What are the responsibilities and job description for the Regional Sales Manager - PMC position at ANDRITZ AG?
Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.
Role Summary:
Lead commercial performance for Paper Machine Clothing (PMC) product and services in the Pulp & Paper industry and other industrial accounts across the region, working closely with a team of direct reports to own regional budgets, forecasting, strategic account plans, resource allocation, and team development. Drive profitable revenue growth through disciplined financial management, issue resolution, adoption of Sales Process, competitive market response, and strong cross functional collaboration.
Core responsibilities & Expectations:
- Financial management and analysis
- Deliver and manage the regional budget and financial plan.
- Monitor monthly, quarterly, and annual performance and identify root causes for variances.
- Create and implement corrective action plans to meet financial targets.
- Market awareness and forecasting
- Monitor competitor activity, regional market dynamics, and customer trends.
- Produce rolling three month sales forecasts and provide weekly forecast updates.
- Identify market opportunities and adjust regional strategy proactively.
- Sales process and account strategy
- Advocate for and ensure adoption of the PFR Sales Process across the region.
- Lead account strategy reviews for top accounts and personally engage key targets.
- Coach the team to prioritize high value activities and maintain disciplined pipeline management.
- Resource allocation and growth
- Allocate sales and support resources to maximize coverage and ROI.
- Reserve and promote time for proactive growth activities and strategic pursuits.
- Set stretch targets and challenge team members to exceed performance expectations.
- Team operations and development
- Manage and develop a team of direct reports, overseeing day to day operations including expense approvals and equipment tracking.
- Assist with customer escalations, complex pricing discussions, and contract negotiations.
- Facilitate onboarding, training, capability assessments, development plans, and regular performance reviews.
- Promote and enforce health and safety standards, including safety meetings and updates.
- Communication and cross functional collaboration
- Clearly communicate company objectives and regional priorities to the team.
- Drive alignment with support, product, marketing, and operations to remove blockers for the field.
- Ensure accurate customer documentation and communication in WebCRM.
Key performance indicators
- Revenue attainment versus regional target
- Forecast accuracy
- Budget variance reduction and speed of corrective actions
- Customer satisfaction for major accounts
- Effective issue resolution
- Employee engagement, coaching and development
- PFR Sales Process adoption and adoption of WebCRM
- Gross margin and margin improvement for the region.
Qualifications and experience
- Education: Bachelor’s degree Engineering, Business, Finance, or related field
- Experience: 7 years in regional sales, technical sales or commercial leadership; experience in Pulp & Paper or similar industrial sector, manufacturing,
- Financial skills: Strong budgeting, variance analysis, and forecasting capability.
- Leadership: Proven track record of hiring, coaching, succession planning, and performance management with experience leading direct reports.
- Sales execution: Demonstrated success leading account strategy, complex deals, issue resolution and process adoption.
- Systems: Proficient with data-driven dashboards and reporting.
- Travel: Ability to travel frequently within the region.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
