Chromalox Inc is a $220 million international electric thermal solutions business with an ambition to double in size over the next 5 years through organic and acquisitive growth. Recently acquired by the Global Spirax Sarco Engineering Group ($1.5B Annual Revenue/ $8B Market Cap), Chromalox is transforming it’s business model from selling electric heating products to providing advanced thermal solutions while integrating with another Spirax Sarco acquisition of Thermocoax, a France-based thermal electric heating business. These business actions require transformational change of the organization in terms of sales talent capability, organizational culture, and sales results.
RESPONSIBILITIES:
- Deliver value-added service that differentiate offerings and drive real benefit for customers, creating long-term, sustainable customer partnerships
- Actively grow sales on New Projects and Aftermarket including replacement, parts and special services
- Present technical seminars, provide information, and aggressively pursue meeting customer requirements
- Create “trust” with the customer and follow through on all commitments; make things happen to satisfy customers
- Gather and keep updated intelligence on the market and competitor’s conditions (Market projected growth, profitability, market share, competitive position, etc)
- Record, analyze, report and administer major projects according to systems and requirements (Insightly)
- Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand
- Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
- Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products
- Implements national sales programs by developing field sales action plans
- Work with Application Engineer and RTSM Cell to develop and implement strategies to win Project for Strategic Market
- Contribute to the development of sales, marketing, customer retention, advertising, pricing, and distribution strategies for the region
- Direct and monitor the activities of a sales force within a specified region to achieve established sales targets for each Business (IH&S, HT and CT)
- Manage the day-to-day activities of a regional sales force in order to implement the organization’s overall sales strategy for an assigned region
- Monitor the performance of the sales force within the region and re-allocate resources to improve overall results
- Develop and keep an effective communication cadence with key accounts (Strategic & Targeted customer as well as with engineering firms) and support Chromalox’s global efforts with Strategic Account customers
- Oversee sales support activities such as sales administration, customer service, distribution, invoicing, and credit and collections to ensure that customer orders are processed, dispatched, invoiced, and paid accurately and on time
- Coach sales representatives on the technical aspects of the organization’s products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets
- Assist on implementing of new QRC pursuing the improvement product’s competitive position
- To play a fundamental role on acting, supporting, teaching and monitoring the fulfillment of Spirax Sarco’s Code of Conduct within the sales channels and in front of our customers
OTHER REQUIREMENTS:
• The position requires intensive traveling, expect 70-80% travel
• The candidate must be able to travel to the USA.
Required Skills
- CONSULTATIVE SELLING: Focused on driving value for customer and combines high quality expertise with the ability to ask intuitive questions, in order to effectively judge and address customer need
- SELF-STARTING ATTITUDE: Sufficiently motivated to work on own initiative without needing constant direction.
- RESULTS ORIENTATION: Establishes high performance standards. Assumes and drives personal accountability for delivering sustainable business results
- Integrity, courage, honest communications
- Develop trust, collaboration and team work, listening
- Influence, effective communications
- Exceptional interpersonal, communication & presentation skills
- Full English language command, written and verbal
Required Experience
- Bachelor Degree, B.S. in Engineering preferred
- 8-10 years Industrial sales experience, preferably in the Industry
- Familiarity with products, markets, analytical tools, database & PC software
- Experience articulating the value proposition to clients for complex solutions and developing winning sales strategies
- Experience designing, analyzing, troubleshooting, monitoring and/or optimizing industrial heating systems