JOB SUMMARY
Under general direction, the Technical Sales Manager is responsible for managing the technical sales aspects including segment, product line & technology packages, and all relevant technical supporting activities throughout the entire sales process. Successful activities include: collaborating within the sales organization on new customer opportunities, building strong customer relationships, technology training, collecting & analyzing customer/market insights to identify winning technology solutions, and supporting strategic sales growth initiatives. This is a key role within our organization advising and guiding the technical aspects of the sales process while working within a close collaboration with Global Technical Sales Managers (TSMs) to ensure alignment and leverage global insights and strategies.
ESSENTIAL DUTIES AND RESPONSIBILITIES
• Build credible & strong relationships by focusing on:
- Advocating, coaching, and training for the segment, product line, and/or specific technology.
- Supporting sales growth opportunities, and proposal development, in a team selling approach with sales managers and sales support operations.
- Actively supporting sales activities: customer technology needs assessment, alignment with engineering standards, technology decision, product sizing, and strategic account planning.
- Face to face interactions with customers and identified markets we serve.
- Developing multiple relationships & communication pathways within a customer
- organization focused on Engineering and Plant Operations.
- Support conference strategies including technical presentations and booth support.
- Maintaining up-to-date understanding of industry trends and technical developments.
- Identifying opportunities & advise on available technology or service solutions.
- Clearly articulate Crown’s technology offerings and advantages.
- Obtaining and coordinating data and recommendations to Sales and Sales
• Segment and Product Line development:
- Collaborate with Global Segment Commercial Leads, Engineering, & other Technical Sales Product Managers to develop cohesive standard global product offerings.
- Develop & Manage standard product line sales tool-kits including sizing programs, sales flow diagrams, mass balances, and a library of sales presentations.
- Assist marketing collateral development on product lines and new innovations.
- Support technology discussions to close the deal in an efficient and professional manner.
- Deliver against sales goals by supporting Sales, Sales Support, & Aftermarket team members.
- Cross functional & global collaboration. Key technical tag for Aftermarket commercial support connecting inquiries into Sales & Engineering as needed.
- Deep understanding of technology/service value and total cost of ownership, TCO.
- Support new innovation launches with technical support & training.
- Contribute to all customer field reports after each customer visits.
• Develop testing protocols for customer piloting work as required.
• Perform other related duties as required and assigned.
QUALIFICATIONS AND SKILLS
• Bachelor’s degree in chemical, or mechanical engineering.
• Master’s degree preferred.
• 5+ years Engineering or Operations experience within the Oilseeds complex, preferably in an Oilseeds Crushing or Vegetable Oil Refining, Palm Processing, Biodiesel, and/or Oleochemical business.
• Demonstrated sales support experience.
• Strong Competitive desire to succeed & win.
• High integrity and ethics.
• Entrepreneurial spirit.
• Excellent written and verbal communication skills.
• Effective at problem solving and conflict resolution.
• Outcome focused with the ability to manage competing priorities and work well under pressure.
• Strong attention to detail.
• Technology advocate into customer focus.
• Establish and maintain effective working relationships with co-workers, customers, and vendors.
• Responsive to requests and inquiries from internal and external customers.
• Well-developed presentation skills.
• Knowledge of computers and applications, such as Microsoft Word, Excel, TEAMS and PowerPoint, SharePoint.
• Must be able to communicate in English fluently. Ability to communicate in a second language – European or Asian languages preferred but not required.
• Customer relationship management (CRM) experience a plus.
• Process Modeling experience – ChemCad, Aspen modeling a plus.
• Ability to travel internationally and domestically up to 25% of the time.
