Regional Sales Director - Americas

Overview & Responsibilities

PURPOSE OF THE JOB

The principal responsibility of this role is to provide leadership and oversight over each region for all new apparatus products.  The role is intended to lead new apparatus by monitoring sales quotas, reporting, developing sales strategies and enforcing processes and procedures. The overall goal is to meet or exceed booking volume and margin targets within the designated region(s). This role will also be responsible for ensuring collaboration efforts across the product lines are taking place effectively. This includes helping to identify growth opportunities and consistent analysis of the market to assist in initiatives required to sustain and grow the business.

A general function of this job is to lead the regions in the establishment of sales leads and booking opportunities, to successfully close contracts with customers and to correctly hand over those contracts to Elliott Group project departments for execution. This work must be conducted in a manner that provides customer satisfaction and clean order entry.  To continue to build a positive awareness of Elliott Group within the marketplace and to establish and maintain relationships that will support creation of closer working relationships with our customers.
 

BACKGROUND and EXPERIENCE

• A Bachelor’s degree in Engineering from an accredited college or equivalent experience.

• Varied global experience in sales, marketing, and related activities. Experience in the rotating equipment machinery business is desirable.

• Minimum of 15 years of "hands-on" prior experience in selling customized turbo-machinery products.

• A solid track record of leadership, management, communications (oral, written and presentation) and negotiation skills is essential.

• Must have sound working knowledge of business practices and procedures as related to a company which markets, sells, engineers, manufactures and services custom designed turbomachinery products for the hydrocarbon processing and oil & gas industries.

NATURE OF THE JOB

Primary function of this job is to ensure that the Corporate goals for bookings and profitability for New Apparatus, within the region are achieved or exceeded. In addition, this job involves close liaison with Global Service, Applications Engineering, and other support groups to provide the highest possible level of Customer Satisfaction, thus creating a favorable platform for future business opportunities.

The key challenge of this job is to employ strategies that will allow the company to enjoy a thriving business in a highly competitive climate. This will be achieved by coordinating activities of the regional teams and across product lines in the development of customer relationships and seeking unique value solutions that will be highly appreciated by our customers.

With the change from a product based selling organization to a regional-based selling organization, this job will involve creating a new structure to fulfill the needs of Elliott Group. This will include collaboration efforts to ensure we are providing our customers with the best offerings as a company and supporting entry into new markets.

This role will be responsible for supervising sales managers/sales engineers, ensuring processes and procedures are being followed, managing priorities within the region, and reporting on a monthly basis (or as required) several metrics for the business.
 

Extensive travel may be required, often outside of normal working hours.

SPECIFIC JOB RESPONSIBILITIES/COMPETENCIES

• Ensure New Apparatus meets or exceeds booking and margin requirements as established by the corporate business plan.

• Provide vision and leadership for the regional operation.

• On a regular basis, review the opportunity list with the whole regional team to ensure that we are all following the strategies to meet our goals.

• Provide the team with sound direction in the area of Risk Management.

• Maintain high-level contact within key customer accounts to promote the Elliott Group, our products and services to correctly position ourselves on target jobs and to achieve the status of preferred supplier.

• Help regions provide a booking forecast on a continuous basis via CRM and any other means, as required.

• Keep continuous contact with the Global Director of Sales – New apparatus to establish and maintain consistency of approach regarding quotation presentation to the market place and all other relevant matters.

• Provide support to Project Management in the execution of contracts helping to maintain contractual requirements and a high level of customer satisfaction.

• Take active role in developing Elliott Group approach to Sales Representation, working closely to insure one face to our reps and customers with other business units.

• Help support the organization and participation in promotional events, such as trade shows, the presentation of technical papers and special customer events, taking the necessary steps to ensure that special Elliott's achievements are fully publicized to the correct targets.

• Provide reports and status updates to Global Sales Director – New Apparatus.

• Work on a continuous basis with Global Services to maximize potential for both groups.

• Provide input to Corporate Strategic Plan as required.

• Provide input to the Research & Development plan as required.

• Work with HR and others to correctly manage Elliott's Health and Safety policies, especially when it comes to travel to dangerous locations.

• Be ready to support special projects and tasks where no specific owner can be identified.

Equal Employment Opportunity

Ebara Elliott Energy is an equal employment opportunity/affirmative action employer and does not discriminate on the basis of race, color, religion, sex, national origin, age, marital status, genetic information, disability, veteran status, or any other characteristic protected by the federal, state or local laws of the United States. Applicants and employees are protected under U.S. federal law from discrimination. To learn more, click here.
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