Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds driven by a shared mission to engineer the future and safeguard our planet.
As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges.
In this role, you will be at the helm of our sales efforts within your assigned territory, driving strategies and achieving both personal and group sales goals for both services and products through value-based selling. You'll strive to exceed customer expectations and foster satisfaction through a variety of responsibilities:
Key Responsibilities:
Sales Performance
- Surpass Booking and Shipment Targets: Consistently exceed assigned bookings and shipment targets within the designated territory.
- Manage Accounts: Directly oversee assigned accounts, ensuring proactive engagement and customer satisfaction.
- Prepare Proposals and Quotations: Create detailed proposals and quotations in line with the Armstrong sales process, using available tools.
- Expand Customer Base: Build and grow the direct customer base by nurturing relationships with key customers, distributors, and design engineers, while identifying new market opportunities.
- Brand Loyalty Enhancement: Orchestrate sales and marketing campaigns that not only boost sales figures but also enhance brand recognition and loyalty, refining margins and expanding your reach.
- Channel of Sale: Define and operate within the appropriate sales channel, whether as a sales representative, direct sales, OEM or a combination thereof, to optimize market reach and effectiveness.
Customer Relationship Management
- Build and Maintain Client Relationships: Develop and sustain strong relationships with clients. Focus on becoming the Basis of Design (BoD) by establishing a proactive relationship with consulting engineers by providing value early in the design process.
- Understand Customer Needs: Gain a deep understanding of customer needs and challenges to offer tailored solutions.
- Deliver Post-Sale Support: Provide exceptional post-sale support to resolve issues and ensure high levels of customer satisfaction.
- Record Keeping: Maintain comprehensive customer and competitor records and engage in sales planning sessions.
- Feedback Analysis: Analyze customer feedback to continuously improve our market share.
- Solution and Service Selling: Demonstrated value-selling expertise to effectively communicate the benefits of our products, services, and solutions to customers, thereby increasing margins and close rates.
Product Knowledge and Sales Strategy
- Sell Armstrong Products: Promote and sell Armstrong products and solutions, leveraging Armstrong’s sales strategy & process
- Territory Management: Responsible for calling on REP firms, consulting engineering firms, mechanical engineers, building owners on a weekly basis to grow your sales funnel and close projects. Develop a written territory plan with objectives, goals, sales strategies, tactics to ensure sales objectives are exceeded.
- Maintain Product Knowledge: Have a thorough understanding of product features, benefits, and competitive advantages.
- Develop Sales Strategies: Collaborate in creating sales strategies, marketing channels, and sales forecasts.
- Implement Best Practices: Apply commercial best practices in alignment with the Armstrong Sales Process to ensure consistent execution excellence.
Administrative Responsibilities
- Update CRM System: Maintain accurate records of sales activities and customer information in the CRM system real time.
- Reporting: Leverage Armstrong’s CRM tool daily to measure, track all sales activities and produce bi-weekly market activity reports as required.
- Monitor Market Conditions: Track competitive activities and market conditions to stay informed.
Team Collaboration and Development
- Promote Teamwork: Work closely with other departments, providing valuable feedback to enhance our operations and help ensure on time services to our customers.
- Support Special Projects: Support various projects assigned by management to ensure continued development of skills.
- Sales Associations: Join key trade associations and actively participate in the local chapters of associations like ISHRAE, ASHRAE, IGBC, AEEE, BEE, FSAI, IPA, CII, etc.
What We’re Looking For
To thrive in this role, you should bring:
Education and Experience
- University degree in Mechanical/Electrical Engineering and a marketeer who is customer centric.
- At least 5 years of experience in industry-related direct sales, particularly in solution and value-based sales.
Technical and Sales Skills:
- In-depth knowledge of HVAC solutions and systems, including HVAC product selection software.
- Experience in tracking sales information of customers, forecasts, and reports using related software applications such as CRM.
- Strong understanding of complex B2B sales cycles and negotiation techniques.
- Passion to win in your local marketplace.
- Proven track record of exceeding sales targets and achieving revenue growth.
- Proficiency in Microsoft Office 365.
- Create and deliver compelling presentations to prospective customers to demonstrate the value of products and services.
- Use Armstrong's sales process and value tools to present sustainable solutions that deliver energy efficiency and long-term savings.
Soft skills and other requirements:
- Able to communicate (verbal and written) in English.
- The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.
- Strong, team-oriented leadership skills with presence and a bias for action.
- Strong attention to detail and highly organized.
- Ability to communicate in an open and authentic manner in all situations.
- Willing to travel up to 60-70% of the time.
Why Armstrong Fluid Technology?
By joining us, you’ll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You’ll have endless opportunities to learn, grow, and make a significant impact on the world by reducing carbon emissions and energy costs. Together, we'll build tomorrow’s solutions today and enjoy a safer and greener world.