Now Hiring - Harper International - Manufacturing Sales Manager in Buffalo, NY

Full description of the position

*HARPER INTERNATIONAL
*

POSITION DESCRIPTION
The Position Description is the tool used by Harper International to communicate and
clarify the essential job functions, establish the basis for performance expectations, and
identify training needs for each position.

Part I - Reporting Structure
Job Title: Sales Manager Department: Sales & Marketing
Date of last revision: 2022 Status: Exempt**
Reports To: VP Sales & Marketing Completed By: VP Sales & Marketing

Part II – Position Objective
1. A Sales Manager is responsible for business growth and sales leadership in
positioning company solutions at customers within the assigned product, geographic,
and/or market segment.
2. This position establishes and manages the appropriate channel of sale and
relationships with the customers and end-users in the assigned segment.
3. The incumbent is responsible for maintaining established business within the segment
and for identifying new market segment opportunities.
4. Conduct initial screening and evaluation of the potential business case and pursues
course of action to secure the opportunity.
5. This role will service all customers within the assigned segment and focus on
building and maintaining customer relationships through direct sales activity.
6. Maintain highest level of knowledge possible of Company products, applications,
services and policies

Part III – Job Responsibilities
1. Sales growth consistent with the Company’s annual operational and strategic plans.
2. Become the knowledge source for key market influencers involved in the design,
development, and production/commercial-scale processing of materials related to the
assigned business segment.
3. Implement sales strategy to pursue and win business.
4. Continually refine & update technical knowledge base in order to understand
customer’s technical requirements and applicability to Harper business.
5. Develop and maintain a thorough understanding of core competencies and applicable
technologies in order to “sell capabilities”.
6. Develop and maintain a business/order bookings forecast for the assigned segment.
7. Acquire an aptitude for identifying decision makers & transcending gate keepers.
8. Assist with & oversee tender management in order to design a compelling solution
that meets the customer’s needs while minimizing the overall risk.
9. Maintain customer data and interactions in CRM system in order to facilitate data
driven business intelligence.
10. Work closely with Applications, Technology, Engineering, and Manufacturing to
guide the organization to achieve target sales objectives.
11. Perform hands-on global sales activities from the generation of leads to development
of sales proposals and contracts through to the closing of the sale.

12. Effectively utilize commission-based agents to generate leads and effectively close
business deals.
13. Develop & deliver technical sales presentations that align Harper capabilities with
customer needs.
14. Assess market competition and communicate relevant information as needed.
15. Determine the optimum mode of operation, in terms of territory, new business, and
product lines.
16. Position requires approximately 30% travel (both domestic & international)

IV – Knowledge, Skills, Education
1. 7-10 years’ experience in the thermal processing industry or with capital equipment
sales
2. Engineering degree (preferred disciplines: Chemical, Ceramic, or Materials
Engineering)
3. Industry knowledge and/or experience in Thermal/Material Processing for Advanced
Materials extremely desirable. Examples: Technical ceramics, Metal Powders,
Aerospace Coatings, Nuclear Materials, and/or Battery materials.
4. Engineering experience with complex, custom design & build processing systems
extremely desirable.
5. Experience with Strategic/Conceptual Selling concepts & methodology (example:
Miller Heiman) and long-cycle, complex sales environment is highly desirable.
6. Experience with negotiating and general understanding of Commercial Terms &
Conditions is preferred.
7. Experience with CRM Systems (Microsoft Dynamics) is a plus.
8. Candidate must be outgoing & possess a strong propensity for value selling
9. International business experience is desirable.

VI - Physical Demands
The physical demands described here are representative of those that must be met by an
employee to successfully perform the essential functions of this job. Reasonable
accommodations may be made to enable individuals with disabilities to perform the
essential functions.

While performing the duties of this job, the employee is regularly required to walk. The
employee is frequently required to sit, use hands, reach with hands and arms, talk and
hear. The employee is occasionally required to stand.

Harper International Corporation is an Equal Opportunity / Affirmative Action Employer.
Male/Female/Disabled/Veteran

Job Type: Full-time