JOB FUNCTIONS:
The position requires one to identify potential customers and sell MPW compressed air utilities to new and existing customers.
ESSENTIAL FUNCTIONS:
1. Use various tools such as Industrial Info Resources; identify potential customers that are consistent with the company’s market and business objective.
2. Identification of revenue targets and development of strategic plans for target accounts.
3. Identify the key decision-maker on qualified accounts through research and personal contacts.
4. Achieve assigned revenue forecast.
5. Manage and continually update the Customer Relationship Management System.
6. Plan and execute sales calls and presentations to customers.
7. Perform site visits at customer locations to gather critical information and complete necessary documents that will be sent to MPW Industrial Air Management team.
8. Demonstrates problem-solving attitude to the customer and determine need satisfaction.
9. Work within an assigned and selected territories to maximize the Compressed Air Utility service MPW can offer through business contacts and on-site presence.
10. As the territories develop must be able to manage the territory’s new, potential, and existing customers.
11. Be cognizant of potential business opportunities for MPW to pursue with other business units that are consistent for growth and support cross selling opportunities.
12. Perform other duties as directed.
ADDITIONAL RESPONSIBILITIES:
1. Help to maintain a safe working environment at potential project and MPW locations.
2. Provide feedback and support to MPW operations so quality of service remains high for all MPW customers.
3. Recognize and communicate new markets, products, and services that MPW could offer to our customers.
Required Skills
KEY BEHAVIORS:
1. Customer Service: Proactively developing customer relationships by making efforts to listen and understand the customer (both internal and external); anticipating and providing solutions to customer needs; giving high priority to customer satisfaction.
2. Professionalism: Maintaining a high quality professional appearance and standardizing to improve performance and reputation.
3. Continuous Improvement: Refining and developing new tools and processes through creativity and innovation.
4. Drive to Win: Passionate and candid; challenges are eagerly accepted and motivated to grow.
5. Spirit of Family: Treating all people with respect by supporting and giving back to employees, customers, and local communities. Promoting opportunities within and through referrals.
Required Experience
QUALIFICATIONS:
1. Bachelor of Science degree in Management, Chemistry, Engineering, or Sales & Marketing.
2. 2-4 year experience in sales management and developing multi-site accounts.
3. Experience interfacing with both internal team members and external customers as a part of a solution-based sales process
4. Must have prior experience and understanding in quoting business.
5. Demonstrate ability to call on customers at all levels of management.
6. Self-motivated to travel to specified target prospects.
7. Ability to source, develop and maintain long-term client relationships with a successful sales history serving clients in steel, paper, and power plants and other applications or technical industries.
8. Develop new agreements with targeted high potential new accounts.
9. Negotiate significant profitable opportunities both with new and existing strategic MPW customers.
10. Extensive knowledge with industrial customers (Power, Pulp/Paper, Manufacturing, Refining, CIP).
11. Experience in compressed air industry or complementing industry to compressed air (petroleum, gas, HVAC, mechanical, power generations, etc.)
12. Actively engage and embrace compressed air industry terminology, systems controls, compressor technologies, system troubleshooting, systems inadequacies, etc.
13. Create and maintain a strong relationship plan with field and support management.
14. Working knowledge of CRM systems for pipeline and opportunity management.
15. Working Knowledge of MS Office based products.
KEY BEHAVIORS:
1. Customer Service: Proactively developing customer relationships by making efforts to listen and understand the customer (both internal and external); anticipating and providing solutions to customer needs; giving high priority to customer satisfaction.
2. Professionalism: Maintaining a high quality professional appearance and standardizing to improve performance and reputation.
3. Continuous Improvement: Refining and developing new tools and processes through creativity and innovation.
4. Drive to Win: Passionate and candid; challenges are eagerly accepted and motivated to grow.
5. Spirit of Family: Treating all people with respect by supporting and giving back to employees, customers, and local communities. Promoting opportunities within and through referrals.