Sales Manager

6 months ago

Sydney, Australia Howden Full time

What do we do?

Our vision is to enable our customers’ vital processes, which advance a more sustainable world. We supply turnkey solutions, fans, compressors, turbines, blowers, heat exchangers and silencers, as well as a comprehensive range of services including specialised engineering for air and gas handling, project management, equipment servicing and site management.

We are looking for an AFM Sales Manager in NZ to establish and maintain business relationships with end users and promote Howden products & services. You will increase customer engagement and satisfaction on key sites by ensuring all aspects of customers’ requirements are met and broader Howden interaction is focussed and timely. You will also leverage the existing Howden installed base and improve data quantity and quality.

The products are centrifugal, mixed flow, axial fans and air-heaters in the industrial sectors. Particular areas of focus will include milk Industry, mining, metals processing and power industry. You will need to work closely with other Howden departments and communicating the resolution of issues to customers as needed.
- We will offer an attractive remuneration package, above average superannuation contributions, annual bonus, flexible working arrangements, reimbursement towards your health & fitness regime and a supportive culture._

What needs to be done?

More specifically, your responsibilities will include:

- Generate consumable/maintenance spare parts enquiries for Howden installed base and work closely with Parts Estimating Team (PET) to ensure delivery and successful closure of these opportunities.
- Generate and manage larger capital spares enquires for Howden installed base. This process will utilise the PET for pricing and quote generation, however, it will be your responsibility to drive these opportunities to a successful conclusion.
- Generate retrofit opportunities for both Howden and Non Howden install base by engaging with clients to uncover performance or reliability issues which can be remedied.
- Liaise with Howden Service Centres to promote Howden repair and refurbishment services. Generate leads and follow up on active quotations with customers.
- Update the company CRM system with latest information on open enquiries and account management to ensure data is up to date and accurate.
- Provide site intelligence gathered on sites visited to AFM Spares, Retrofit and Services teams and New-Build Sales and Proposals team as required.
- Gather up to date and accurate information on Howden installed base and update our Installed Base register to reflect current status.
- Participate in management and team reviews of open opportunities to ensure data accuracy and correct forecasting of bookings.
- Actively seek and monitor customer feedback through meetings and Net Promoter Score (NPS) surveys and action areas that would benefit from improvements.
- Adhere to all Howden Group policies, procedures and business ethics codes.
- Adhere to environmental, health and safety standards to ensure that the company comply with relevant legislation and quality assurance management systems on time and according to set standards.
- Provide weekly reports in accordance with AFM sales team requirements.
- AFM Funnel reviews with sales teams, including PET teams looking at monthly forecast on targeted bookings, TTQ, AuM, IB management and Uptime opportunities.
- Focus on NB to AFM handover process, ensuring early customer engagement, IB created and service proposals offered, this includes equipment health checks, performance testing and ventilation systems control.
- Focus on LTSA and FA opportunities on Howden IB, generating service opportunities with customers.
- Promote Ventilation on demand as value added services to AFM opportunities generation.

What do you need to bring?
- Experienced sales professional with a history of business development within NZ milk industry. Excellent verbal skills, with persuasive ability to influence decision makers on site.
- Advanced time management skills.
- Excellent communication and interpersonal skills in building relationships
- Exceptional customer service skills
- Strong negotiation and leadership skills.
- Ability to work autonomously as well as in a team.
- Client focused, energetic and pro-active.
- Negotiation and problems solving skills.
- High degree of self-motivation and initiative.
- Intermediate skills in Microsoft Excel, Word, PowerPoint.
- Ability to travel.
- Current drivers’ licence.

The following would also be highly regarded:

- Technical knowledge of CRM and lead generation systems.
- Experience in a variety of formal and informal presentation settings; one-on-one, small and large groups, inside and outside the organization.
- Working knowledge of fan fundamentals and problem identification and rectification

The role is New Zealand based with 50% travel mostly within New Zealand, however, training, customer visits, and client management in Australia

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