Aftermarket Segment Manager of Sales, Industrial Gases

Company Overview

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, heat exchangers, process systems, services, and solutions for the LNG and industrial gases industry.  We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with over $1.5B in annual revenue, 8000 employees worldwide, and publicly traded on the Tokyo Stock Exchange.

Nikkiso Cryogenic Services (NCS) is an industry leader in the provision of services to the industrial gas and air separation industries, enhanced oil recovery operations, marine, clean energy, and alternative fuels markets. Boasting a vast portfolio of innovative solutions, cutting-edge technology, and expert services, the company stands tall as a go-to service provider for a wide range of clients. The company has carved a niche for itself in the market with its consistent delivery of top-tier services that are tailored to meet the specific needs of each industry. Our products have been instrumental in enabling customers to realize safer, greener, and more sustainable operations. From liquefied natural gas (LNG) systems to industrial gas equipment, every product is designed and manufactured with the utmost consideration for safety and environmental sustainability.

Nikkiso Cryogenic Services is not just a leading service provider to a range of industries, but also a champion of safer, greener operations. Its products and services are designed to meet the dual objectives of operational efficiency and sustainability, helping clients achieve their goals while minimizing environmental impact.

Job Overview

Summary/Objective

The U.S. Aftermarket Segment Sales Manager for Industrial Gases  will work with the Director of Aftermarket Sales, Americas Region, to monetize the installed base by driving the expansion of Aftermarket and maintenance services in the Industrial Gases arenas. The position requires developing and executing sales plans that meet and exceed quota. The Segment Manager will lead a team of Sales professionals in the U.S. to build and maintain customer relationships while identifying unmet customer needs that drive sales opportunities and repeat business.

Applicants should exhibit a good understanding of sales and account management principles, excellent interpersonal and negotiation skills, and an entrepreneurial spirit  to drive annuity sales growth. Successful candidates will have a proven track record in similar roles either in Aftermarket or capital equipment sales.

In summary, this challenging yet rewarding role offers a unique opportunity to elevate your sales career, work with a diverse team of professionals, and drive growth in an exciting and fast-paced industry.

Responsibilities

Essential Functions/Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Sales Management: Manage all sales activities within the U.S. Industrial Gases segment to maintain a robust pipeline of business prospects that meet or exceed sales targets.
• People Leadership: Lead a sales team that will be individually motivated to maintain a robust pipeline of business prospects that meet or exceed their sales targets
• Customer Relationship Management: Build and maintain strong, long-lasting customer relationships, personally and through the Industrial Gases sales team. This includes understanding customer needs that maximize the value from these relationships.
• Product Knowledge: Acquire in-depth knowledge of the company's products or services to effectively demonstrate their value to potential clients, answer inquiries, and address possible concerns.
• Sales Plan Development: Develop and implement sales plans tailored to the regional market segment to drive sales growth.
• Sales Reporting: Track, record, and compile reports, utilizing Salesforce CRM, on pipeline, funnel and bookings. Ensure the market segment team does the same.
• Team Collaboration: Collaborate with the entire Aftermarket sales team and other departments such as marketing and customer service to achieve sales objectives and enhance the client experience.
• Customer Service: Ensure the highest levels of service standards and maintaining customer satisfaction. Dealing with any issues that arise in a professional and timely manner.
• Sales Training: Attend sales training and seminars to develop additional competence in selling skills, account management, product knowledge and industry trends.
• Presentation Skills: Make presentations to customers, developing product solutions tailored to their business needs. Also make internal presentations to management.
• Contract Negotiations: Lead negotiations with clients, including finalizing contracts and agreements, and assist the Industrial Gases segment team with the same.
• Brand Ambassador: Act as a brand ambassador - representing and promoting the company's values and products at all times, including at industry events and trade shows.
• Other duties as assigned.

Competencies (Skills, Abilities, and Knowledge)

• Sales Expertise: In-depth knowledge of sales principles, territory management and account management. Knowledge of sales tools, CRM systems, and other software applications.
• People Leadership: Able to effectively lead, manage, and motivate a sales team. Able to hire, coach, mentor, provide training and feedback to their team.
• Customer relationship management: Able to discover and understand unmet client needs to create compelling aftermarket solutions.
• Customer Focus: A strong commitment to understanding customer needs, providing excellent service, and building long-term customer relationships. Ability to anticipate customer requirements and ensure customer satisfaction.
• Relationship Building: Capable of fostering strong relationships with customers, internal teams, and other stakeholders to collaborate effectively on proposals and drive business growth.
• Strong Communication Skills: Able to effectively communicate ideas, proposals, and solutions both verbally and in writing to customers and internal stakeholders.
• Project Management: Able to effectively manage all stages of the sales process, ensuring deadlines and customer requirements are met, and quality standards are maintained.  
• Technical Proficiency: Able to come up to speed quickly on Nikkiso products, aftermarket and services solutions offerings, as well as customer applications and processes.
• Problem-Solving: Skilled in identifying and addressing unmet client needs, as well as potential challenges or objections in the sales process to improve the likelihood of success.
• Results-Driven: Demonstrated track record of achieving sales targets, winning new business, and driving revenue with ability to work under pressure and meet tight deadlines
• Time Management: Excellent organizational skills and ability to prioritize tasks effectively. Capable of managing multiple projects simultaneously and meeting deadlines.
• Travel: Ability to travel most of the time.

Qualifications

Education Requirements

• Minimum of a bachelor’s degree in engineering or science, or a related field from an accredited institution. An MBA is a plus.
• Professional English language proficiency. Spanish language proficiency is a plus.

Experience

• 7 years of experience in sales or business development relevant to the LNG market and cryogenic equipment.
• Proven track record of successfully growing sales.

Physical Demands

• To perform the duties of this job, the employee may be required to stand, walk, sit, reach with hands and arms, climb or balance, stoop or kneel, talk, and hear, and use fingers and hands to type and write, and feel objects, tools, or controls; lift files and open desk drawers and filing cabinets.
• Work beyond regular hours may be necessary as the workload dictates. This could include weekdays, weekends, nights and/or holidays.
• Ability to lift to 42 lbs. may be required.

• Use standard office equipment such as computers, smart phones, printers, photocopiers, etc.

Work Environment

• Generally, work from home.
• At times, job may be performed in a company office environment and may require travel to a client's office, production facility, or industrial/construction job site.

• Conditions will vary at each location.

Safety

• Complete safety training requirements.
• Participate in other training as directed by the company or manager.
• Wear Nikkiso approved PPE as needed and ensure their team does the same.

 Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

EEOC Statement

Equal Opportunity Employer/Veterans/Disabled

Nikkiso CE&IG is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.