Territory Sales Manager - North Sea

Overview

AAF International offers the most comprehensive clean air solutions available across the globe. Selling under the American Air Filter® and the AAF International® brand names, AAF International has been an industry pioneer since 1921 with manufacturing operations in 22 countries and over 6000 employees globally. Our products are the industry benchmarks for quality and performance. Our applications include commercial, industrial and residential solutions from the filters used in your home to the most critical cleanroom and power generation applications.

We are a member of the Daikin Group, the world's largest air conditioning provider with $30 billion in revenue and over 75,000 employees worldwide. Founded in 1924, Daikin has grown into a diversified industrial manufacturing company offering solutions in clean, air, air conditioning, refrigeration, chemicals, oil hydraulics, defence systems and electronics. Our culture of continuous improvement, safety and world class operations is driven by our people-centred management philosophy.

This philosophy is built around mutual selection: while AAF seeks top talent to join and deliver on our team, we also want each team member to receive job satisfaction, growth and development, and continued happiness in being a long-term member of the AAF family. This is fuelled by our belief in treating our people, our supply partners, our customers and our environment with the trust and respect we each require, and our passion to give back to our community for our success.

We are currently recruiting for a Territory Sales Manager to join our existing ENERGY team within our Power & Industrial (P&I) division. The successful candidate will be responsible for maintaining business from the current installed base whilst also expanding into new markets and increasing sales volume, year-on-year, through acquiring new installed base. Scope for flexible working arrangements, including working from home, is offered subject to agreement.

A degree of domestic and international travel will be required to fulfil the obligations of the role, therefore a valid passport and the ability to travel is essential. Previous experience gained in an Air Filtration business would be a major advantage for this role.

• Manage sales activities for assigned region, to suit AAF growth plan.
• Locate new uses and new markets for products and recommend distribution channels for them.
• Maintain strong, accurate and current sales pipeline for the region, within Sales Force.
• Serve as a regional contact for inquiries from existing or potential customers and provide quotations and support as necessary.
• Implement sales promotions and marketing programs for assigned region, as directed by sales management.
• Develop relationships with new customers through personal meetings, presentations and seminars.
• Manage individual Agent/Reseller/OEM/End User sales performance to exceed bookings and sales quotas, while monitoring quoting activities, follow-up and closing success / loss.
• Participate in technical and commercial discussions with customers.
• Ensure terms and conditions compliance and mitigate/manage business risk in conjunction with General Counsel.
• Duties will vary due to the nature of the environment (above is a guide and not a comprehensive list of responsibilities).

Desirable

• A recognised qualification in a Sales, Engineering or Business-related discipline. Qualifications may be substituted for experience on a year for year basis.

Essential

• Demonstrable experience directly related to the duties and responsibilities specified.
• Proven sales or other commercial business experience. Preferably in a manufacturing environment or industrial distribution.
• Experience in developing new markets.
• Experience in sales of products with short and middle cycle time.
• A good track record of acquiring and maintaining direct sales.
• Ability to manage multiple commercial opportunities / tasks efficiently.
• Ability to qualify requests for quotations - investigate/determine customers buying motives and economic justification criteria, map decision makers/influencers, understand funding process.
• Experience of negotiating terms and conditions.
• Knowledge and experience of working proactively using a CRM (preferably Salesforce)
• Successful experience with high value-added product selling, pricing, negotiating, and channel management.

• Familiarity with filtration would be an advantage.
• Experience of working internationally.

Licenses or Certifications

Essential

• Full driving license.
• Full valid passport.
• Eligible to work in the UK.

• Site related qualifications i.e. Passport to Safety.

Essential

• Health, safety and environmentally conscious.
• Flexible approach to working, willingness to accept changing priorities.
• Ability to execute high impact strategies to enhance people and business performance.
• Ability to work to strict deadlines while maintaining a high level of…