Director of Sales - Furnaces
Andritz Inc

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

ANDRITZ Metals USA
ANDRITZ Metals USA designs and builds equipment for the processing of carbon steel, stainless steel, and non-ferrous metal including pickling lines, coating lines, levelers, cut to length lines, slitting lines as well as continuous or batch furnaces for reheating slabs, blooms, billets, and structural shapes. We specialize in supplying knives for metal processing equipment including shear blades, slitting knives and slitting spacers. We also provide mill and coil processing equipment rebuild and retrofit. Additionally, we provide service parts and roll and knife regrind services for rolling mills and strip processors and provide a wide range of mechanical and electrical components for ANDRITZ equipment, as well as for many other brands in the industry.
The Role
Under the direction of VP Capital Sales , the Director of Sales - Furnaces is responsible for the company achieving its sales and growth goals in its primary region of North America (with potential for product support internationally). The Director of Sales - Furnaces is responsible for industrial furnace sales in the carbon and non-ferrous industries. The role is responsible for all business development, inquiry solicitation, and new order acquisition. Product segments include steel reheat, aluminum melting, and heat treatment furnaces. Will develop and maintain an expert understanding of Andritz products, customer needs, and advanced sales skills to allow the individual to make thorough and informed recommendations to the customer on Andritz products. Also, the individual will provide guidance to the management team on growth opportunities.
Requirements
Essential Duties, Responsibilities and Key Result Items
• Achieve and exceed the annual sales plan for the supported products
• Maintain and grow existing top line sales with key accounts in the region
• Perform direct selling by engaging with account decision makers
• Generate new business opportunities by utilizing consultative selling techniques and skills to engage customers by actively seeking out new sales opportunities through acquisition and networking
• Differentiate the Andritz product portfolio by promoting its unique focus on advanced technologies and application engineering.
• Follow up all product sales projects, coordinate and participate in technical and commercial negotiations and contract review
• Conduct market research to identify selling possibilities and evaluate customer needs
• Grow the business top line; expand market share
• Support the measurement and reporting of customer satisfaction
• Negotiate pricing, delivery conditions, and execution of sales contracts
• Work with other members of the Sales Team to create, develop, and maintain relationships with key accounts
• Manage high level customer negotiations, contract reviews, quotation reviews, and internal approvals associated with large capital orders ranging loosely from $2Musd to $100Musd.
• Travel expectation is 25% and may include both domestic and international travel.
Technology
CRM; MS Office; SAP preferred
Knowledge
• Industrial furnaces and industrial applications
• Thorough understanding of sales and negotiating techniques
• Industrial commercial contract review and general understanding
#1AndritzWay Core Behaviors
• Customer Focus
• Ownership for Performance
• Shared Commitment
• Openness
Job Specific Competencies
• Goal Orientation
• Solving Complex Problems
• Persuasiveness
• Ability to read drawings, technical specifications.
• Project management
• Communication
Education and Experience
• Complex sale of industrial engineered products (involvement of multiple customer departments)
• Ability to develop and maintain customer relationships in product area
• Demonstrated experience in balancing the achievement of sales volume targets and maintenance of acceptable profit margins.
• Comfortable speaking in front of groups of people in business and industrial settings.
• Demonstrated ability to internally communicate, present and influence credibly and effectively at all levels of the organization
• Collaboration with traditional corporate structured divisions such as engineering, maintenance, purchasing, and quality departments, as well as other Andritz locations globally.
• Skilled business traveler
• Prior industrial furnace or relevant industrial combustion or process experience
• Prior metals Industry experience a plus
• BS in technical field preferred
• 10 years experience in outside industrial sales

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Requisition ID: 13626

Nearest Major Market: Pittsburgh