United States onlyEnsuring Chart’s Success…
We are looking for a motivated and experienced Screw Compressor Technical Product Manager to join our team. The ideal candidate will be responsible for technical product representation in the USA. The individual will provide product management, support to business development intiatives, identify opportunities to drive sales growth and will build strong client relationships. This role requires a strategic thinker with excellent communication, as well as an understanding of rotating equipment and its applications.
What Will You Do?
- Represent the Howden Screw Compressor product in North America, listening to customer and market needs. Use this knowledge to become a key-player in directing strategy for the product.
- Support the key account management of customers in petrochemical, oil and gas, refrigeration, industrial and distribution markets. Individual will be the primary technical and strategic representative in-country.
- Develop business development initiatives with the Howden Compressors team and deliver these (in conjunction with HUSA), to drive growth and profitability.
- Represent the company and product at seminars, events and exhibitions, identifying opportunities to offer better technical services. Liaise with the UK team for allocation of resource and preparation of technical content (e.g. marketing collateral, presentations, white papers) to support the market more effectively.
- Identify and pursue new business opportunities in the market to exceed annual operating plan bookings targets and expand market presence.
- Support HUSA in negotiation and deal-closing with clients. Demonstrate technical credibility to up-sell products and services, clearly explaining technical value-adders and OEM differentiators.
- Build and maintain strong relationships with clients, partners, and stakeholders within the industry. Responsible for customer management during visits to Howden facilities in the US and UK.
- Listen to customers and provide technically credible support to add value to their operations, increasing engagement and retention.
- Conduct market research to identify trends, competitive landscape, and potential areas for growth. Use an entrepreneurial mindset to become a key stakeholder in the strategic direction of the business.
- Monitor and report on sales performance, providing insights and recommendations for improvement.
Accountabilities
- Work closely with AFM teams in the US and UK (Sales, Operations and Customer Support) to drive the development, execution and communication of an annual operating plan that delivers profitable growth.
- KPIs defined via annual objectives and HCO AFM strategy. Amongst other metrics, this will cover bookings volume, forecast accuracy, customer NPS and margin improvement.
- Develop leads and deliver results from targeted business development campaign activity, NPD commercialisation and value-add services.
- Advise Howden USA on business development opportunities in the territory, introducing healthy-tension to ensure action is taken.
- Provide accurate reports and analysis of KPIs to monitor performance and refine approach where appropriate.
- Enhance sales effectiveness by increasing product knowledge through educational offerings, marketing materials, communications, and technology.
- Promote and sustain a continuous improvement culture.
- Gather critical site information about Howden’s and competitors’ installed base to prospect for additional opportunities and improve global visibility in the Customer Relationship Management (CRM) system.
- Collaboration with Howden USA proposal team, providing guidance and coaching to help them achieve sales goals.
- Act as technical point of contact for our customers, owning the problem and ensuring prompt resolution.
Your Experience Should Be...
- Candidate preferably holds degree qualification in Mechanical Engineering. Applications accepted from time-served mechanical engineers with at least 10 years’ experience.
- Minimum 5 years’ experience professional employment.
Essential skills, knowledge and behaviors
- Mechanical engineering knowledge and/or experience of screw compressors as utilised in air and gas handling applications.
- Business development, product management and sales experience within the Engineering sector.
- Use of value sell tools / approach to leverage success with different customer / market profiles.
- Effective use of direct and indirect sales resources.
- Ability to create and maintain strong relationships with customers, reps and internal customers.
- Strong interpersonal skills, negotiation and customer issue resolution skills.
- Integrity and high moral and ethical standards.
- Strong selling and customer/market development skills.
- Effective analytical skills.
- Strong presentation skills.
- Work independently to manage time, schedules and customer interface. Able to manage constantly changing priorities and requirements in Aftermarket environment.
- Proficiency on IT platforms, including Microsoft Office Products and Salesforce CRM.
Desirable skills, knowledge and behaviors
- Experience in OEM Aftermarket sales with a knowledge of relevant markets and customers.
- Understanding of the diversity and cultural differences which can impact international manufacturing businesses.
- Experience of the Howden portfolio of products
- Experience selling highly engineered equipment, products and services.
Complexity and creativity
- Entrepreneurial approach to delivering product support and business development strategy in the US market.
- Dealing with demanding customers and exceeding expectations. Seeking the required support from teams in the US and UK, to ensure excellent customer service.
- Identify, propose and pursue, new opportunities for product, process or market development and growth
Judgement and decisions
Effective decision making in internal and external situations, guided by the KPIs of the Aftermarket annual operating plan.
Our Benefits Package...
Flexible medical,vision and dental plans to meet your needs.
Paid time off and holidays.
401k plan with matching company contribution.
Life insurance.
Flexible Spending Account (FSA) & Health Spending Account (HSA).
Tuition reimbursement.
Employee Assistance Programs.
