Director, Aftermarket Sales, Americas

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

We are seeking a dynamic and results-oriented Regional Sales Manager to lead our aftermarket sales team and drive growth in the Americas region. The ideal candidate will have a proven history of exceeding sales targets and a strong ability to develop and implement effective sales strategies. The Regional Sales Manager will be responsible for managing a team of sales professionals, cultivating relationships with key clients, and identifying new business opportunities. The primary objective of this role is to achieve bookings goals, increase market share, and enhance our company’s presence in the region. The successful candidate will possess excellent leadership, communication, and negotiation skills, along with a deep understanding of the sales process and market trends.

Responsibilities

Essential Functions/Responsibilities

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

• Manage and lead the regional sales team, providing coaching, training, and support to optimize performance.
• Develop and execute sales strategies and plans to achieve regional sales targets.
• Implement tools, KPI’s to continuously monitor and manage equipment installed base
• Implement tools, KPI to measure growth and profitability across aftermarket product lines
• Identify new business opportunities and develop relationships with potential clients.
• Monitor and analyze market trends, competitor activities, and customer needs to ensure competitiveness and drive sales growth.
• Set sales targets and quotas, track progress, and provide regular Forecasts and reports to upper management.
• Collaborate with other departments, such as marketing and operations, to ensure alignment and effective execution of sales initiatives.
• Monitor customer satisfaction and maintain strong relationships with key accounts to maximize retention and loyalty.
• Stay up to date with industry developments and best practices in sales management to drive continuous improvement.
• Manage the implementation and ensure the utilization of sales tools, CRM and participate in the development of new tools
• Ensure compliance with company policies, procedures, and ethical standards.
• Foster a positive and results-oriented work culture that encourages teamwork, engagement, and achievement of goals, along with establishing an environment where delivering world class customer service is understood to be a core value.
• Other duties as assigned.

Qualifications

Competencies (Skills, Abilities, and Knowledge)

The successful candidate will possess a unique blend of educational qualifications, sales skills, leadership experience, and personal attributes that ensure the individual is well-equipped to understand the complexities of business development across different cultures and regions.

• Sales Skills: Proficient in sales techniques, negotiation, and strategies. Ability to effectively close deals.
• Leadership: Strong leadership abilities to motivate and guide sales teams. Ability to set goals, delegate tasks, and evaluate performance.
• Communication: Communicate effectively through exceptional written, verbal, and listening skills in order to interact with clients, team members, and senior management. Ability to deliver persuasive presentations and articulate sales strategies.
• Relationship Building: Proven ability to build and maintain strong relationships with clients, stakeholders, and business partners. Capable of networking to expand business opportunities.
• Analytical Skills: Strong analytical abilities to assess market trends, competitor activities, and sales data to drive informed decision-making. Proficiency in using sales analytics tools and CRM systems.
• Strategic Mindset: Ability to develop and execute tailored sales strategies and plans to achieve organizational goals. Capable of analyzing market opportunities, identifying target segments, and formulating effective plans.
• Problem-Solving: Exceptional problem-solving abilities to address customer concerns, market challenges, and team dynamics. Capability to think critically and propose creative solutions.
• Product Knowledge: In-depth knowledge of the company’s products/services and ability to effectively communicate their features, benefits, and value propositions to customers.
• Industry Knowledge: Broad knowledge of the industry, market trends, and competitor landscape. Ability to stay updated on industry news and changes that may impact sales strategies.
• Team Management: Build an effective, high-performing sales team through proficiency in recruiting, training, and managing talent. Ability to foster a collaborative and supportive team culture.
• Accountability: Responsible for own actions, behaviors, performance, and decisions. Results-driven mindset. Set ambitious sales goals and targets and drive team to achieve them. Proactive and self-motivated in pursuing individual and team goals.
• Adaptability: Ability to thrive in a fast-paced and dynamic sales environment. Openness to change, flexibility in adjusting sales strategies, and willingness to learn new techniques.
• Financial Acumen: Strong understanding of financial metrics, sales forecasting, budgeting, and profitability analysis. Ability to interpret financial reports and make data-driven decisions.
• 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.
• Time Management: Excellent organizational skills and ability to prioritize tasks effectively. Capable of managing multiple projects simultaneously and meeting deadlines.