Product Sales Manager

Job Description

ANDRITZ PULP AND PAPER is a globally leading supplier of plants, equipment, and services for the pulp and paper industry. Automation and Digitalization is a strategic, fast growing business area within ANDRITZ. ANDRITZ Automation, Digital and Smart Solutions are designed to provide sustained performance improvement to our customers in the pulp and paper industry.

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.

Product Sales Manager role and responsibilities

• 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

Attributes of the successful candidate

• Process and industry understanding: Strong understanding of the pulp and/or paper mill process and ability to provide various technical solutions.
• Technical Knowledge: Understanding of area of focus including benefits, scope, pricing, and competitions
• Strong communication skills: Ability to communicate with ease with internal and external stakeholders and articulate the benefits of the ANDRITZ solution in various situations
• Knowledge of the customer base: 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/Education: Bsc Engineering or Technologist 5+ years of experience
• Customer interaction experience: Experience in providing customers with on-site evaluations, audits.
• Interpersonal skills: Well-developed interpersonal skills with the ability to communicate effectively on various levels, both verbally and in writing
• Independence and teamwork: Ability to work independently and within a group
• Travel: Moderate travel is required for this position
• Language skills: Proficiency in English

Salary Range: 100,000 to 150,000 based on a 37.5-hour work week