Company Information
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Company Name: Harper International
Website: https://www.harperintl.com/about-us/careers-apply/

Job Information
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Job Title: Sales Manager
Job Type: Permanent
Start Date: ASAP
Address:
Buffalo, New York

Job Description:
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: 2020 	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)



Requirements:
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 CRM Systems (Microsoft Dynamics) is a plus.
6.	Candidate must be outgoing & possess a strong propensity for value selling
7.	International travel and/or study abroad experience ideal

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.

To apply on-line for this position:
https://www.harperintl.com/about-us/careers-apply/ [1]

Harper International Corporation is an Equal Opportunity / Affirmative Action
Employer. M/F/D/V


[1] https://www.harperintl.com/about-us/careers-apply/



Resume Information
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Applicants should submit the following:: Resume, Cover Letter, Application Form
Majors Desired:: Engineering

Application Information
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