically to maintenance, engineering, safety, purchasing, operations and plant leadership.

• Experience with influencing and delivering conversion of innovative, disruptive technology in the industrial space

Total Rewards Package :

Compensation

• Base: $89, to $121,;annually, based on specific compensable factors including, but not limited to education, work experience, and geographic market.
• Bonus: This role will be eligible for participation in a discretionary annual bonus program, pursuant to which an employee may be awarded a percentage of their salary based on the company’s performance and their own individual performance.

Benefits

• Medical, Dental, Vision
• Wellness Program
• Health Savings Account (HSA) with a company contribution
• Voluntary Benefits (Life, AD&D, Disability)
• 401(k) retirement plan with a company contribution
• Time Off Programs – 22 days Paid Time Off (PTO), 9 Company Holidays, 2 Volunteer Days

Application Window

• Posting date: 05/28/2024
• The application deadline for this job is: 06/28/2024