Address Chart Industries is a leading global manufacturer of highly engineered equipment and solutions serving multiple applications in the Energy, Industrial and Industrial Gas end markets. In March 2023 Chart Industries acquired the Howden Group, and the combined group is now represented in over 40 countries worldwide with over 11,700 employees. Our vision is to enable the vital processes of our customers and thereby promote a more sustainable world via our Nexus of Clean strategy. The combination of Chart and Howden furthers our global leadership position in process technologies with products and services in applications such as hydrogen, carbon capture, energy recovery, nuclear, water treatment, mining, and LNG to name a few. Together with customer-focused service solutions including extensive service network and market leading digital diagnostics, we support our customers through the complete lifecycle of their assets. At Chart we have a strong corporate identity and a clear purpose - you will be a member of our team shaping the future of the company and participating in helping our customers and the world tackling some of the planet's most pressing issues.
What do we do?
Our vision is to enable our customers’ vital processes, which advance a more sustainable world. We supply turnkey solutions, fans, compressors, turbines, blowers, heat exchangers and silencers, as well as a comprehensive range of services including specialised engineering for air and gas handling, project management, equipment servicing and site management.
We are looking for an AFM Sales Manager for NSW, VIC & Tasmania to establish and maintain business relationships with end users and promote Howden products & services. You will increase customer engagement and satisfaction on key sites by ensuring all aspects of customers’ requirements are met and broader Howden interaction is focussed and timely. You will also leverage the existing Howden installed base and improve data quantity and quality.
The successful candidate will meet or exceed annual AFM sales KPIs by driving bookings and margin growth. This will be achieved by increasing AFM orders and opportunity funnel by actively targeting and visiting clients with installed base. You will also build workshop orders and by promoting Howden’s repair and refurbishment services.
The products are centrifugal, mixed flow, axial fans and air-heaters in the industrial sectors. Focus areas will include mining, metals processing and the power Industry. Other Howden product or service requirements from key clients in the region may require to be managed in a Key Account Management role. You will need to work closely with other Howden departments and communicating the resolution of issues to customers as needed.
We will offer an attractive remuneration package, above average superannuation contributions, annual bonus, flexible working arrangements, reimbursement towards your health & fitness regime and a supportive culture.
What needs to be done?
More specifically, your responsibilities will include:
Technical Support and Engineering Solutions:
Provide technical support and solutions to engineering customers.
Demonstrate a high level of competence in engineering problem-solving skills.
Customer Relationship Management:
Develop new and grow existing customer relationships.
Act as the customers' advocate within the business.
Retrofit and Spare Parts Generation:
Identify retrofit opportunities for both Howden and Non-Howden installations by addressing performance or reliability issues.
Generate consumable/maintenance spare parts inquiries for Howden installed base.
Manage larger capital spares inquiries for Howden installed base, driving them to successful conclusion.
Engagement with Clients and Service Centres:
Engage with clients to uncover retrofit opportunities and promote repair and refurbishment services offered by Howden Service Centres.
Liaise with Howden Service Centres to promote repair and refurbishment services, generating leads and following up on active quotations with customers.
Data Management and Reporting:
Update the company CRM system with the latest information on open inquiries and account management.
Provide site intelligence gathered on visits to relevant teams.
Gather accurate information on Howden installed base and update the Installed Base register accordingly.
Provide weekly reports as required by the AFM sales team.
Compliance and Quality Assurance:
Adhere to all Howden Group policies, procedures, and business ethics codes.
Adhere to environmental, health, and safety standards to ensure compliance with relevant legislation and quality assurance management systems.
Participation in Reviews and Feedback Gathering:
Participate in management and team reviews of open opportunities.
Actively seek and monitor customer feedback through meetings and Net Promoter Score (NPS) surveys, implementing improvements where necessary.
Focus Areas and Special Initiatives:
Focus on the handover process from New Build (NB) to Aftermarket (AFM), ensuring early customer engagement and offering service proposals.
Emphasize Long-Term Service Agreement (LTSA) and Field Assistance (FA) opportunities on Howden Installed Base (IB), generating service opportunities with customers.
Promote Ventilation on Demand as value-added services to AFM opportunities generation
These responsibilities outline a comprehensive role that involves technical expertise, customer relationship management, proactive identification of opportunities, data management, compliance, and participation in strategic initiatives.
What do you need to bring?
Engineering degree with at least 5 years relevant experience or other technical degree with 5 years sales
experience with engineering products or equivalent industry experience.
Excellent verbal skills, with persuasive ability to influence decision makers on site.
Advanced time management skills.
Excellent communication and interpersonal skills in building relationships
Exceptional customer service skills
Strong negotiation and leadership skills.
Ability to work autonomously as well as in a team.
Client focused, energetic and pro-active.
Negotiation and problems solving skills.
High degree of self-motivation and initiative.
Intermediate skills in Microsoft Excel, Word, PowerPoint.
Ability to travel intrastate and interstate as required.
Current drivers’ licence
The following would also be highly regarded:
Technical knowledge of CRM and lead generation systems.
Experience in a variety of formal and informal presentation settings; one-on-one, small and large groups, inside and outside the organization.
Working knowledge of fan fundamentals and problem identification and rectification
The role is Sydney based but will cover Victoria and Tasmania too. There will be customer visits, training and client management in other states/areas as required.
To express your interest in this position, please click apply and submit your CV and cover letter.
The advantages of working at Howden:
Worldwide business – Liaise with our colleagues in 27 countries.
We offer global and local opportunities– 6000 employees and world leading engineers, who create cutting edge developments – You will be a part of over 160 years of innovation and development that continues today with our digital solutions.
At Howden we have a strong corporate identity and purpose – You will be a member of our team, shaping the future of the world and tackling some of the most pressing issues facing the planet.
Our products and organisation are Revolving Around You – Our culture promotes individual development to enhance our most important asset – our people.
