Territory Sales Manager

AAF - Power & Industrial

  • Cramlington, Northumberland
  • Permanent
  • Full-time
  • 26 days ago
Level:Individual ContributorEmployment Type:Full-timePermanentHybridLocation:Geographical sales area – North SeaJob Function:SalesIndustry:EnergyIndustrial Air QualityWho We Are:AAF International offers the most comprehensive clean air solutions available across the globe. Selling under the American Air Filter® and the AAF International® brand names, AAF International has been an industry pioneer since 1921 with manufacturing operations in 22 countries and over 6000 employees globally. Our products are the industry benchmarks for quality and performance. Our applications include commercial, industrial and residential solutions from the filters used in your home to the most critical cleanroom and power generation applications.We are a member of the Daikin Group, the world's largest air conditioning provider with $30 billion in revenue and over 75,000 employees worldwide. Founded in 1924, Daikin has grown into a diversified industrial manufacturing company offering solutions in clean, air, air conditioning, refrigeration, chemicals, oil hydraulics, defence systems and electronics.Our culture of continuous improvement, safety and world class operations is driven by our people-centred management philosophy. This philosophy is built around mutual selection: that while AAF seeks top talent people to join and deliver on our team, we also want each team member to receive job satisfaction, growth and development, and continued happiness in being a long-term member of the AAF family. This is fuelled by our belief in treating our people, our supply partners, our customers and our environment with the trust and respect we each require, and our passion to give back to our community for our success.Position Summary:We are currently recruiting for a Territory Sales Manager to join our existing ENERGY team within our Power & Industrial (P&I) division. The successful candidate will be responsible for maintaining business from the current installed base whilst also expanding into new markets and increasing sales volume, year-on-year, through acquiring new installed base.Scope for flexible working arrangements, including working from home, is offered subject to agreement. A degree of domestic and international travel will be required to fulfil the obligations of the role, therefore a valid passport and the ability to travel is essential.Previous experience gained in an Air Filtration business would be a major advantage for this role.Position Responsibilities:
  • Manage sales activities for assigned region, to suit AAF growth plan.
  • Locate new uses and new markets for products and recommend distribution channels for them.
  • Maintain strong, accurate and current sales pipeline for the region, within SalesForce.
  • Serve as a regional contact for inquiries from existing or potential customers and provide quotations and support as necessary.
  • Implement sales promotions and marketing programs for assigned region, as directed by sales management.
  • Develop relationships with new customers through personal meetings, presentations and seminars.
  • Manage individual Agent/ Reseller/ OEM/ End User sales performance to exceed bookings and sales quotas, while monitoring quoting activities, follow-up and closing success / loss.
  • Participate in technical and commercial discussions with customers.
  • Ensure terms and conditions compliance and mitigate/manage business risk in conjunction with General Counsel.
Person SpecificationEducation, Qualifications and AffiliationsDesirable
  • A recognised qualification in a Sales, Engineering or Business-related discipline.
*Qualifications may be substituted for experience on a year for year basis.ExperienceEssential
  • Demonstrable experience directly related to the duties and responsibilities specified.
  • Proven sales or other commercial business experience. Preferably in a manufacturing environment or industrial distribution.
  • Experience in developing new markets.
  • Experience in sales of products with short and middle cycle time.
  • A good track record of acquiring and maintaining direct sales.
  • Ability to manage multiple commercial opportunities / tasks efficiently.
  • Ability to qualify requests for quotations - investigate/determine customers buying motives and economic justification criteria, map decision makers/influencers, understand funding process.
  • Experience of negotiating terms and conditions.
  • Knowledge and experience of working proactively using a CRM (preferably Salesforce)
  • Successful experience with high value-added product selling, pricing, negotiating, and channel management.
Desirable
  • Familiarity with filtration would be an advantage.
  • Experience of working internationally.
Licenses or CertificationsEssential
  • Full driving license.
  • Full valid passport.
  • Eligible to work in the UK.
Desirable
  • Site related qualifications i.e. Passport to Safety.
SkillsEssential
  • Health, safety and environmentally conscious.
  • Flexible approach to working, willingness to accept changing priorities.
  • Ability to execute high impact strategies to enhance people and business performance.
  • An ability to work to strict deadlines while maintaining a high level of accuracy.
  • Excellent attitude focused towards getting a job done quickly and to the highest possible standard.
  • Excellent interpersonal skills.
  • Advanced MS Office / HRIS skills. (SAP an advantage)
  • Solution and targets focused.
  • Good commercial acumen.
  • Ability to develop and maintain relationships.
  • High level of English communication skills including face to face, telephone and written.
  • Excellent attention to detail and ability to work in an organised manner.
  • Continuous improvement mentality and receptive to change.
Desirable
  • Multi-lingual a positive advantage.
What’s on Offer?An opportunity to join an already established and successful international business with a competitive salary.Benefits package includes:
  • Driving around in a company car.
  • Access to our sales commission scheme.
  • We know that having a work life balance is important, so we offer our colleagues flexible working opportunities in line with the needs of their role.
  • Take a break with 25 days holiday (5 weeks) + bank holidays per annum.
  • Pension scheme. A fantastic way to save for your retirement and benefit from employer contributions, we match up to 7%.
  • Death in service benefit which provides a lump sum payment equal to 3 times your annual salary.
  • Company sick pay scheme.
  • The opportunity for international travel.
  • Career progression and Learning & Development, with access to our 24/7 LMS.
  • Perks and savings such as online cashback, instore and online vouchers and discounts via our Perks@Work scheme.
  • Employee wellbeing programme – Free advice offering financial, wellbeing and relationship support 24 hours a day 365 days a year via our on-line portal.
  • Get fit and take advantage of our cycle to work scheme.
  • When on site, free parking is available.
  • Receive free annual flu jabs.
  • Stand out with our employee recognition schemes.
Applications:
  • We are committed to creating an environment where everyone feels welcome and supported. We actively encourage applications from underrepresented groups.
  • All applications must be submitted in English.
Accommodations:We are an equal opportunity employer and welcome applications from candidates of all backgrounds.If you require any accommodations during the application or interview process, please let us know. We are happy to make adjustments to ensure an inclusive recruitment experience for all applicants.Please note that AAF does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, AAF will not consider or agree to payment of any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, AAF explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of AAF.AAF is a global leader in the design and manufacture of Air Filtration Systems and associated products and services. We are part of a global powerhouse that uses filtration to transform the world.Equal Opportunities:AAF is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.People Centered Management:At AAF we believe, that each individual possesses infinite potential, and the cumulative growth of all employees is the foundation for the company’s development.Some of our Benefits include:- We know that having a work life balance is important, so we offer our employees flexible working opportunities in line with the needs of their role.- We offer the opportunity for international travel. This is great for expanding networks!- Career progression opportunities to help employees grow.- Continuous Learning & Development, with access to our 24/7 LMS and regular performance reviews.- Stand out with our employee recognition schemes.- Have your voice heard by completing our annual employee engagement survey.- Be part of a company who cares about our communities, the environment and being a better business. - Join our zero by thirty pledge.

AAF - Power & Industrial