HVAC Regional Sales Manager (M/F/D) - Germany

Key Responsibilities

Sales Performance

• Surpass Booking and Shipment Targets: Consistently exceed assigned bookings and shipment targets within the designated territory.
• Manage Accounts: Directly oversee assigned accounts, ensuring proactive engagement and customer satisfaction.
• Prepare Proposals and Quotations: Create detailed proposals and quotations in line with the Armstrong sales process, using available tools.
• Expand Customer Base: Build and grow the direct customer base by nurturing relationships with key customers, distributors, and design engineers, while identifying new market opportunities.
• Brand Loyalty Enhancement: Orchestrate sales and marketing campaigns that not only boost sales figures but also enhance brand recognition and loyalty, refining margins and expanding your reach.
• Channel of Sale: Define and operate within the appropriate sales channel, whether as a wholesale seller, sales representative, direct sales, or a combination thereof, to optimize market reach and effectiveness.

Customer Relationship Management

• Build and Maintain Client Relationships: Develop and sustain strong relationships with clients. Focus on becoming the Basis of Design (BoD) by establishing a proactive relationship with consulting engineers by providing value early in the design process.
• Understand Customer Needs: Gain a deep understanding of customer needs and challenges to offer tailored solutions.
• Deliver Post-Sale Support: Provide exceptional post-sale support to resolve issues and ensure high levels of customer satisfaction.
• Record Keeping: Maintain comprehensive customer and competitor records and engage in sales planning sessions.
• Feedback Analysis: Analyze customer feedback to continuously improve our market share.
• Solution and Service Selling: Demonstrated value-selling expertise to effectively communicate the benefits of our products, services, and solutions to customers, thereby increasing margins and close rates.

Product Knowledge and Sales Strategy

• Sell Armstrong Products: Promote and sell Armstrong products and solutions, leveraging Armstrong’s sales strategy & process
• Territory Management: Responsible for calling on REP firms, consulting engineering firms, mechanical engineers, building owners on a weekly basis to grow your sales funnel and close projects. Develop a written territory plan with objectives, goals, sales strategies, tactics to ensure sales objectives are exceeded.
• Maintain Product Knowledge: Have a thorough understanding of product features, benefits, and competitive advantages.
• Develop Sales Strategies: Collaborate in creating sales strategies, marketing channels, and sales forecasts.
• Implement Best Practices: Apply commercial best practices in alignment with the Armstrong Sales Process to ensure consistent execution excellence.

Administrative Responsibilities

• Update CRM System: Maintain accurate records of sales activities and customer information in the CRM system real time.
• Reporting: Leverage Armstrong’s CRM tool daily to measure, track all sales activities and produce bi-weekly market activity reports as required.
• Monitor Market Conditions: Track competitive activities and market conditions to stay informed.

Team Collaboration and Development

• Promote Teamwork: Work closely with other departments, providing valuable feedback to enhance our operations and help ensure on time services to our customers.
• Support Special Projects: Support various projects assigned by management to ensure continued development of skills.
• Sales Associations: Join key trade associations and actively participate in the local chapters of associations like: AGFW, German Data Centre Association, Euro heat & Power

What We’re Looking For

To thrive in this role, you should bring

Education and Experience

• University degree in Mechanical/Electrical Engineering or other technical degrees and a marketeer who is customer centric.
• Significant experience in industry-related direct sales, particularly in solution and value-based sales.

Technical and Sales Skills

• In-depth knowledge of HVAC solutions and systems, including HVAC product selection software.
• Experience in tracking sales information of customers, forecasts, and reports using related software applications such as CRM.
• Significant experience overseeing team performance and managing direct reports in a dynamic environment.
• Strong understanding of complex B2B sales cycles and negotiation techniques.
• Passion to win in your local marketplace.
• Proven track record of exceeding sales targets and achieving revenue growth.
• Proficiency in Microsoft Office 365.
• Create and deliver compelling presentations to prospective customers to demonstrate the value of products and services.
• Use Armstrong's sales process and value tools to present sustainable solutions that deliver energy efficiency and long-term savings.

Soft skills and other requirements

• Able to communicate (verbal and written) in English and German.
• The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.
• Strong, team-oriented leadership skills with presence and a bias for action.
• Strong attention to detail and highly organized.
• Ability to communicate in an open and authentic manner in all situations.
• Willing to travel up to 60-70% of the time.

Why Armstrong Fluid Technology?

By joining us, you’ll become part of a global community dedicated to pushing the boundaries of fluid-flow technology. You’ll have endless opportunities to learn, grow, and make a significant impact on the world by reducing carbon emissions and energy costs. Together, we'll build tomorrow’s solutions today and enjoy a safer and greener world.