Technical Sales Lead - Industrial Processes

at  Vesuvius USA

Vesuvius is a global leader in molten metal flow engineering and technology, primarily serving the global steel and foundry industries. We develop innovative solutions that enable our customers to increase their efficiency and productivity, enhance quality, improve safety and reduce their costs and their environmental impact. Our history spans more than 100 years, we are on six continents with more than 11,000 employees. We value diversity. Sustainability is at the heart of everything we do. We aim to deliver sustainable, profitable growth to provide our shareholders with a superior return on their investment, while providing our employees with a safe workplace where they are recognized, developed and properly rewarded.
This position is mobile/remote with base around Indianapolis, IN

QUALIFICATIONS:

• Bachelor’s degree preferred.
• Demonstrated ability to lead customer collaboration, discovery, and whiteboard sessions to draw out technology solutions while establishing lasting relationships with customers.
• Broad understanding of steel flow control concepts, and processes
• Experience in cement or metals manufacturing, industrial ceramics, refractory sales, project engineering and/or similar discipline.
• Must possess an understanding of business strategies, execution model and technology enablement to drive engagement and thought leadership with clients.
• Understanding of how technology can be applied to address or accelerate customer business objectives. Proficient at both informal and formal presentations to technical and non-technical audiences.
• Ability to travel up to 50% within the region as required.

PURPOSE:

The Technical Sales Lead provides the development and delivery of technology solutions that help steel and other customers accelerate their business initiatives. Technical Sales Lead acts as the leader to the customer-facing team and is responsible for aligning services and capabilities with customer objectives, representing the Vesuvius portfolio and value proposition to prospective customers, and contributing to the overall sales and business development strategy for supported markets. The Technical Sales Lead will drive customer conversations to uncover, scope, and define customer business objectives addressable by Vesuvius capabilities while demonstrating ability to influence the sales process effectively and technically to overcome customer objections.

KEY RESPONSIBILITIES:

• Research the IP markets within the Region (copper, power gen, sugar beats, cement/lime, etc)
• Detail why these should be targets (size, industry statistics, etc)
• Leads and Facilitates analysis of customers business needs in person or through collaboration tools to develop solution strategies based on knowledge of customer’s technology environment.
• Initiate and develop strong customer relationships and act as a customer advocate within Vesuvius to ensure the delivery of an exceptional customer experience. Prepare technical proposals and presentations for customers and provide limited scope responses to service and questions.
• Actively participate in account, module, and market planning meetings. Develop solution strategies and recommend service options which align to customer objectives and deliver profitable revenue growth to Vesuvius.
• Develop responses to client issued Requests for Proposal/Information through design and thought leadership.
• Deliver both formal and informal presentations which effectively represent the industry positioning and capabilities of Vesuvius, and the business value and ROI of service offerings proposed to customers.
• Develop statement(s) of work, scoping and design documentation, solution summaries, operational support detail, and other technical documentation to outline delivery and lifecycle of services proposed to customers in conjunction with the M&T group.
• Participate in relevant market, industry, or technology organizations / associations, marketing events, and trade shows
• Provide basic service, capability, technology, and industry training to internal and external groups.
  For more details check: Industrial Processes - Vesuvius

THE SPECIFIC SALARY OFFERED TO A CANDIDATE MAY BE INFLUENCED BY A VARIETY OF FACTORS INCLUDING EXPERIENCE, EDUCATION AND LOCATION. VESUVIUS DOES NOT PROVIDE SPONSORSHIP FOR THIS ROLE. DOMESTIC RELOCATION IS AVAILABLE WITHIN THE U.S.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c