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Inside Sales Manager
ON - Mississauga
Opportunity Overview
Big growth in a down economy; plenty of low-hanging fruit to drive process improvements and really make a name for yourself; and loads of upward mobility including international opportunities . . . does it get any better than this?
As Inside Sales Manager, you will provide technical support leadership to customers in the nuclear vertical as you develop customized engineering solutions that meet their technical and economic goals. Acting as the "voice of the customer", you will build and facilitate consultative relationships between our customers and cross-functional internal groups including Outside Sales, Engineering, Quality and Purchasing to assure processes and schedules meet customer needs.
This is a hands-on leadership role managing an Inside Sales team of four engineers as you mentor and focus the team on a shared vision, driving sales excellence as you ensure that we meet or exceed our $30M sales targets for the North American region. Obviously, you'll need the nuclear horsepower to position yourself as a subject-matter expert, but you'll also call upon your interpersonal savvy to instill compelling confidence in our ability to provide reliable and timely solutions that will increase customer productivity and earnings.
CCI has earned the reputation as the "Severe Service Solution Provider" with a 40-year legacy of solving customers' unique valve application problems with our patented DRAG® technology and focus on engineering leadership & innovation. While other businesses are slowing down in this recessionary economy, we are poised to triple in size over the next 5 years -- via both organic and acquisitive growth -- and are uniquely positioned to capitalize on the emerging nuclear energy renaissance as we continue our upward trajectory.
What You'll Bring to the Table
- BS in Mechanical/Nuclear Engineering or related field.
- At least 5 years experience supporting a manufacturer's commercial sales activities in technical proposal development; nuclear power generation industry experience is a plus.
- Lean/Six Sigma certification and/or process improvement background is highly desirable.
- Leadership track record and solid supervisory experience to train, mentor and develop other sales engineers regarding technical support issues.
- Knowledge of the basics of control valves and applications.
- Ability to read manufacturing drawings, P&IDs and understand nuclear power plant systems & processes.
- Familiarity with Nuclear Quality programs and CFR 21 Reporting requirements.
- Excellent interpersonal and communication skills; must have the ability to provide group presentations in a seminar environment and coordinate highly technical discussions with product development and project engineering teams.
- Strong customer service experience, including good coaching and troubleshooting skills.
- Outstanding team building, organizational, and time management skills.
- Computer proficiency in a Microsoft Office environment including Word, Excel & PowerPoint.
- Ability & willingness to travel (about 25%) mostly within Canada & North America.
- Bilingual in English and French is a plus.
What's in It for You
- Discernible impact within rising star nuclear industry -- you'll be representing products that enable your customers to achieve power uprate, thermal performance gains and plant life extension in today's changing power market -- a market where extensive valve maintenance or loss of thermal efficiency can mean the difference between profit and loss. As you provide the sales leadership to help us penetrate the nuclear category and cross-sell into other products and regions, you'll drive new revenue streams and shape our reputation for years to come.
- Untapped potential -- you will inherit a young, multicultural team and serve as the guiding force behind their ongoing development to usher in a new era of sales excellence. There's also plenty of room for improvements in refining our process capabilities and you'll have ample opportunities to showcase your Lean/Six Sigma expertise as you introduce your ideas for innovation and push us to the next level.
- Skills/career development -- with over 40 different nuclear products, you'll get to flex your mental agility as you gain exposure to a variety of learning opportunities. High-impact players have the opportunity to join our esteemed "Valve Doctor Program" to add value to the company and evolve along multiple career paths. International career opportunities abound, particularly if you are geographically mobile.
- Great company culture -- we've taken a proactive approach to developing an atmosphere that helps our people create success. You'll join a fun, innovative, group that works hard and loves what they do. We also offer optimal work-life balance and assuming you're getting the job done, we'll offer a degree of flexibility in your schedule.
- Excellent compensation -- in addition to a competitive salary and bonus potential, we offer a comprehensive benefits package that includes medical, dental and life insurance plans; holidays; flexible spending; tuition assistance; and more.
More About Your Role
You will report directly to the Global Nuclear Inside Sales Manager and oversee four Inside Sales Engineers; two of them are at our Ontario site where you will be based while the other two are at our RSM headquarters. While we expect you to "hit the ground running", you'll receive some training in multiple locations and then quickly develop an understanding of our products and environment to begin making a real impact.
During the first nine months, you'll focus on the achieving the following goals:
- Ensure that we have the right people in the right roles; you'll evaluate the team's performance and either develop existing personnel or bring in new talent to make sure we're meeting our collective sales targets.
- Leverage your Lean/Six Sigma expertise to drive process improvements.
Your principal responsibilities are to:
- Provide leadership to Inside Sales Engineers for preparation of proposals that reflect a coordinated strategy; this includes accounting for customer buying criteria, cost benefit analysis & value propositions, market dynamics, competitive intelligence, and commercial terms & conditions.
- Respond to RFQs with timely preparation and delivery of proposals within defined lead times.
- Analyze customers' problems and recommend corrective action; this includes responsibility for accurate sizing and design selection.
- Coordinate with Outside Sales and meet customers to understand their challenges and convince prospective customer of desirability and practicability of valve & actuation products, strainers and fuel racks.
- Review blueprints, plans, schematics, P&IDs and other customer technical and commercial specifications to develop and prepare cost estimates or projected increases in production from client's use of proposed equipment or services.
- Clearly communicate solutions to customers; this includes timing of the solution, overall financial impact, funding situation, key buying factors, evaluation criteria, and competitive landscape for each opportunity.
- Develop & implement sales strategies as you play a key role in understanding competitive offerings, customer decision makers, and customer key buying factors.
- Conduct commercial contract negotiations as necessary.
- Refine internal quoting processes to optimize quoting response times and resource allocation.
- Create and manage long-term forecasts for future bookings and sales goals, including utilization of tracking and performance measurement systems to ensure deliverables are achieved.
- Manage internal cross-functional review meetings to ensure customers receive proper solutions; confer with operations to assure processes, techniques, and time schedules will meet customer needs.
- Attend and support site initiatives and site management meetings to ensure inclusiveness and collaboration.
- Project 12 month travel expenses (air, hotel, car, meals, etc.) and keep actual expenses within provided guidelines.
Keys to Success
To excel in this role you will take a proactive approach to building relationships, both with your customers, management and internal contacts as you demonstrate integrity and authenticity in all your dealings. Ours is a true team environment and you will promote an inclusive, cross-functional, and collaborative platform to develop innovative solutions and drive continuous improvements. In addition, you will draw upon the following personality attributes to succeed:
- Demonstrate self-initiative in identifying and taking advantage of opportunities, and innovation and resourcefulness in meeting challenges as you meet or exceed our collective sales targets (your immediate Supervisor is based in Switzerland, so self-motivation is key).
- Maintain a relentless sense of urgency with a can-do attitude and the ability to demonstrate results -- you'll be committed to doing whatever it takes to get the job done.
- Leverage excellent communication skills verbally, in writing, and in presentations.
- Demonstrate good judgment and original thinking in order to address the demands of the business.
- Strive to continuously build your technical knowledge and skills as you keep a "pulse" on market dynamics, industry trends and the competitive landscape.
- Practice excellent follow-up habits, clearly establish expectations, and manage progress effectively.
- Remain flexible and able to make rapid adjustments in response to industry changes.
If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!
Who We Are
Headquartered in Rancho Santa Margarita, CCI is the world's leading expert in providing engineered valve, actuation, and control solutions that enhance performance and reliability in critical plant applications. Power generation, oil and gas production, petrochemical, and pulp and paper facilities worldwide rely on CCI's high integrity control systems for the safety of their operations.
With more than forty years of providing critical service applications to clients, CCI has nearly 2200 employees worldwide and revenue exceeding $650 million. This global organization has manufacturing facilities in the United States, Mexico, China, Switzerland, Sweden, Austria, the Czech Republic, South Korea, and Japan; sales and services offices in over fifteen countries and representatives in over sixty other countries. The company has grown aggressively over the past fifteen years as a result of both organic and acquisition growth (SULZER, BTG, STI, FluidKinetics, ABJ, Truflo Rona, Orton) and plans to continue this pattern over the next decade. For more information, please visit www.ccivalve.com.
Opportunity Overview
Big growth in a down economy; plenty of low-hanging fruit to drive process improvements and really make a name for yourself; and loads of upward mobility including international opportunities . . . does it get any better than this?
As Inside Sales Manager, you will provide technical support leadership to customers in the nuclear vertical as you develop customized engineering solutions that meet their technical and economic goals. Acting as the "voice of the customer", you will build and facilitate consultative relationships between our customers and cross-functional internal groups including Outside Sales, Engineering, Quality and Purchasing to assure processes and schedules meet customer needs.
This is a hands-on leadership role managing an Inside Sales team of four engineers as you mentor and focus the team on a shared vision, driving sales excellence as you ensure that we meet or exceed our $30M sales targets for the North American region. Obviously, you'll need the nuclear horsepower to position yourself as a subject-matter expert, but you'll also call upon your interpersonal savvy to instill compelling confidence in our ability to provide reliable and timely solutions that will increase customer productivity and earnings.
CCI has earned the reputation as the "Severe Service Solution Provider" with a 40-year legacy of solving customers' unique valve application problems with our patented DRAG® technology and focus on engineering leadership & innovation. While other businesses are slowing down in this recessionary economy, we are poised to triple in size over the next 5 years -- via both organic and acquisitive growth -- and are uniquely positioned to capitalize on the emerging nuclear energy renaissance as we continue our upward trajectory.
What You'll Bring to the Table
- BS in Mechanical/Nuclear Engineering or related field.
- At least 5 years experience supporting a manufacturer's commercial sales activities in technical proposal development; nuclear power generation industry experience is a plus.
- Lean/Six Sigma certification and/or process improvement background is highly desirable.
- Leadership track record and solid supervisory experience to train, mentor and develop other sales engineers regarding technical support issues.
- Knowledge of the basics of control valves and applications.
- Ability to read manufacturing drawings, P&IDs and understand nuclear power plant systems & processes.
- Familiarity with Nuclear Quality programs and CFR 21 Reporting requirements.
- Excellent interpersonal and communication skills; must have the ability to provide group presentations in a seminar environment and coordinate highly technical discussions with product development and project engineering teams.
- Strong customer service experience, including good coaching and troubleshooting skills.
- Outstanding team building, organizational, and time management skills.
- Computer proficiency in a Microsoft Office environment including Word, Excel & PowerPoint.
- Ability & willingness to travel (about 25%) mostly within Canada & North America.
- Bilingual in English and French is a plus.
What's in It for You
- Discernible impact within rising star nuclear industry -- you'll be representing products that enable your customers to achieve power uprate, thermal performance gains and plant life extension in today's changing power market -- a market where extensive valve maintenance or loss of thermal efficiency can mean the difference between profit and loss. As you provide the sales leadership to help us penetrate the nuclear category and cross-sell into other products and regions, you'll drive new revenue streams and shape our reputation for years to come.
- Untapped potential -- you will inherit a young, multicultural team and serve as the guiding force behind their ongoing development to usher in a new era of sales excellence. There's also plenty of room for improvements in refining our process capabilities and you'll have ample opportunities to showcase your Lean/Six Sigma expertise as you introduce your ideas for innovation and push us to the next level.
- Skills/career development -- with over 40 different nuclear products, you'll get to flex your mental agility as you gain exposure to a variety of learning opportunities. High-impact players have the opportunity to join our esteemed "Valve Doctor Program" to add value to the company and evolve along multiple career paths. International career opportunities abound, particularly if you are geographically mobile.
- Great company culture -- we've taken a proactive approach to developing an atmosphere that helps our people create success. You'll join a fun, innovative, group that works hard and loves what they do. We also offer optimal work-life balance and assuming you're getting the job done, we'll offer a degree of flexibility in your schedule.
- Excellent compensation -- in addition to a competitive salary and bonus potential, we offer a comprehensive benefits package that includes medical, dental and life insurance plans; holidays; flexible spending; tuition assistance; and more.
More About Your Role
You will report directly to the Global Nuclear Inside Sales Manager and oversee four Inside Sales Engineers; two of them are at our Ontario site where you will be based while the other two are at our RSM headquarters. While we expect you to "hit the ground running", you'll receive some training in multiple locations and then quickly develop an understanding of our products and environment to begin making a real impact.
During the first nine months, you'll focus on the achieving the following goals:
- Ensure that we have the right people in the right roles; you'll evaluate the team's performance and either develop existing personnel or bring in new talent to make sure we're meeting our collective sales targets.
- Leverage your Lean/Six Sigma expertise to drive process improvements.
Your principal responsibilities are to:
- Provide leadership to Inside Sales Engineers for preparation of proposals that reflect a coordinated strategy; this includes accounting for customer buying criteria, cost benefit analysis & value propositions, market dynamics, competitive intelligence, and commercial terms & conditions.
- Respond to RFQs with timely preparation and delivery of proposals within defined lead times.
- Analyze customers' problems and recommend corrective action; this includes responsibility for accurate sizing and design selection.
- Coordinate with Outside Sales and meet customers to understand their challenges and convince prospective customer of desirability and practicability of valve & actuation products, strainers and fuel racks.
- Review blueprints, plans, schematics, P&IDs and other customer technical and commercial specifications to develop and prepare cost estimates or projected increases in production from client's use of proposed equipment or services.
- Clearly communicate solutions to customers; this includes timing of the solution, overall financial impact, funding situation, key buying factors, evaluation criteria, and competitive landscape for each opportunity.
- Develop & implement sales strategies as you play a key role in understanding competitive offerings, customer decision makers, and customer key buying factors.
- Conduct commercial contract negotiations as necessary.
- Refine internal quoting processes to optimize quoting response times and resource allocation.
- Create and manage long-term forecasts for future bookings and sales goals, including utilization of tracking and performance measurement systems to ensure deliverables are achieved.
- Manage internal cross-functional review meetings to ensure customers receive proper solutions; confer with operations to assure processes, techniques, and time schedules will meet customer needs.
- Attend and support site initiatives and site management meetings to ensure inclusiveness and collaboration.
- Project 12 month travel expenses (air, hotel, car, meals, etc.) and keep actual expenses within provided guidelines.
Keys to Success
To excel in this role you will take a proactive approach to building relationships, both with your customers, management and internal contacts as you demonstrate integrity and authenticity in all your dealings. Ours is a true team environment and you will promote an inclusive, cross-functional, and collaborative platform to develop innovative solutions and drive continuous improvements. In addition, you will draw upon the following personality attributes to succeed:
- Demonstrate self-initiative in identifying and taking advantage of opportunities, and innovation and resourcefulness in meeting challenges as you meet or exceed our collective sales targets (your immediate Supervisor is based in Switzerland, so self-motivation is key).
- Maintain a relentless sense of urgency with a can-do attitude and the ability to demonstrate results -- you'll be committed to doing whatever it takes to get the job done.
- Leverage excellent communication skills verbally, in writing, and in presentations.
- Demonstrate good judgment and original thinking in order to address the demands of the business.
- Strive to continuously build your technical knowledge and skills as you keep a "pulse" on market dynamics, industry trends and the competitive landscape.
- Practice excellent follow-up habits, clearly establish expectations, and manage progress effectively.
- Remain flexible and able to make rapid adjustments in response to industry changes.
If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!
Who We Are
Headquartered in Rancho Santa Margarita, CCI is the world's leading expert in providing engineered valve, actuation, and control solutions that enhance performance and reliability in critical plant applications. Power generation, oil and gas production, petrochemical, and pulp and paper facilities worldwide rely on CCI's high integrity control systems for the safety of their operations.
With more than forty years of providing critical service applications to clients, CCI has nearly 2200 employees worldwide and revenue exceeding $650 million. This global organization has manufacturing facilities in the United States, Mexico, China, Switzerland, Sweden, Austria, the Czech Republic, South Korea, and Japan; sales and services offices in over fifteen countries and representatives in over sixty other countries. The company has grown aggressively over the past fifteen years as a result of both organic and acquisition growth (SULZER, BTG, STI, FluidKinetics, ABJ, Truflo Rona, Orton) and plans to continue this pattern over the next decade. For more information, please visit www.ccivalve.com.
