Stress Engineering Services Inc. (SES), a multi-discipline engineering consulting company is seeking a Sales Manager. SES is an employee owned company with expertise in design, testing, and analysis. Our services span the Upstream, Downstream, and Midstream industry sectors along with Medical and Consumer industries. This position will focus on the downstream community.
Due to the diverse nature of SES we have Sales Managers in both Houston and Cincinnati. These individuals work to coordinate and grow the business of their individual location and practices as well as the overall company. The responsibilities of the Houston Sales Manager are outlined in this document.
The primary objective is to coordinate and grow the downstream practice. This covers both the international and domestic markets. The Sales Manager will work with and report to the Vice President who has responsibilities for SES sales and marketing.
In addition this position will work with the leaders of this practice to understand their personnel, unique markets, and client base. It is the responsibility of the Sales Manager to determine the best method to successfully reach the market. These methodologies will be developed in conjunction and agreement with the Vice President and Practice Leader.
Due to the uniqueness of the organizational structure there are various types of support available to assist with coordination and growth. At this time, the sales force is in a growth mode with plans to grow this practice to a total of five individuals in all regions. In addition to other activities the sales manager will retain some direct sales responsibilities. The larger portion of the support comes directly from each practice and the leadership. Approximately 80% of current business is repeat or direct referral.
Each practice has project managers and subject matter experts (SMEs) who have far-reaching contacts and influence. Each is responsible for maintaining chargeability, and developing proposals, while working on and tracking active projects. The Sales Manager will work with this larger group (including but not limited to Project Managers and Subject Matter Experts) to provide active leads, track and coordinate activity and seek ways to ensure that they are engaged and utilized in the sales cycle. This cooperation between the sales personnel and engineers makes it possible to effectively use a small direct sales group. The primary objectives of the sales staff are to develop new potential opportunities, work with each practice to help close outstanding proposals, and work in the sales and project process to develop and maintain client relationships.
Marketing reports to the Vice President but may also accept input from Sales. Marketing provides support to facilitate the overall growth and image of Stress.
Outside of the US mainland SES currently has offices in Calgary and Singapore. The Sales Manager will work with the Vice President along with Practice Leaders to develop and implement a plan for the growth of these offices.
Minimum 10 years of experience in technical/engineering services sales including experience in refining, chemical and petro-chemical plant problems and operations required
Bachelors of Science degree is preferred but experience and success is valued and may be considered in lieu of education
Must be willing and able to travel as needed, up to 50%, mostly along the gulf coast
Excellent presentation, verbal, written and interpersonal skills required
Ability to build trust with colleagues and customers required
Active driver's license with a driving record representative of a safe driving history required
Previous Sales Force experience preferred
High degree of self-confidence, passion, initiative, and commitment to customer service required
Ability to navigate in an unconventional sales model while having the vision and leadership to guide the transition from a reactive sales mode toward a proactive approach required
Leadership skills to guide technical individuals that do not directly report to you in a sales function required
Good organizational skills to monitor and guide leads from diverse groups required
Patience to learn the existing culture and to assimilate successfully within it required
Flexibility to adjust to change required
Ability to lead others through change required
Technical understanding of a wide range of products and services preferred
A wide range of influential contacts within strategic clients preferred
Stress Engineering Services