POSITION SUMMARY
Kelvion is seeking a highly motivated Director of Sales for the Energy sector to partner with multiple departments to drive measurable results that benefit our business. This individual will implement an effective sales approach that expands our reach, strengthens customer relationships, and successfully manages his/her team. They will actively seek out oil, gas, chemical, and green energy sales opportunities in the Americas that will boost revenue and set our company apart from others.
OVERALL OBJECTIVE OF ROLE
To manage, develop, execute, and oversee a business strategy that prioritizes customer relations and growth of sales for heat transfer products within the Americas.
RESPONSIBILITIES & DUTIES
- Manage a high-performance sales team across the Americas.
- Develop & implement sales plans and KPI’s to maximize sales of heat transfer products.
- Manage sales team responsibilities for direct sales to target accounts once established.
- Identify potential new accounts within the assigned customer base and develop strategies to penetrate these accounts.
- Provide leadership in CRM engagements funnel management, and forecasting.
- Identify competitor strengths, weaknesses, strategies, and tactics.
- Monitor and recommend pricing strategies.
- Use available cost and thermal performance data to recommend a solution that best fits Kelvion’s capabilities and customer requirements.
- Direct and prepare price quotations using established guidelines.
- Negotiate T&C with accounts and mediate discussions to an equitable solution.
RESPONSIBILITIES – Safety
- To help ensure that all our employees have a safe and healthy work environment.
RESPONSIBILITIES – Quality
- To ensure Kelvion standard of excellence, which includes quality, is incorporated into every product we produce.
- Will adhere to all quality requirements that are inside of the quality management system.
RESPONSIBILITIES – Corporate / Site
- Follow all company policies and procedures, including but not limited to global code of business principles, code of ethics and business conduct, operational framework.
- To be part of & to promote Knoxville standard of excellence which incorporates high standard of ethical behavior, to promote a culture of honesty and integrity, and one team culture.
- All employees are expected to follow government and corporate laws, rules, regulations, policies, and procedures.
PRIMARY CUSTOMER FOCUS
To establish and nurture relationships with existing and prospective clients by engaging in strategic networking, attending industry events, and leveraging connections to expand the company’s client base.
GROWTH EXPECTATIONS
Create and implement sales techniques to improve sales revenue.
- Monitor sales progress to ensure that corporate goals are being met.
- Conduct high-level industry research to increase effective sales solutions.
KEY PERFORMANCE INDICATORS
- Manage team and individual performance based on:
- Monthly/quarterly sales revenue
- New client acquisition
- Revenue growth rate
- Strategic business planning
- Average sales cycle length
- Conversion rate (leads or prospects to customers)
- Client retention rate
- Upselling/cross selling opportunities
- New market penetration
REQUIREMENTS (KNOWLEDGE, SKILLS & ABILITIES)
- Positive attitude and a strong “can do” attitude to business.
- Strong sense of self-discipline and urgency.
- Excellent organizational skills.
- Strong team player.
- Excellent verbal and written communication skills.
- Minimum 50% travel required.
- Able to develop and manage goals and objectives.
- Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook).
- CRM proficiency.
EDUCATION AND EXPERIENCE (required levels)
- Minimum five years’ heat transfer sales experience in the industry.
- Established track record of successful dealings with customers.
- Strong mechanical aptitude and knowledge of heat transfer products.
- BSME or equivalent technical sales experience.
- Minimum of ten years outside sales experience.
PHYSICAL REQUIREMENTS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Normal physical requirements associated with travel, customer visits and attending trade exhibitions. While performing the duties of this Job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to reach with hands and arms and climb or balance. The employee is occasionally required to stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
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