Area Sales Manager, Petrochemical

Full-time - Mid Level

Houston, TX

5,001-10,000 employees

Computer and Electronic Product Manufacturing

About the position

The Area Sales Manager, Petrochemical conducts all required customer facing activities personally or in conjunction with Business Partners (Agents) to maximize sales results of following products and related engineering services for all IMI Critical portfolio. Target markets include large scale power generation, oil & gas, pulp and paper, water treatment, and minerals extraction. The role involves account management, opportunity management, forecast management, and reporting, with a strong emphasis on building relationships and closing sales.

Responsibilities

• Visit Customers regularly to strengthen relationship with existing contacts and expand to new ones.
• Educate key decision makers to turn them into business advocates supporting preference for IMI Critical Engineering.
• Understand and communicate customer's structure, needs, priorities, budgeting, buying process and behaviors.
• Develop new accounts (prospects).
• Conduct presentations and sales seminars.
• Ensure IMI Critical Engineering presence in Customers' vendor lists.
• Organize and conduct Customer events.
• Influence Customer technical specifications and evaluation criteria in favor of IMI Critical Engineering products and Services.
• Make regular calls at end user plants & corporate offices.
• Develop and implement strategic sales plan to close orders and meet and/or exceed annual sales goals.
• Provide input and direct factory sales engineers in preparation of proposals.
• Identify and track all significant outage/turnaround activity.
• Utilize IMI Critical Engineering software for routine sales activities.
• Conduct Severe Service Valve Training Seminars.
• Prepare and review region sales activities and marketing plans monthly.
• Develop and implement strategies for increasing IMI Critical Engineering customer base.
• Develop and maintain knowledge of the company's engineered product design.
• Review IMI Critical Engineering's installed base and identify fewer active accounts.
• Provide technical and marketing support to other ICE sales personnel.
• Track budget to keep expenses within guidelines.
• Travel required: 85% visit customer.

Requirements

• Proven Customers portfolio with End Users, EPC's and OEMs in energy and petrochemical markets.
• Knowledge of combined heat and power & combined cycle power plant processes.
• Understanding of processes of oil and gas production, transportation refinery and petrochemical plants.
• Experienced in handling complex and high value opportunities.
• Ability to make informative and persuasive presentations to technical customers.
• Computer literate (MS Word, Excel, PowerPoint, Outlook).
• High school diploma required (in university recognized school).
• 5 years of experience in a related field or similar role.

Nice-to-haves

• Bachelor's or master's degree in engineering related field.
• 10+ years of experience in the markets, preferably with the same product line.
• Knowledge of control valve sizing.
• Knowledge of principles and theories of mechanical engineering and fluid dynamics.
• Knowledge of industry specifications and norms.
• Experienced in power and oil and gas markets.
• Knowledge of CRM tools (Salesforce.com).
• Proficient level written and spoken English (intermediate level to speak).
• Ability to present at executive level.

Benefits

• Multiple health plans to choose from: HMO, PPO, and High Deductible Health Plans with a low-cost share.
• Best-in-class 401K plan with zero vesting and up to 6% contribution matching.
• 14-week maternity leave at full pay following one year of service.
• 4-week paternity leave at full pay following one year of service.
• Employee Resource Groups that offer community and support.
• PTO, encompassing inclusive holidays.
• Career Development opportunities (IMI's 'Catalyst' Program).
• Employer contribution for Health Savings Account.
• Mental Health and wellness programs to support you and your family.
• Full suite of voluntary benefits including critical illness insurance and pet insurance.
• Short & long-term disability as well as basic life insurance at 2x your basic salary at no cost to the employee.
• Free financial advisors, webinars, and classes through Charles Schwab.
• Annual Employee Stock Purchase Plan with option to purchase IMI shares at a reduced employee only price.