Onsite Commercial Sales Manager
Houston, TX, United States
Position Summary
Responsible for all day to day
management of customers within their assigned portfolio and activities related
to business growth. The position is also responsible for customer service,
which includes maintaining current customers as well as developing new customers
in conjunction with the individual's sales team. Collaborate with other
business units within the Matheson Family, marketing and geographic sales teams
to identify prospects for sales of company's product offerings. Qualify
prospects based on preliminary assessment of financial viability, technical
solutions, and competitive landscape. Collaborate with internal resources to
develop Capex and Sales budgets. Achieve objectives for sales and gross profit
within assigned geographic area of responsibility. This position reports to
Vice President of Sales.
Job Responsibilities:
Qualify prospects based on preliminary assessment of financial viability, technical solutions, competitive landscape, etc.
Collaborate with internal resources to develop Capex and Opex budgets; author technical and commercial proposals that conform with specifications, scope of supply, and project execution requirements provided by the customer
Participate in the development of product offerings, target markets and product strategies, create value-added products and services to meet the needs of the changing marketplace
Own and manage the proposal generation, commercial terms and pricing within the organizational needs and desires
Achieve objectives for sales and gross profit for onsite plant & pipeline supply schemes within assigned geographic area of responsibility
Maintain up-to-date information inside Matheson Customer Relationship Management System (CRM - Dynamics) and utilize the Matheson Sales Model system
Manage relationships and profitability at existing accounts
Manage pricing and contract administration
Lead contract renewal efforts
Support collection efforts
Interface & coordinate external customers with internal functional groups during installation, modification, service, and removal phase of projects
Key functions related to customer satisfaction and relationship management
Provide expert input to business development and marketing plans
Prepare and submit accurate and timely reports
Effectively manage travel expenses and meet individualized training requirements
Negotiate complex agreements along with management of client experience
Be a proactive change agent in identifying improvements in processes, profit, working capital, inventory, OPEX, and their implementation
Comply with company policies in safety, quality, general, administrative, etc.
To perform this job successfully,
an individual must be able to perform each essential duty satisfactorily. The
requirements listed below are representative of the knowledge, skill, and/or
ability preferred. Reasonable accommodations may be made to enable individuals
with disabilities to perform the essential functions.
EDUCATION and/or EXPERIENCE
Bachelor's degree in engineering or science discipline; may consider substitute experience in a related technical field for humanities or liberal arts majors, MBA is plus but not required
Minimum 5 years of B2B experience selling technical solutions to industrial clients
Must have a track record of successfully closing complex sales involving negotiation of long-term supply agreements
Strong preference for experience with the sale, proposal development or project management of onsite/pipeline supply schemes for industrial gases
Collaborative leadership skills; must be able to coordinate activities across functional groups in a matrix organization including engineering, finance, legal, project management, operations, service and logistics
Strong organizational and administrative skills
Demonstrated strong skills in the use of Microsoft Excel, PowerPoint and Word
Exceptional written and verbal communication skills, demonstrating the ability to communicate appropriately at all levels of the organization, leading meetings, and managing conversations effectively with high level management
Ability to work effectively with a global team, interfacing with team members in various countries, as well as management in the US
Ability to work independently, being accountable for accomplishing work with minimal supervision
Strong analytical and problem-solving skills, and the ability to take initiative with an entrepreneurial attitude
Previous project/proposal development, project engineering, or product development/ownership/management experience a plus
Travel
Travel as required within your area of responsibility as necessary to maintain relationships with Operations and Customers
Matheson is an Equal Opportunity Employer
that complies with the laws and regulations set forth under EEOC.. All
qualified applicants will receive consideration for employment without regard
to race, color, religion, sex, sexual orientation, gender identity, national
origin, disability or protected veteran status. EOE AA M/F/VET/Disability