Description:
Primary role:
- Develop strategic territory business plans, budgets, forecasts by product and market, establishing new customers and supporting existing key customers
- Provide the Sales/Marketing organization with insight into customer/market opportunities, data analysis, competitive intelligence and trends to drive and achieve Aftermarket Strategy
- Lead and execute the internal/external sales strategy, enabling our customers’ success, adapt and innovate. Strive for excellence in collaborative networking between all Howden Business Units. Empower our sales force by utilizing relationships and knowledge of the marketplace with Howden’s products and services. Maximize our Route to Market structure through diversification of our products, services and people.
Accountabilities:
- Collaborate with entire Aftermarket Team to develop, communicate and execute the integration and cross-functional competencies in driving developmental synergies
- Establish, implement and communicate SMART goals and objectives alongside management peers
- Increase visibility of our Install Base and generate opportunities by evaluating the market against our competitors
- Evaluate and steer management to business development opportunities seen in the marketplace
- Assist Sales in closing contracts by value proposition and key positioning with Global capabilities
- Responsible to provide accurate reports to monitor performance measurements and targets established for Sales
- Increase sales effectiveness by increasing their product knowledge through educational offerings, marketing materials, communications and technology so that the focus is on value selling solutions, not products
- Evaluate customer needs by recognizing and introducing bundling opportunities that achieve both customer solutions and profitable growth for the organization
- Recognize that selection, development, and retention of key sales is one of the primary objectives of this role in coordination with Key Account Management
- Promote and sustain a continuous improvement culture
- Continually gather critical site information about Howden’s install base to prospect for additional opportunities and improve global visibility of our Aftermarket business utilizing Infor Customer Relationship Management tool
Your Education Should Be…
- Bachelor’s Degree in a technical or business-related area or experience commensurate with a degree
Your Physical Work Environment Will Require…
Travel approximately 25% throughout Howden Americas locations (North America and Canada)