Job Description

HWI has a fantastic opportunity to lead our talented Sales Team.

Summary:

The Manager, Sales is a highly specialized and critical position accountable for contributing to HarbisonWalker International overall business performance by maximizing margin dollars and continuing to grow business across an assigned territory. The Manager, Sales assists in owning HarbisonWalker Internationals sales strategy by developing business plans, cost budgets and monitoring sales, margins, accounts receivable, sales orders and inventories while guiding, coaching and training sales representatives.

Responsibilities

• Finding and developing new opportunities to get the highest value out of it; assisting Field Sales Representatives in the evaluation of business opportunities and plans to secure orders; visiting customers and potential customers
• Directing and developing Field Sales Representatives. Hires, coaches, reviews, rewards, motivates, disciplines, and terminates Field Sales Representatives
• Evaluates effectiveness of Field Sales Representatives; makes necessary changes
• Educates Field Sales Representatives in terms of sales techniques and tactics
• Accurately forecasts annual, quarterly, and monthly projections and market information and communicate to senior management; developing specific plans to ensure revenue growth
• Supporting the HarbisonWalker Business System (HBS) by identifying and implementing opportunities for continuous process improvement

Requirements

• Requires B.A. or B.S. degree in Ceramics, Material Engineering, Engineering or Chemistry
• The Manager, Sales requires six plus (6+) years of refractory sales experience or selling in industrial environments to original equipment manufacturers and engineering firms and two (2) - four (4) years managing people.
• Experience in leading and implementing sales programs and policies in a geographically dispersed workforce
• Demonstrated ability to implement and knowledge of sales and account management best practices and processes
• Requires computer operation skills, including proficiency in Microsoft Office Suite with advanced Excel expertise
• Requires strong interpersonal and communications skills and the ability to work effectively in a team environment
• Requires strong analytical skills and the ability to assemble and quickly analyze data
• Requires strong industry-specific knowledge coupled with the ability to manage supplier relationships
• Exposure to and demonstrated ability to leverage continuous improvement methodology and metrics
• Requires strong strategic thinking and business problem solving skills
• Requires excellent organization skills with accurate and precise attention to detail
• Requires self-motivation with the ability to adapt quickly

Physical and Environmental Requirements

• Physical Activity: Requires more than 2/3 of time talking or hearing; 1/3 to 2/3 of time standing and walking; less than 1/3 of time sitting, using hands/fingers to handle and/or feel, reaching with hands and arms, climbing or balancing and stooping, kneeling, crouching or crawling.
• Lifting: Requires lifting up to 25 pounds less than 1/3 of time.
• Vision: Requires accurate close, distance, color, and peripheral vision, and depth perception.
• Environment: Requires more than 2/3 of time in an office setting with very limited exposure; less than 1/3 of time exposed to wet/humid or outdoor weather conditions and working near moving mechanical parts.
• Noise: Requires exposure to moderate noise conditions.