Title: Sales Manager, Fire Systems
Reports to: Sales Leader UK
Position: Permanent - Remote based with Nationwide Travel
Imagine working at the forefront of innovation in fluid-flow technology, with over 1,400 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 part of our team, you'll be immersed in an environment that fosters growth, creativity, and collaboration. Here, you'll have the opportunity to push boundaries, tackle exciting challenges, and develop cutting-edge solutions that promote energy efficiency and reduce environmental impact. Every day offers the chance to make a meaningful contribution to a more sustainable future, driving innovations that help lower global carbon footprints. Together, we’re creating a legacy that goes beyond business—one that’s changing the world for the better.
This role will focus on driving revenue growth through direct and distribution channels, managing key accounts, and supporting specification-driven sales of pumps, circulation systems, and performance management solutions for fire safety applications. The role requires strong technical knowledge, a consultative sales approach, and the ability to engage with contractors, consulting engineers, distributors, and end-users.
Key Accountabilities
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 BASF, etc.
What We’re Looking For
To thrive in this role, you should bring:
Education and Experience
- University degree in Mechanical/Electrical Engineering and a marketeer who is customer centric.
- Substantial work experience in industry-related direct sales, particularly in solution and value-based sales, specifically within fire systems
Technical and Sales Skills:
- In-depth knowledge of HVAC/Fire solutions and systems, including HVAC/Fire product selection software.
- Experience in tracking sales information of customers, forecasts, and reports using related software applications such as CRM.
- 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:
- 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 while upholding Armstrong's commitment to sustainability. You’ll have endless opportunities to learn, grow, and make a significant impact on the world. Together, we'll build tomorrow’s solutions today.