Territory Sales Manager

Job Description

Job Description

"Why work for us? Alkegen brings together two of the world’s leading specialty materials companies to create one new, innovation-driven leader focused on battery technologies, filtration media, and specialty insulation and sealing materials. Through global reach and breakthrough inventions, we’re delivering products that enable the world to breathe easier, live greener, and go further than ever before.

With over 60 manufacturing facilities with a global workforce of over 9,000 of the industry’s most experienced talent, including insulation and filtration experts, Alkegen is uniquely positioned to help customers impact the environment in meaningful ways.

Alkegen offers a range of dynamic career opportunities with globe-spanning reach. From production operators to engineers, technicians to specialists, sales to leadership, we’re always looking for top talent ready to bring their best. Come grow with us!

Summary

Thermal Engineered Materials (TEM) is actively seeking a regional Field Sales Engineer to sell our complete line of refractory solutions in the Petro-chemical and Reformer Furnaces industry within India. The Field Sales Engineer will be comfortable calling on different areas of an organization, including, engineering, contractors, purchasing, warehouse, and subject matter experts. Talks and works with customers and production engineering to determine how products or services could be designed or modified to best suit customers' needs.

The Field Sales Engineer is responsible for achieving an annual sales program for the specific sales territory as assigned by company management. Fosters and develops existing accounts while penetrating and developing new accounts within his or her assigned territory. Create yearly territory plans that align with company goals focusing on growth and expanding market share within region. Seeks out new markets and new product opportunities to better serve accounts and region. Maintains highest level of knowledge possible of refractory and ceramic fiber vacuum formed product lines. Works closely with application engineering team to provide superior technical support and best in class technical solutions to complex problems. Maintains cognizance of all market influences and able to provide management team competitive market knowledge and / or updates. Must be comfortable cold calling prospective customers and growth markets.

A successful candidate is a self-driven, highly motivated individual that can demonstrate the ability to achieve yearly sales plan with an attention on growth and expanding his or her given territory.

Role Overview :

The Field Sales Engineer is responsible for obtaining annual sales program for specific sales territory as assigned by company management. Develops new accounts, markets, and sales of new products in accordance with the Company's Business Plan. Maintains highest level of knowledge possible of Company's products, their applications, services and policies. Services all customers within the assigned territory. Provides Company management with market information and competitive updates. Maintains cognizance of all market influences. Operates within assigned budget. Manages channels of distribution. Penetrates and develops new accounts while maintaining existing business and integrating product / process and application knowledge into successful territory plan. Calls on prospective customers, provides information and demonstrations. Assesses customer requirements and competitor activity.

Alkegen Values - the incumbent is expected to perform the listed duties whilst ‘Living’ the Alkegen Values :

• Meet or exceed sales plans.
• Overnight travel expected (50% of time), primarily within the Territory but some overseas travel may be required.
• Develop and execute territory plans.
• Maximize time in front of customers in an efficient manner.
• Provide accurate forecasts on a regular basis (weekly, monthly, etc).
• Utilize CRM software to identify, progress, and close Opportunities. Use CRM to document and store Accounts and Contacts, Call Reports, Activities, etc.
• Complete expense reports in time and under budget.
• Create strategies to penetrate key competitive accounts.
• Understand Value Based Sales Model to extract highest value from an opportunity. Understand pain points and value selling approach.
• Work closely with application engineering team to continuously improve core knowledge on applications and products, selling skills, presentation skills and negotiation techniques.
• Continuously improve selling, business, and management acumen.
• Setup and lead regular sales calls with team.
• Make technical presentations to large audiences (ie lunch and learns).
• Present special programs : marketing / advertising programs, new products, training and educational seminars
• Collect competitive information and communicate to Marketing and Growth organization.
• Working closely with customer service management to manage and resolve issues and complaints : quality, delivery, AR and obsolescence.
• Lead team to sell all products but concentrate on those contributing higher standard gross margins.

Other Duties :

Qualifications / Experience :