Marine Environmental Product Sales Leader

Marine Environmental Product Sales Leader

The MEP Sales Manager is charged with increasing business and account base by developing Sales of the core Business functions in Marine and Industrial markets and more specifically the environmental products offerings. You will achieve this by working with the regional directors, managers, and the sales force. You will act as the primary contact for assigned accounts, negotiate with clients on behalf of the assigned business unit. You will work with marketing, sales, and operational departments to develop and implement sales strategies. Furthermore, you may train and provide relevant materials to aid the implementation and enforcement of contracts across the business.

Responsibilities:

1. Conduct market research and assist in the development of strategic business development plans to support long-term growth plans; analyze and recommend strategic initiatives based on strengths, weaknesses, opportunities, and threats to drive the short-and medium-term sales targets established.

2. Assist in bringing new MEP products and services to market by participating in the engineering and validation studies of these offerings. Provide recommendations to the viability of new products to management as well as collaborate in how to bring new technologies to market.

3. Assist in the development of the sales pipeline, maintain correspondence with past and potential customers; and monitor the sales pipeline to track the progress of prospective sales.

4. Build upon the existing customer prospect list to expand the list of potential customers being actively prosecuted in the markets assigned.

5. Carry out execution of the sales plan and perform customer site visits.

6. Maintain an active pipeline report to track business opportunities and maintain forecasts for monthly and quarterly sales volumes and forecast potential revenue.

7. Deliver weekly activity reports and bi-weekly sales visit/call reports detailing content of and update from meetings and calls.

8. Promote and nurture relationships with customers; actively promote core part, products and services and engage clients on part, product, or service effectiveness.

9. Develop and deliver detailed quotations to customers; negotiate prices and propose adjustments or discounts to drive opportunities to closure. Ensure all customer, company, and regulatory requirements are communicated to service and operations.

10. Represent the organization at relevant industry and community meetings, trade shows and conventions, seeking to expand market offerings. Follow industry trends to identify new opportunities for potential sales and company growth.

11. Review and assist in the resolution of customer complaints regarding sales and service.

Minimum Knowledge & Educational Qualifications:

• Demonstrated history of successful new business sales and the development of long-term trust relationships. While maintaining and growing existing relationships is also a requirement for the position, the primary objective of this position is the acquisition of new clients and revenues for Goltens’ parts and services offerings.

• Basic knowledge of internal combustion, reciprocating diesel, gas and dual fuel engines as well as shipboard systems. Expert level knowledge is not required for the position, but the successful candidate needs to be able to speak intelligently about the operational requirements of the prospect’s machinery and equipment and be able to articulate Goltens’ offerings.

• Self-starter with a strong work ethic, with experience working in an independent and largely self-directed role.

• Willingness to travel approximately 50% of the time throughout the year to meet with customers and prospects and attend exhibitions and sales related events.

Minimum Previous Experience:

• 1-3 years of experience in the Industry and a Bachelor’s in Business, Sales, or Engineering; or

• 5 years of proven experience in a related position

Other Skills & Abilities:

• Excellent verbal and written communication skills

• The ability to listen to and understand information and ideas presented and translate them into actionable items to drive business.

• Driven, self-directed with the ability to not just bring deals in but drive them to closure.

• Excellent interpersonal and customer service skills

• The ability to tell when a situation is going wrong and the ability to mitigate the situation and guide it back on track.

• Excellent organizational skills and attention to detail.

• Excellent time management skills with a proven ability to meet deadlines.

• Analytical and metrics-driven with the ability to turn complex data into actionable insights.

• Ability to build relationships and work collaboratively, as well as to take direction and work independently.

• Ability to effectively work with all levels of management and staff across organizational lines to drive alignment and influence action.

• Proficient with MS Office Suite or related software.