Drive and execute Instruments growth strategy for the US market by product line to meet America growth targets and KPI’s. Provide specialist technical knowledge to support sales delivery and maximise sales opportunities.
Key Responsibilities and Outcomes:
Sales Strategy and Delivery:
- Delivery of sales against agreed targets for given instrument accounts
- Use value added selling techniques to maximize sales opportunities and development of accounts
- Develops relationships with C-suite account executives for driving growth
- Develops instrument account growth plans aligned to growth strategy
- Managing Americas pricing and contributing to price planning as appropriate by Bifold UK
Sales Support and Project Leadership:
- Working collaboratively with Bifold, UK Application Engineering, Customer contacts, internal sales and other back office sales activities as required
- New product introduction, campaign and event management where required
- Work with ASMs and Sales Manager(s) to monitor and track major strategic projects in the country
- Ensure accurate and transparent sales forecasting of high-dollar, strategic projects utilizing CRM
- Participate in funnel reviews with end market teams to ensure alignment on project funnel
Account Management:
- Supporting customer base, which includes Manufacturers, OEMs, EPCs and End Users
- Provide specialist technical support to customers and / or link through to the UK Factory / Engineering function
- Developing and implementing effective growth strategies to Bifold accounts
- Creating marketing programs that create interest for customers to drive Bifold business
- Working closely with dormant accounts to reactivate excitement for Bifold products
- Identifying potential customer needs and interests and effectively communicating benefits and opportunities available to meet channel needs
- Provide support to reactivated and new accounts in developing potential purchasing agreements and business plans
- Performing data analysis of Bifold sales by end-market, product mix, market application and present to leadership team
- Conducts quarterly business reviews with leadership on Bifold sales year-to-date
- Manages Bifold product pricing, inventory requirements for Bifold accounts to maximize growth
- Attending and supporting trade shows where customers participate to promote Bifold products
Voice of the Customer:
- Feed business intelligence into commercial function (market, customer, product needs analysis and feedback to central functions)
- Customer ownership through team to drive excellent customer relationships
- Maintaining a reliable communication mechanism with sales, sales support, operations and product management departments to ensure efforts are in line with objectives
Experience Requirements:
- Strong technical background in instruments, including pumps, solenoids and intensifiers
- Degree or recognized qualification in Engineering or Business
- Good command of English and some proficiency in Spanish, (both spoken and written)
- Senior Sales and Business Development experience in manufacturing (industrial engineering ideal) and accompanying proven track record of success, likely to be gained from over 4 years in a similar role
- Knowledge and experience of sales techniques
The Successful Candidate:
- Outstanding collaborative working across a variety of business units, challenging and changing siloed thinking wherever it appears
- Working with Engineering teams to build product roadmap and new product delivery based on customer feedback
- Ready to travel nationally and internationally as required
Rotork is the market-leading global flow control and instrumentation company, helping our customers manage the flow of liquids, gases and powders across many industries worldwide.
Our purpose is Keeping the World Flowing for Future Generations.
For over sixty years, the world has relied on us to create the things that keep everything moving. From oil and gas to water and shipping, pharmaceuticals and food- these are the flows on which our modern world depends.
Today we're respected and admired for our people, performance and products. Our success flows from our commitment to engineering excellence, and that's what we will always pursue, safely and sustainably.
Rotork is going through an exciting period of change and growth, building on our existing market success. It's a great time to join us and make an impact in shaping the future of our business.
#li-hybrid
Skills Required
- Strong technical background in instruments, including pumps, solenoids, and intensifiers
- Degree or recognized qualification in Engineering or Business
- Good command of English, spoken and written
- Some proficiency in Spanish, spoken and written
- Senior sales and business development experience in manufacturing, ideally industrial engineering
- Proven sales success, likely gained through more than four years in a similar role
- Knowledge and experience of sales techniques
What We Do
Rotork is a FTSE-250 market-leading global provider of mission critical flow control and instrumentation solutions for oil and gas, water and wastewater, power, chemical process and industrial applications. Rotork has 3,700 employees, based in 39 countries and serving customers in over 170 countries, led from our head office in Bath, UK. No matter where in the world customers are located, Rotork products can be locally sourced and supported by life-of-plant maintenance, repair and upgrade services. Rotork – Keeping the World Flowing for Future Generations.
