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Senior Manager Sales in Barnsley at Circor Career Site

Date Posted: 8/26/2018

Job Snapshot

Job Description

ORGANIZATIONAL STRUCTURE

BUSINESS:                               Refinery Valves (TapcoEnpro/DeltaValve)

LOCATION:                              UK

DIRECT REPORTING:               Sr. Site Director-UK

FUNCTIONAL REPORTING:       Sales Director, TE/RV Sr. Director of Sales  

POSITION DETAILS

Position Summary

The Sr. Sales Manager plans, organizes and develops the assigned sales territory for existing markets via extensive client interaction and relationship development. Identifies new markets and the potential need for new products. Expands market share with existing and new accounts. Works closely with sales agents to efficiently promote products. Identifies as required new sales agents. Develops sales territory strategies and builds decision making client relationships that will produce maximum market penetration while maintaining profitability. Tasked with mapping out refinery, EPC and key account personnel at the project, management and corporate level. Executes to objectives, strategies and action plans by the Business Units to improve short and long-term sales. The primary purpose of this position is to promote, market and sell Delayed Coking, Fluid Catalytic Cracking (FCC) & Ethylene Furnace equipment and aftermarket services in the territory. Conducts direct sales calls to end users, process licensors and EPC companies including developing and maintaining strong customer relationships.

 

Principal Activities

  • Performs joint sales calls with representatives
  • Builds and maintains technical and commercial decision-making relationships at end users, process licensors and EPC companies
  • Supports representatives in negotiating and closing contracts
  • Generates strategic action sales plan for new products and aftermarket services
  • Ensures all reports and all customer files in CRM are maintained accurately, including key personnel sales history, future opportunities and competitive information
  • Leverages existing business to develop and secure new opportunities  
  • Finds creative ways to maintain DeltaValve and TapcoEnpro’s competitive advantage
  • Ensures profitability is maintained on each project
  • Executes to business plans
  • Participates in proposal strategies
  • Achieves sales objectives for assigned territory
  • Completes all sales tasks to add and/or maintain the “DeltaValve” & “TapcoEnpro” name on customer Approved Manufacturer Lists (AMLs)
  • Updates weekly capital and aftermarket forecasts in accordance to guidelines
  • Prepares Miller Heiman Bluesheets
  • Prepares timely customer meeting reports
  • Develops and deliver customer presentations
  • Ability to maintain and set their own travel
  • Participates actively in company sponsored training sessions, sales meetings and divisional functions.
  • Attends industry seminars
  • Travel 50%+
  • Other duties as assigned

Job Requirements

CANDIDATE REQUIREMENTS

Knowledge Skills & Abilities

Minimum seven years direct sales experience with successful sales performance within the Oil & Gas Refining and Petrochemical Industry in Europe and Russia. Experienced in qualifying sales opportunities, negotiating and closing the sale. Must have excellent internal & external communication and interpersonal skills. Must combine a strong personality with a positive, team-oriented attitude towards supporting fellow employees as needed.

 

Competencies

  • Ability to identify and qualify opportunities
  • Extensive direct account management experience and as a team with sales agents
  • Ability to build upper echelon and project level relationships
  • Confidence in the delivery of presentations
  • Experience in executing business plans
  • Has developed negotiating and closing skills
  • Has process industry knowledge
  • Demonstrates and drives for continual improvement of the DeltaValve & TapcoEnpro quality and safety programs
  • Can prioritize and maximize their time effectively
  • Is able to set and/or propose their own travel schedule for approval
  • Take personal ownership to create opportunities and/or allocate resources to maximize the company’s potential to reach new markets and customers
  • Ability to maximize profit margins without compromising the business opportunity
  • Serves as a technical resource to other employees and customers
  • Strives to improve education, skills and knowledge to improve/maintain DeltaValve & TapcoEnpro’s position as an industry leader.
  • Demonstrates and drives continual improvement of the DeltaValve & TapcoEnpro Sales Department,
  • Represents DeltaValve & TapcoEnpro as a “Quality Professional” in dealings with internal and external customers
  • Takes initiative to overcome obstacles and “gets the job done”
  •  

Education & Experience

Requires a Bachelor’s Degree in a technical field, Industrial Management or equivalent and a minimum of seven (7) years of Oil & Gas mechanical or instrumentation engineering, related technical field operations or Sales and Marketing experience, or a combination of education and experience.

 

Anticipated Territory

North Eastern Europe & Russia

 

CIRCOR is an EEO Employer of Females, Minorities, Veterans, Individuals with Disabilities

 

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