Sales Manager

Job Title: Sales Manager

Reports To: Sales Director, Texas and Alberta

Division/Department: Sales

Level of Work: Level II

Position Summary:

The Sales Manager is responsible for driving sales of the organization’s products in the Texas and Alberta territories. Technical knowledge and understanding of the products and organizational architecture is pivotal for success and job satisfaction. This position interfaces with the customer and the product and services which Graham produces. Must use sales, technical, organizational, and customer knowledge to influence the customer and support them in applying our products/services that will best serve their needs, resulting in sales bookings and revenue generation. In addition, this position provides support for marketing, market planning, and technical development of our products and services.

Level II: Sales – Complete and accurate work performed efficiently

Resource management (material and people)

• Actively pursue, develop and maintain sales opportunities.
• Follow up on sales leads and leads in development
• Solicit opportunities from customers by self-managed efforts Identify prospective inquiries and solicitations for evaluation to pursue via company guidelines and/or peer review as appropriate.
• Develop sales and marketing proposals for customers on technical products and services.
• Travel as required to make routine sales calls in order to develop and maintain relationships as well as to follow up on leads.
• Management of assigned Accounts.
• Form relationships with other sales personnel and internal customers.
• Plan and support promotional activities as necessary.
• Develop a business plan and conduct annual review against KPIs.
• Develop a “Score Card” on performance.
• Gain awareness of potential competition and develop win strategies.

Resource scheduling, output management, and reporting

• Market familiarization, relationship building, and promotion.
• Form relationships with key points of contact within target business sectors and customers.
• Plan and support promotional activities including trade shows, lunch & learns, and participation in conferences.
• Create promotional material including literature, site content, and product presentations.
• Conduct market research to determine customer needs and share information with team members.

Continuous Improvement

• Study Graham’s existing ejectors, condensers, pumps, and heat exchanger product families to properly apply to existing markets and customer applications.
• Develop and continually broaden knowledge of the technical aspects and limitations of company products and capabilities.
• Performs other job-related duties and responsibilities as assigned.

Equipment & Process Maintenance

• Able to properly read all drawings, data sheets, P&IDs, process flow diagrams, and work instructions.
• Follows up on professional development goals and opportunities.
• Takes an interest and lets it be known that they have a desire to grow with the company.

Professional Development (self and reports):

• Maintain up-to-date awareness of activities, industry trends, and government regulations. Communicate openly, honestly, and constructively.
• Treat all employees and customers with dignity, respect, and courtesy