Technical Product Sales Manager - Automation & Digitalization

Our Automation & Digitalization division is currently seeking a Product Sales Manager for the Eastern Region USA. Reporting to the Director of Regional Engineering Services, this position is responsible for providing technical sales to regional Pulp and Paper customers in order to identify, communicate, and pursue sales opportunities of Andritz Pulp and Paper Automation and Digitalization division products.

Key Responsibilities

Responsibilities may include but are not necessarily limited to the following:

• Utilizing the Pulp and Paper Service Account Manager’s (SAM’s), provide technical guidance in sales cases, including qualifying sales cases, defining the optimal solution, calculating the customer’s return on investment, interfacing with the customer to understand their business issue, participate in proposal development to ensure alignment with product vision, help drive opportunities to close.
• Develop sales materials including PPT’s to help SAM’s find and develop new customers and new opportunities.
• Develop proposal templates, scopes with DOR’s and pricing models that win in the North American market.
• Develop a reference list that includes quantifiable benefits delivered by site and keep track of installed base.
• Conduct customer visits focused on scope discovery, sales activities, problem resolution, and other customer-facing activities 
• Collaborate with global and regional business development and sales groups on developing and securing opportunities.
• Promote knowledge sharing between the product group and regions 

#1ANDRITZway Core Behaviors

• Customer Focus
• Ownership for Performance 
• Shared Commitment
• Openness

#1ANDRITZway ALeaders Behaviors

• Lead by Example
• Lead the Business
• Care for People
• Guide the Team

Job Specific Competencies

• See Key responsibilities and qualifications

Qualifications (Required)

When selecting candidates, we will be looking for the following essential skills, abilities, and experience:

• Graduate of a bachelor's or diploma program in electrical engineering (or similar);
• Minimum of 5 years' experience in industrial engineering and/or sales;
• Strong understanding of the pulp and/or paper mill process and ability to provide various technical solutions.
• Understanding of area of focus including benefits, scope, pricing, and competitions
• Ability to communicate with ease with internal and external stakeholders and articulate the benefits of the ANDRITZ solution in various situations 
• Understanding of key roles in the customer organization and the ability to identify key decision makers. Effective communication with stakeholders at all levels is important 
• Experience in providing customers with on-site evaluations, audits.
• Resourceful, self-managed, and goal driven but still able to work effectively in a team;
• Strong interpersonal, verbal and written communication skills (English);
• Legally entitled to work in the USA;
• Ability and willingness to travel to domestic sites (25-50%).

Other Valued Experience, Knowledge, Skills & Abilities (Preferred)

• Sales training and experience would be considered an asset.