Sales Leader - M&J Valves

For over 140 years, our products have helped ensure the safe, reliable operations of key industries. With a passion for precision and partnership, Celeros Flow Technology (“Celeros FT”) continues this heritage of high performance and dependability, providing mission-critical, sustainable flow control solutions for our customers around the globe.

Sales Leader - M&J Valves - Energy and Power Industries

JOB SUMMARY

Reporting to the Americas Commercial Leader this leadership role is an essential member of the leadership team and is responsible for positively impacting results and overall success of the business.  The M&J Sales Leader will be responsible for creating and driving the strategic growth plan across the Americas region for the Celeros Flow Technology original equipment portfolio of M&J products. 

This role will be responsible for achieving sales and gross margin targets for the customers and territories within the Americas.  In addition, it is expected that this role will be responsible for all aspects of sales and channel partners and will be expected to ensure that the sales organization (people), culture, processes and systems support Celeros FT’s strategy and performance expectations.

This position will partner with all the functional leaders to develop and drive the strategic plan and performance of the overall business; a strong partnership with Product Management in particular will be critical to success. The M&J Regional Sales Leader will create customer demand, develop, and manage relationships with End Users, channel partners, strategic accounts, development accounts, and EPC’s.  A key part of this role will be to successfully lead a team of local and remote sales managers ensuring that they are supported and driven to achieve expected targets.

PRINCIPAL DUTIES AND RESPONSIBILITIES

• Develops and executes the regional commercial strategy to achieve the annual orders plan by product line at or above target pricing.
• Develops and manages geographical plus Channel Strategy to achieve profitable orders growth.
• Establishes and manages commercial performance through product line bookings and price realization or margin targets.
• Provides accurate order forecasts, Front log activity and visibility of commercial activity as required.
• Directs development and execution of commercial initiatives by product, channel, key account, or territory.
• Seeks opportunities to expand product offerings to new markets or introduce products from other lines to established markets/channels to drive growth.  Partners with Global Product Manager(s) to determine appropriate strategy and initiatives.
• Provide comprehensive details of product development needs to suit the local market(s)
  • Price points
  • Competitor performance, strengths, and weaknesses
  • Product performance needs
  • Support of necessary NPD programs and commercial justification
• Develop a regional product strategy for all markets, defining regional organic growth and business development initiatives to support growth goals.
• Review capability and suitability of all sales channels to support growth.
• Identify training needs and tools necessary to create effective sales channels.
• Understand competitor portfolios, developing strategies to capture market share that can be effectively implemented by the regional sales organization.
• Identify both technical and commercial innovation necessary, continuously driving for product differentiation to drive profitability.
• Participate in industry associations and working groups, interacting with industry leaders and peers to develop relationships and monitor competitive activity.
• Support ‘Key account’ development plans for both regional and global customers situated in region.
• Oversees and maintains compliance of all commercial activity with applicable procedures and policies.
• Drives commercial organization to secure commercially favorable contract terms for the company.
• Manages commercial expenses such as compensation, travel & entertainment, marketing, etc. to budget.
• Oversees resolution of customer and commercial issues or disputes including LD’s, warranty, payment delays, etc.
• Meets with key clients, representative companies, and distribution companies, and assist local and regional sales management with maintaining relationships and negotiating and closing deals.
• Partners with the management team to advise them of new developments which may affect profit, schedule, costs, customer relations, and/or inter-departmental relations.
• Assists distribution and channel partners with growth plans. Plan annual targets, manage, and hold channel partners accountable for results.
• Establish target setting and monitor progress against these for Sales Incentive Plans (SIP) across the respective region.

KNOWLEDGE, SKILLS & ABILITIES

• Strong technical skills, possesses a working and theoretical knowledge of valves servicing the power & energy industries.
• Commercial ability to understand technical as well as commercial risks in contracts.
• Excellent communication skills across company as well as to customers or third parties.
• Sales background with the ability to make compelling sales and technical presentations to customers.
• Able to effectively manage and support change and transition.
• Encouraging others to seek opportunities for different and innovative approaches to addressing problems and opportunities; facilitating the implementation and acceptance of change within the workplace.
• Providing feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; planning and supporting the development of individual skills and responsibilities.
• Using appropriate interpersonal styles and techniques to gain acceptance of ideas and plans; modifying one’s own behavior to accommodate tasks, situations, and individuals involved.
• Clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations; communicating in a focused and compelling way that drives others’ thoughts and actions.  Engages the audience and helps them understand and retain the message.
• Provide inspirational, visionary leadership to all sales partners in the business, developing a strong commercial organization with an excellent succession profile.
• The ability to influence stakeholders who do not report directly to you to gain buy-in.
• An understanding of the larger picture of the business and customer buying process, and the way commercial fits into the overall operation.
• Strong organization and planning skills.
• Proficient is MS Word, Excel, PowerPoint, and Adobe Acrobat as they relate to job usage.
• Ability to travel 50% of the time.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in Business, Sales/Marketing or related field required
• Master’s degree and/or equivalent work experience required
• 10+ years of experience in Sales management, preferably within a valve manufacturing context
• Extensive knowledge and proven application of margin drivers, growth plans, people development and resource allocation.
• Proven development and growth of Commercial channels to market. Establishing, managing, and growing an Agent and Distributor network.    
• Extensive experience in forecasting operating costs of department and directing the preparation of budget requests.
• Extensive experience in the power and energy markets (10+ years).
• Track record in selling technical solutions.

Salary range: 160-180K based on experience

Celeros Flow Technology is an equal-opportunity employer. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

Applicants must have current authorization to work in the country in which the position is located to be considered.