Regional Account Manager, Aftermarket Services, Industrial Gases – Tri-State/New England, U.S.

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.

Summary/Objective

The Aftermarket Regional Account Manager / Engineer – Industrial Gas will work with the Aftermarket Segment Sales Manager – Industrial Gas to monetize the installed base by driving the expansion of Aftermarket and maintenance services in the industrial gas arena in an assigned region. This role involves building customer relationships to help identify unmet client needs that drive sales opportunities and repeat business and developing sales plans that meet and exceed quota.

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 in Service / Aftermarket, pumps, rotating equipment 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.

Essential Functions/Responsibilities

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

• Territory Management: Manage all sales activities within the assigned territory. This includes maintaining a robust pipeline of business prospects that meet or exceed sales targets.
• Customer Relationship Management: Building and maintaining strong, long-lasting customer relationships. This includes understanding customer needs that maximize the value from these relationships.
• Customer Service and Support: Respond to customer enquiries and RFQs in a professional manner and on a timely basis. Identify new business opportunities. Work with internal resources (workshops, technical support etc.) to ensure that customer needs are understood and satisfied to the highest service standards.
• Product Knowledge: Acquiring in-depth knowledge of the company's products or services to effectively demonstrate their value to potential clients, answer enquiries, and address possible concerns.
• Sales Plan Development: Developing and implementing sales plans tailored to the regional market to drive sales growth.
• Sales Reporting: Tracking, recording, and compiling reports, utilizing Salesforce CRM, on pipeline, funnel and bookings.
• Team Collaboration: Collaborating with the Aftermarket sales team and other departments such as marketing and customer service to achieve sales objectives and enhance the client experience.
• Sales Training: Attending sales training and seminars to develop competence in selling skills, account management, product knowledge and industry trends.
• Presentation Skills: Making presentations to clients, developing product solutions tailored to their business needs.
• Contract Negotiations: Leading negotiations with clients, including finalizing contracts and agreements.
• Brand Ambassador: Acting as a brand ambassador - always representing and promoting the company’s values and products, including at industry events and trade shows.
• Other duties as assigned.

Competencies (Skills, Abilities, and Knowledge)

• Expertise: In-depth knowledge of sales principles, territory management and account management. Knowledge of sales tools, CRM systems, and other software applications.
• 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 clients, 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 clients and internal stakeholders.
• Project Management: Able to effectively manage all stages of the sales process, ensuring deadlines and client 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.
• Time Management: Excellent organizational skills and ability to prioritize tasks effectively. Capable of managing multiple projects simultaneously and meeting deadlines.

Education Requirements

• Minimum of an associates degree. Preference will be given to candidates with a bachelor’s degree in a technical or related field from an accredited institution.
• Professional English language proficiency. Spanish language proficiency is a plus.

Experience

• 5+ years of experience in account management, sales or business development relevant to the cryogenic equipment, pumps or industrial rotating equipment industries.
• Proven track record of successfully growing sales.
• Ability to work under pressure and meet tight deadlines.
• Ability to collaborate cross-functionally with internal and external teams.

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.
• Overtime 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

• Work from home.

• Job will generally be performed in an office environment but may require travel to a client's office, production facility, or industrial/construction job site.

• Conditions will vary at each location, but the conditions listed above will generally apply.

Safety

• Complete safety training requirements.
• Participate in other training as directed by the company or manager.
• Wear Nikkiso approved PPE as needed and direct team and others to do the same as appropriate.

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.