Manager of Outside Sales Managers

Position Summary

• This position is responsible for the management of a team of technical sales staff who are directly responsible for all technical phases of the customer interface.   Mentor staff to ensure continued technical and sales expertise in this area for HNA.  Provide technical expertise, field service, and sales support for [Company] product applications to key market accounts through the work of self and staff.

Key Responsibilities, Accountabilities & Deliverables

• Work with KAM and outside sales staff in order to improve their customer and product knowledge so that [Company] can continue meeting the needs of our customers.
• Plan the manpower and support required in order to meet or exceed sales and visit metrics and objectives for this group.
• Prepares reports of departmental results to management.
• Assigns and schedules projects and tasks to subordinates.
• Ensures work is performed within prescribed schedules and budgets.
• Plans and/or conducts training for subordinates.
• Coordinates regularly with Director of AM Sales to insure company goals and objectives are met.
• Effectively manages staff to maximize team effort, efficiency of operations and customer satisfaction.
• Participates with Human Resources in the selection, training and motivation of a competent staff to meet company needs.
• Actively participates in the resolution of employee relations problems through contact with the Human Resources Department and management.
• Work with the staff and other managers to develop long term strategic goals and short term tactics consistent with corporate goals and objectives.
• Supports and manages the safety, health and environmental directives, policies and programs of the company in order to ensure compliance with all laws and regulations in providing a safe work environment for all employees.
• Troubleshoot vibration, system, and aerodynamic problems that HNA customers are encountering in order to ensure we retain the Aftermarket business of our installed base and continue meeting customer needs.
• Assist customers and architect engineers in specifying [Company] equipment for replacement parts, new    equipment, and emissions upgrades in order to improve and retain HNA’s installed base.
• Work with inside sales to target key accounts and projects in order to increase sales.
• Exhibit a working knowledge of the entire [Company] family of products so that HNA can meet customer needs.
• Assist in representing [Company] in geographic areas of weak sales representative influence in order to ensure customers have what they need from HNA.
• Able to estimate/quote/sell turnkey projects when necessary to help build the turnkey area of the business.
• Assist sales representatives in closing large contracts by distinguishing [Company] proposals and capabilities.
• Retrieve critical site information about [Company] installed base so that the company can make informed decisions on how to market to our customers.

Key Performance Indicators

• Sales and Booking Revenue
• Quotes brought into the company
• Win/Loss ratio of quotes
• # of Application Specialists developed in the organization

Experience, Competencies and Education
Essential

• Bachelor’s degree in a technical (engineering) discipline or equivalent experience in a manufacturing or field setting.
• Minimum 5 years’ experience in erection and maintenance of mechanical draft fans
• Minimum 5 years’ experience in the management and development of technical staff
• Knowledge of vibration and aerodynamics
• Demonstrated ability to target market opportunities with minimum supervision
• Computer literate.
• Able to work effectively from a remote setting

Desirable

• 10 years’ experience in the air and gas handling and movement market; either in selling, mfg or engineering of products.