Product Sales Manager - Automation & Digitalization (Pulp & Paper)

ANDRITZ delivers innovative engineering technologies and solutions for industries shaping the future, including the pulp and paper industry. The Product Sales Manager will provide technical sales support for Automation and Digitalization products, developing opportunities, proposals, pricing models, customer relationships, and collaboration across regional and global sales teams.

Responsibilities:

• Utilizing the Pulp and Paper Service Account Managers (SAMs), provide technical guidance in sales cases, including qualifying sales cases, defining the optimal solution, calculating the customer's return on investment, interfacing with the customer to understand their business issue, participating in proposal development to ensure alignment with product vision, and helping drive opportunities to close
• Develop sales materials, including PowerPoint presentations, to help SAMs find and develop new customers and new opportunities
• Develop proposal templates, scopes with DORs, and pricing models that win in the North American market
• Develop a reference list that includes quantifiable benefits delivered by site and keep track of installed base
• Conduct customer visits focused on scope discovery, sales activities, problem resolution, and other customer-facing activities
• Collaborate with global and regional business development and sales groups on developing and securing opportunities
• Promote knowledge sharing between the product group and regions

Requirements:

• Graduate of a bachelor's or diploma program in Electrical Engineering (or similar)
• Minimum of 5 years' experience in industrial engineering and/or sales
• Strong understanding of the pulp and/or paper mill process and ability to provide various technical solutions
• Understanding of area of focus including benefits, scope, pricing, and competition
• Ability to communicate with ease with internal and external stakeholders and articulate the benefits of the ANDRITZ solution in various situations
• Understanding of key roles in the customer organization and the ability to identify key decision makers. Effective communication with stakeholders at all levels is important
• Experience providing customers with on-site evaluations and audits
• Resourceful, self-managed, and goal-driven while still able to work effectively in a team environment
• Strong interpersonal, verbal, and written communication skills in English
• Legally entitled to work in the USA
• Ability and willingness to travel to domestic sites (25-50%)
• Sales training and experience would be considered an asset