Director of Energy Sales - USA and Canada

AAF International offers the most comprehensive clean air solutions available across the globe. Selling under the American Air Filter and the AAF International brand names, AAF International has been an industry pioneer since 1921 with manufacturing operations in 22 countries and over 6000 employees globally. Our products are the industry benchmarks for quality and performance. Our applications include commercial, industrial and residential solutions from the filters used in your home to the most critical cleanroom and power generation applications.

We are a member of the Daikin Group, the world's largest air conditioning provider with $30 billion in revenue and over 98,000 employees worldwide. Founded in 1924, Daikin has grown into a diversified industrial manufacturing company offering solutions in clean, air, air conditioning, refrigeration, chemicals, oil hydraulics, defense systems and electronics.

Our culture of continuous improvement, safety and world class operations is driven by our people-centered management philosophy. This philosophy is built around mutual selection: that while AAF seeks top talent people to join and deliver on our team, we also want each team member to receive job satisfaction, growth & development, and continued happiness in being a long-term member of the AAF family. This is fueled by our belief in treating our people, our supply partners, our customers and our environment with the trust and respect we each require, and our passion to give back to our community for our success.

Read more about our philosophy at: http://www.daikin.com/about/corporate/philosophy/index.html

AAF International is an Equal Opportunity Employer M/F/Disability/Veteran.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, sexual orientation, gender identity, national origin, citizenship, veteran status, uniform servicemember status, age, disability or any other legally recognized protected personal characteristics.

Position Objective:

The AAF International Energy business primarily consists of Aftermarket sales of filter elements and other replacement components, replacement filter housings and systems, and enhancements to drive engine life, performance, output, and emissions improvements. AAF International also supplies gas turbine OEM's with equipment and filtration solutions. The primary focus is gas turbine filtration. The gas turbine market consists of power generation for the land based energy sectors as well as power generation, compressor drives, and pumping systems for both the land based and offshore based oil and gas sectors. Diesel engine filtration and nuclear filtration are also included in the energy portfolio.

The Director of Energy Sales role is responsible for sales and margin growth in these sectors as defined by the Daikin 5-year plan system (Fusion). The role leads a team of regional sales managers and application engineers, and oversees both direct and reseller/dealer sales targets. The team also interacts and is supported by global product management/development and supply chain teams.

Key Accountabilities:

• Grow Energy business in the US and Canada. Understand strengths and weaknesses of AAF International current position and develop strategies and plans to improve position and allow growth.
• Develop and grow sales team, improving capability, performance, results.
• Develop plan to utilize current tools and databases to understand AAF International position in the market and monitor and control installed base.
• Achieve annual bookings, revenue, and margin targets for energy groups under responsibility, namely aftermarket filters and equipment retrofits.
• As part of Americas leadership team define, plan, and execute business vision, goals and objectives in the Energy and Air Pollution Control markets.
• Active member and participant in P&I Americas leadership staff.
• Develop, retain, recruit, and lead regional personnel assigned.
• Develop, retain, and nurture key customer relationships and become a strategic partner and advisor to key accounts
• With leadership staff develop annual sales targets and forecasts monthly and quarterly progress towards targets.
• Owns team budget. Develops budget (personnel, travel, training, marketing, tradeshows, etc.) with support of leadership staff and supporting functions. Controls and monitors spending vs. budget, analyzing variances; initiating corrective actions or alterations as necessary.
• Establishes sales objectives by creating individual sales plans in support of regional objectives. Controls and executes individual sales plans, including submission of annual commission plans and monthly/quarterly sales and commissions results for approval and payment.
• Actively participates and communicates demand for Sales and Operations process (forecast product demand, stocking, build plans).
• Recommends solutions by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks, engaging with market and customers.
• Prepares and approves tender and contract documents.
• Participates in meetings and direct communications with customers or field sales offices to discuss tenders and to assist in the resolution of problems or complaints.
• Prepares and distributes literature, technical data and promotional material to customers and sales offices.
• Maintains a teamwork philosophy with other departments to facilitate problem solving and provide good customer service.
• Develop and maintain proper level of external sales associates and relationships as necessary to meet growth strategy.

Position Requirements:

1. Bachelor's Degree or equivalent work experience;
2. Engineering degree or relevant experience necessary;
3. A minimum of 10 years of successful sales experience is desired, preferably in the Energy industry. Minimum of 5 years sales team management required;
4. Ability to travel up to 50%, including global locations, customer offices, customer operational sites;
5. Experience with filtration product in a Sales, Estimating, or Project Management capacity is a PLUS;
6. Experience with CRM management and utilization required;
7. Must articulate a full understanding of filtration on rotating equipment;
8. Exhibit solid business acumen including the ability to interpret and analyze blueprints, estimate preparation, presentation and proposals;
9. Excellent time management skills and ability to multi-task;
10. Strong organizational skills with aggressive follow-through and closing skills;
11. Excellent communication and presentation skills.