National Manager, Sales

National Sales Manager – Process Refrigeration/Heat Pumps

Summary: The National Sales Manager is responsible for sales and business development activities associated with new MAN-ES equipment related to heat pumps and/or renewable heat markets, in an assigned geographic territory and/or with assigned accounts.  Process Refrigeration/Heat pumps for MAN-ES are consisting of large industrial scale compressors and static equipment commonly over 10MW in size, and built for the largest heat users in North America. Within the territory or assigned accounts, he or she will promote the company and identify all opportunities for new equipment sales specific to this product and application.  The National Sales Manager will be responsible for assisting customers in developing their projects by providing technical and commercial information prepared collaboratively with other functions located in the region and/or at our worldwide centres of excellence for particular products. The National Sales Manager will be responsible for managing new equipment opportunities from their inception until a contract is executed.  The National Sales Manager is also responsible for developing and deepening relationships with individuals focused on heat markets and applications and introducing the company and its products to new accounts as assigned.

Key Job Responsibilities:

• Develop and maintain relationships with key strategic customers.  Initiate contact with assigned and new potential accounts, cultivate good business relationships with key decision makers and ascertain leads.
• Develop new and existing client base through early engagement and positioning, consultative selling prior to request for quotation (RFQ) development.
• Prepare, lead and negotiate/finalize commercial negotiations and contracts with CCS customers.
• Target Oil & Gas, Chemical, Petrochemical, Commercial building, Municipalities, Hospitals and other  large clients that are pursuing decarbonization and require large amounts of heat or cooling.

• Work with multidisciplinary teams to come up with technical requirements and solutions for potential customers
• Communicate project, product and market intelligence with European headquarters and Houston.
• Evaluate the market continuously and assess competitive position based on market knowledge.
• Reports on competitive situations and maintains regular customer contact.
• Participate in the development of required promotional content and materials.
• Understand customers’ needs and requirements to ensure customers have a thorough understanding of the MAN-ES products and services through training and presentations.
• Manage customer relationships and communicate customer feedback.

• Participate in trade shows, conferences and select industry organizations related to your specific market.
• Help field service personnel with client communications during installation, commissioning and potential warranty claims.
• Development of sales proposals for presentation to customers.
• Develop factory relationships.

• Attend project bid review and kickoff meetings.
• Work with project managers during project execution in resolving scope of supply conflicts

• Product knowledge education.
• Assist application engineering in obtaining quotes from sub suppliers, obtaining clarifications from customer and finalization of proposal for submittal to the customer.

Required Education: Bachelors of Science Degree in Mechanical Engineering or equivalent scientific discipline.

Required Experience: Minimum ten years of experience combined in marketing, sales, application engineering, project engineering, and/or project management associated with complex engineer-to-order equipment.  Previous experience with large rotating equipment such as turbo-compressors, blowers, steam turbines, and gas turbines is strongly preferred.  The candidate must be able to interact and work effectively with different cultures and nationalities.  Language proficiency in German and/or Spanish is desirable but not required.

Desired Experience:

• Working knowledge or heat pumps or refrigeration processes
• Working knowledge or heat exchangers and static equipment
• 2-3 years of conducting product presentations for clients.
• Membership, participation or willingness to join in API and other Industry Organizations.

Required 3^rd party Certifications/Qualifications: None.

Other skills:

• Ability to read and interpret documents such as safety procedures, technical specifications, and legal contracts.
• Ability to design and create presentations for customers.
• Ability to speak and write in English is required. Ability to speak effectively before groups of customers or employees of MAN-ES.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, areas, circumference and volume.  Ability to apply concepts of basic algebra and geometry.
• Familiarity with applicable industry standards (API, ASME, IEC, etc.) that are typically specified by clients for our equipment.

Physical Requirements: The majority of the time this position requires sitting in one place for several hours working with a personal computer.  Domestic and foreign travel required.