Overview
Title: Sales Manager, Fire Systems
Reports to: Sales Leader UK
Position: Permanent - Remote based with Nationwide Travel
Armstrong Fluid Technology is at the forefront of fluid-flow technology with a global presence across eight manufacturing facilities. We focus on engineering the future and safeguarding the planet, delivering energy-efficient solutions that reduce environmental impact.
This role focuses on driving revenue growth through direct and distribution channels, managing key accounts, and supporting specification-driven sales of pumps, circulation systems, and performance management solutions for fire safety applications. The role requires strong technical knowledge, a consultative sales approach, and the ability to engage with contractors, consulting engineers, distributors, and end-users.
Key Responsibilities
* 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 boost sales and enhance brand recognition and loyalty.
* Channel of Sale: Define and operate within the appropriate sales channel (wholesale, direct, or a combination) to optimize market reach and effectiveness.
Customer Relationship Management
* Build and Maintain Client Relationships: Develop and sustain strong relationships with clients, establishing proactive engagement with consulting engineers early in the design process (Basis of Design).
* 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 participate in sales planning sessions.
* Feedback Analysis: Analyze customer feedback to continuously improve market share.
* Solution and Service Selling: Demonstrate value-selling expertise to communicate the benefits of products, services, and solutions to customers, increasing margins and close rates.
Product Knowledge and Sales Strategy
* Sell Armstrong Products: Promote and sell Armstrong products and solutions following Armstrong’s sales strategy and process.
* Territory Management: Call on REP firms, consulting engineering firms, mechanical engineers, and building owners weekly to grow the sales funnel and close projects. Develop a written territory plan with objectives and tactics.
* Maintain Product Knowledge: Understand product features, benefits, and competitive advantages.
* Develop Sales Strategies: Collaborate on 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 in real time.
* Reporting: Use the CRM tool daily to measure and 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 feedback to improve operations and ensure on-time services to customers.
* Support Special Projects: Support various projects assigned by management to develop skills.
* Sales Associations: Participate in key trade associations and local chapters.
Qualifications and Skills
* Education and Experience: University degree in Mechanical/Electrical Engineering and a customer-centric approach; substantial experience in industry-related direct sales, especially in solution and value-based sales within fire systems.
* Technical and Sales Skills: In-depth knowledge of HVAC/Fire solutions and systems, experience with product selection software, CRM proficiency, understanding of complex B2B sales cycles and negotiation techniques, and a proven track record of exceeding sales targets.
* Soft Skills: Ability to simplify complex problems, strong leadership, highly organized with attention to detail, and open, authentic communication.
* Travel: Willing to travel up to 60-70% of the time.
Why Armstrong Fluid Technology
You will join a global community dedicated to pushing the boundaries of fluid-flow technology with a commitment to sustainability. The role offers opportunities to learn, grow, and contribute to meaningful solutions now and in the future.
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