at Webster Combustion Technology in Winfield, Kansas, United States
Job Description
Responsible for establishing and maintaining relationships within the asphalt industry segment as well as adjacent markets, at assigned customer accounts and engaging with Webster Combustion distribution to ensure effective and efficient utilization of resources. The Asphalt Sales position assists channel representatives, sales agents, and customers with selection of combustion equipment and systems to meet application requirements in industrial aggregate drying and asphalt processes. The successful candidate will manage and build relationships with representatives and customers based upon strong technical prowess, consultative behavior, a natural competitive drive, and an enthusiasm to help customers.
Responsibilities
- The Asphalt Sales position is responsible for the development and implementation of sales strategies and plans to acquire new business at assigned customers to meet or exceed annual sales goals and grow market share. Assigned customers include OEM’s (Original Equipment Manufacturer’s), End-Users, and Reps (Representatives).
- Manage a group of independent channel representatives, sales agents, and assigned direct customer accounts for commercial needs and issues including quotations, orders, credit terms, returns and warranty, commission payments, and collections of invoices.
- Writes proposals for complex systems and communicates with customers by phone, email, and in-person. Manages negotiated terms and pricing for larger contracts.
- Participates in training sessions, seminars, and continuing education to stay abreast of new technical developments.
- Participates in seminars, trade shows, customer training events, and other industry events.
- Ensures effective communications and relationships between customers and project team members and manages projects and timelines. Must be able to articulate technology and product positioning to both technical and business users at customers.
- Regular travel to customer locations and industrial locations to evaluate upgrade/retrofit leads may involve exposure to heat, noise, and large industrial equipment.
- Establishes plant multi-level relationships with the customer base and understands each of their business needs and resources to deliver value across our business bases.
- Maintains accurate assessment of target and opportunity funnel within the Sales and Marketing Department.
- Provides application knowledge and industry expertise and manages sales activities according to disciplined solution selling process (Customer Centric Selling). This includes providing ECR’s (Engineering Change Requests) and product feedback into Product Engineering teams for improvements, optimizations, and new product development driven by customer interactions.
- Develops new customers from Prospect, Qualification, Engineered Solution, and Services all the way through to Acquisition and Maintenance of new business.
- Brings the right resources to the table to impact the customer’s decision process and presents solutions to the customer (value proposition, return on investment).
- Provide market pricing feedback for positioning within the industry segment.
- Engages the account team and the Senior Management, as required, to strategize and close opportunities.
- Organizes and manages a technical engagement team for identified opportunities and integrates competitive data and strategy into proposals.
- Develop forecasting within industry segment.
- Participates in industry segment trade associations, standards and codes activities, and marketing events as requested by Senior Management.
- Through familiarity, ensures to follow company policies and procedures. High ethical standards in all situations and reports activity that does not meet those standards, including but not limited to government laws.
- Work towards the achievement of the company vision statement. Be familiar with and follow the company’s policies as it relates to your area of work.
- Follows Webster’s Policies and Procedures including, but not limited to: Safety Policy and Standard Operating Procedures.
- Other duties and responsibilities as assigned by VP of Sales and Marketing.
Requirements
- Bachelor’s Degree in an Engineering discipline, additional business-related degree and/or experience is a plus. Minimum five years of experience in technical combustion sales. Detail oriented and strong organizational and analytical skills.
- The ideal candidate will have a technical degree and aptitude, along with experience calling on Original Equipment Manufacturers, Resellers, Representatives, and End-User bases.
- Proven record of success and knowledge of Asphalt and Aggregate Drying Industry.
- Comfortable calling on Owners, Presidents, and other high-level executive positions, in addition to Engineering and Purchasing levels within the customer base.
- Solution Selling, or similar, sales training is desired.
- Ability to travel up to 50% of the time both domestically and internationally.
- Ability to walk long distances at customer sites and trade shows, climb ladders and stairs, stoop, balance, bend and kneel
- Ability to set up and tear down trade show booth including lifting heavy objects (up to 50 pounds)
- Excellent written and verbal presentation skills.
- Self-motivated and able to work independently.
- Strong computer skills with Microsoft Office products
