Technical Sales Representative

Job summary

The Technical Sales Representative is responsible for managing key accounts and developing a robust solution-selling pipeline to achieve annual sales targets. They will engage with various sales channels and stakeholders to promote Armstrong Design Envelope technology and drive market penetration.

Job details

Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative minds, driven by a shared mission to engineer the future and safeguard our planet. As a member of our team, you'll dive into an environment that encourages learning and boundary-pushing every day. You'll be part of an agile and dynamic workplace where today's solutions are built for tomorrow's challenges. The Technical Sales Representative plays a pivotal role by working with assigned key accounts, target segments, and assigned customers-of-scale to produce a robust solution-selling pipeline for our Technical Sales Representatives, Agents, and Channel Partners. You will have the opportunity to educate and engage with stakeholders on the Armstrong Value Proposition and Design Envelope Technology solutions for Energy Upgrade opportunities. This position is based out of global head-office in Scarborough, Ontario. In addition to annual initiatives, the key accountabilities of this position are: Sales Execution Own overall sales execution, coordinating all facets of the sale of Company products and services to achieve defined annual targets for bookings, shipments, and margin Consistently achieve or exceed the annual individual sales plan through disciplined territory and opportunity management Provide comprehensive market coverage to ensure segment growth, customer support, and delivery of the Armstrong Design Envelope value proposition Prospect for and develop new-name customers on a monthly basis to build pipeline and accelerate customer acquisition Engage and manage multiple sales channels, including controls contractors, retrofit contractors, end customers, facility managers, and energy optimization companies, to drive specification, project development, and closed sales Develop and support channel partners and targeted accounts through technical guidance, joint sales calls, training, workshops, seminars, and bid support Propose and sell optimization and digital solutions, including Core, Advisor, Optimiser, and other optimization packages aligned to customer needs Ensure Armstrong Design Envelope solutions and benefits are incorporated into bid documents to improve system efficiency and reduce total lifecycle costs for clients Drive market penetration and project winning through effective utilization of the Armstrong Sales process, tools, and best practices Collaborate with Regional Sales Managers and representatives, supporting negotiations and contributing to deal strategy to successfully close opportunities Maintain accurate and timely CRM reporting, entering activities, opportunities, and metrics into the Customer Resource Management system on a daily basis Marketing & Training Work with Regional Sales Enablement and to ensure that our Direct Sales team is practicing the Armstrong Sales Process including the use of tools such as the Design Envelope Value Articulation (DEVA), Key Account Management (KAM) and Project Opportunity Management Assessment (POMA) is fully leveraged for success Participate in customer learning activities to elevate Armstrong’s position in the market including webinars, targeted sessions, and industry-led events What We’re Looking For To thrive in this role, you should bring: Fluency in English is a must, French is a plus. Bachelor’s Degree or College technical degree in Engineering; Minimum of 5 years’ experience as a Business Development Manager, Sales, or Account Executive in a related field Proven track record and established business practices related to the HVAC industry Experience working in cross-functional teams, including engineering, manufacturing, and distribution operations in an industrial environment Demonstrated knowledge of continuous improvement principles, general practices, policies, and procedures Creative problem-solving skills, conflict management within different organizations (centralized and matrix organizational structures) Ability to break down complex problems in a simplified way, conduct root cause analysis and provide clear, well thought-out recommendations. Strong, team-oriented leadership skills with presence and a bias for action Self-directed with the ability to work autonomously and collaboratively while focusing on results Ability to communicate in an open and authentic manner in all situations 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. Together, we'll build tomorrow’s solutions today.

What you’ll do

The Technical Sales Representative is responsible for managing key accounts and developing a robust solution-selling pipeline to achieve annual sales targets. They will engage with various sales channels and stakeholders to promote Armstrong Design Envelope technology and drive market penetration.

Requirements

Candidates must possess a Bachelor’s or College technical degree in Engineering and at least 5 years of experience in business development or sales within the HVAC industry. Strong communication skills, a proven track record in sales, and the ability to work autonomously in a cross-functional environment are required.

Listed skills

• Continuous Improvement · Preferred
• Pipeline Development · Preferred
• Account Management · Preferred
• Root Cause Analysis · Preferred
• Project management · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Technical Sales
• Business Development
• HVAC Industry Knowledge
• Account Management
• Solution Selling
• Pipeline Development
• Customer Acquisition
• Channel Partner Management
• CRM Reporting
• Strategic Negotiation
• Root Cause Analysis
• Project Management
• Technical Guidance
• Market Penetration
• Conflict Management
• Continuous Improvement
• Energy Efficiency Improvement
• Key Account Management
• Sales Prospecting
• Self-Discipline
• Technology Solutions
• HVAC
• Customer Support
• Customer Relationship Management
• Management
• Customer Acquisition Management
• Communication
• Continuous Improvement Process
• Creative Problem Solving
• Direct Selling
• English Language
• Sales
• Fluid Dynamics
• French Language
• Leadership
• Marketing
• Innovation
• Negotiation
• Operations
• Phone Sales
• Regional Sales
• Build Pipeline
• Resource Management Systems
• Retrofitting
• Sales Process
• Value Propositions
• Team Oriented
• Coordinating

Job areas

• Sales
• Engineering
• Energy
• Manufacturing
• Management & Leadership
• Technical Sales Representative
• Information and Communications Technology Sales Professionals
• Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

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