Mid West Sales Manager

Mid West Sales Manager

Harsco Corporation | Camp Hill, PA, 17001, US
Salary Range:$110,000 – $138,000 Salary range estimated by Zippia

Posted 15 days ago

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Company Description

Harsco Environmental is the premier provider of material processing and environmental services to the global steel and metals industries. Our onsite mill services and resource recovery services offer sustainable solutions that maximize environmental benefit and return valuable raw material into production. We also have developed a range of by-products for specialized applications across industry, construction and agriculture, which utilize Harsco's expertise in mineral materials.

Job Description

The Mid West Sales Manager will work closely with Operations, Field/Inside Sales, Sourcing, Logistics, Legal and Finance within the Division to ensure the needs of current customers are being met while new business opportunities are aggressively being pursued. The candidate will look to establish personal contact and engage in sales negotiations and problem resolution of customer concerns not only to secure immediate business, but also to enhance the reputation and presence of Harsco as a supplier of quality products and services on a long-term basis. The Commercial Sales Leader is expected to act in a manner demonstrating commitment to attaining the Metals & Mineral's strategic growth goals while adhering strictly to required internal procedures, safety programs and budgetary controls.

This position requires a team player who demonstrates self-motivation and a positive, can-do attitude in working with others in pursuit of business objectives. Must be a hands-on leader actively engaged in developing business, partnering with internal contacts, and interested in doing whatever it takes to accomplish both personal and Division goals.

Primary Responsibilities & Essential Job Functions:

* Mid-West Sales Manager will be responsible for leading the direct sales effort to new and existing accounts in a large multi-state territory.
* Develop current customers and prospects through, but not limited to, direct visits, phone calls, email, mailings, and conferences to communicate opportunities to extend initiatives with the company. Develop and maintain customer account information capturing key commercial data. Data should be updated regularly through use of company CRM system.
* Performs sales and service functions for targeted markets, programs, and opportunities.
* Lead the development, negotiation efforts, and overall execution of commercial supply agreements with strategic customers and corporate accounts, as appropriate. Activity involves working closely with legal department to develop well defined commercial contracts that meet the business needs of both Harsco and the customer.
* Build and maintain strong professional relationships with customers and specifying influences in order to promote the profitable sale of Reed Minerals products based on value based customer attributes (quality and service) rather than simply the lowest price.
* Identify, document and communicate market intelligence including proposed legislation, changing technology and current economic/competitive conditions to support execution of immediate business plan and strategic growth initiatives such as new product development.
* Contact current and prospective customers to sell product and communicate company policies on unit price, product availability, scheduling/shipping date, payment terms, anticipated delays, and any additional information needed by the customer. Build extensive growth pipeline and manage/update it regularly.
* Participate in the development of a complete, well-integrated strategic business plan that provides clear objectives and direction in terms of sales goals, pricing strategies, bid procedures, and new market penetration opportunities designed to exploit the business growth potential of the assigned customer base.
* Answer questions from customers or individuals on product characteristics/performance or direct them to the appropriate department that is able to assist them.
* Work closely with operation leaders for respective production facilities to drive efficiencies, product quality, on-time deliveries and overall customer satisfaction.
* Receive and document customer complaints. Work closely with quality department to identify issues and recommended corrective actions.
* Ensure reporting and communications is frequent and bi-directional between company and customer.
* Direct & assist, where necessary, the effective & timely collection of accounts receivable.
* Ensures compliance with all Division policies and the Division internal control framework.


Preferred Qualifications, Experience & Education

* Preferred BA or BS from accredited four-year college or university in business, finance, engineering or specific science or other qualifications
* Minimum five (5) years' experience in a field and/or territory sales position.
* Master's Degree in business, marketing or engineering.
* 10 years' experience in B2B industrial sales with a preference for Minerals functions
* Exhibited success achieving sales targets, territory growth, and revenue generation
* Exhibited success in developing a business plan and achieving those targets
* Technical and/or operations background preferred
* Experience using a commercial based CRM system preferred
* Proven cross-functional team leadership and disciplined project management skills required, as is ability to work independently
* Previous Lean, Six Sigma or other continuous improvement experience preferred
* Experience in a manufacturing environment (management or project related work) preferred
* Previous sales responsibilities involving self-direction and infrequent supervision from management

Additonal Qualifications

* Proficiency in Microsoft Office suite of products, particularly Excel, Word and Outlook
* Excellent verbal, written & oral skills including the ability to make presentations internally & externally. Ability to deal independently with internal customers & external resources
* Proven negotiation skills
* Project facilitation and team coordination
* Strategic development and execution with major customers

Interpersonal & Technical Skills

* Ability to read, analyze, and interpret technical and market data
* Ability to lead discussions, present information and respond effectively
* Ability to effectively present information and respond to questions in Excellent written communication skills which demonstrate the ability to draft clear, concise documents and technical reports summarizing findings and clear steps forward
* Excellent oral communication and presentation skills which demonstrate the ability to effectively convey and explain information and tactfully deal with diverse people, situations and ideas
* Understanding of business and commercial contract terms and conditions
* Understanding of basic accounting principles including business P&L statements
* Strong analytical skills directed toward driving continuous improvement initiatives
* Analytical and strategic problem-solving capabilities in finance, business and technology subjects
* Demonstrated ability to analyze data and make recommendations for taking concept to reality in a tollgate process.
* Ability to develop Strategic Plans

Additional Information

"We offer competitive benefits, including health insurance, life insurance and disability plans, as well as a 401k with company matching.

Harsco is an Equal Opportunity Employer. All information will be kept confidential according to EEO guidelines.


This job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not intended to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this position."