SUMMARY
Carel USA is searching for an energetic, self-starter, and mechanically inclined Sales Manager to be an integral part of developing and growing our Refrigeration customer base throughout our midwest region. The right candidate should be comfortable with communicating Carel’s technology and solutions to various groups of stakeholders (all levels of an organization), including top decision makers, end users, contractors and OEM manufacturers.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. Responsibilities and activities may change at any time with or without notice.
• Develop and deliver product demonstrations and sales presentations that explain key technical aspects of solutions that will benefit customers and prospects.
• Review specifications, sequence of operations and other customer provided documentation to develop and prepare proposals and quotations. Use internal resources as needed.
• Work with the client to problem-solve throughout the sales process.
• Work collaboratively with the forecasting team, the R&D team and software development team to provide process or project improvement feedback
• Generate market attention to CAREL technology and proposing new promotional initiatives to expand market share / niches
• Promote, with support of national team and local staff, CAREL technology key stakeholders and influencers in the market segment of retail business;
• Organize and attend events targeted at having CAREL technology specified/qualified by local industries
• Identify, establish and consolidate relationships with major OEMs, contractors and partners in the market
• Research market information, competitors position and business dimensioning (Business Intelligence) of assigned markets, and information sharing with CAREL relevant players;
• Identify new investment trends
• Develop relationship networks in order to identify key areas of growth and expansion in cooperation with Group Head of Sales, Group Head of Marketing, Managing Director and Business Development
• Show a willingness to travel and devote necessary effort to challenging sales projects.
• Builds and maintains a new business funnel continuously. Uses specific methodology and discipline for contacting and engaging new OEMs in the region with a high response rate.
• Complete customer quoting (including price list management) and business reviews (internal and external)
• Conduct customer meeting - organize them, manage agenda and notes
• Prepares visit reports and documents all required and useful information in CRM
• Manage sales projects, customer orders, follow up, and Regional channel Forecasting
COMPETENCIES
To perform the job successfully, an individual should demonstrate the following competencies:
• Excellent communication and value selling skills
• Strong customer relationship skills- This person needs to be a clear and thorough communicator.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Technical Skills – Good understanding of commercial and industrial refrigeration applications, refrigerant and norms evolution. Good understanding of electronic controls and monitoring systems applied to refrigeration.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION and/or EXPERIENCE - Degree and / or Certificate from an accredited technical school preferable, or equivalent experience, related to HVAC. 5+ years in the refrigeration industry
LANGUAGE SKILLS - Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
REASONING ABILITY- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
WORK ENVIRONMENT - Typical office setting
Up to 50% Travel
SUPERVISORY RESPONSIBILITIES - None
PHYSICAL DEMANDS
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.
The work environment is a typical office setting. The noise level in the work environment is usually moderate.
Carel is an equal opportunity employer.
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