The posting
Job Description:
Territory and Account Development
- Develop and execute a structured territory growth plan aligned with AVTR Inc.’s commercial objectives.
- Identify and prioritize target accounts across relevant industrial sectors within the assigned territory.
- Establish and maintain strategic relationships with new and existing customers.
- Secure and conduct customer meetings, site visits, presentations, demonstrations and technical discussions with priority accounts.
- Develop a broad and sustainable customer base across the assigned territory.
- Build relationships with maintenance, reliability, engineering, operations, procurement and senior management stakeholders.
- Understand each customer’s operational challenges, reliability objectives, purchasing processes and commercial priorities.
- Develop account plans for strategic customers and identify opportunities to expand AVTR Inc.’s position within those accounts.
- Convert qualified opportunities into profitable new business across the AVTR Inc. portfolio.
- Maintain regular contact with key customers and prospective customers to identify new opportunities, competitive activity and changing business requirements.
Business Development and Sales
- Proactively generate new opportunities through customer visits, telephone outreach, networking, referrals, industry events, digital campaigns and other appropriate sales channels.
- Promote the full AVTR Inc. portfolio of reliability services, products, software, consultancy and training.
- Prepare and deliver technically credible sales presentations focused on customer requirements, operational outcomes and the AVTR Inc. value proposition.
- Review customer enquiries, specifications and application requirements to ensure opportunities are properly understood and qualified.
- Coordinate with technical specialists and other internal resources when detailed application or engineering support is required.
- Prepare accurate quotations and commercial proposals in accordance with company pricing, margin and approval requirements.
- Follow up quotations and proposals in a timely and structured manner.
- Lead commercial discussions and negotiations within the individual’s agreed level of authority.
- Maintain awareness of market conditions, competitor activity, customer investment plans and emerging opportunities within the territory.
- Recommend actions to secure business, improve customer engagement and strengthen AVTR Inc.’s competitive position.
- Represent AVTR Inc. professionally at customer locations, conferences, exhibitions, workshops and industry events.
Pipeline, Forecasting and CRM
- Maintain accurate and current customer, contact, activity, quotation, opportunity and forecast information within the company CRM system.
- Use the CRM as the primary system for pipeline management, opportunity tracking and commercial reporting.
- Maintain a qualified sales pipeline sufficient to support agreed revenue and growth objectives.
- Record customer meetings, calls, site visits, proposals, follow-up actions and opportunity updates promptly.
- Provide accurate sales forecasts and clearly communicate changes in opportunity value, timing, probability or customer requirements.
- Participate in regular sales, pipeline and forecasting reviews.
- Identify inactive, delayed or low-probability opportunities and take appropriate action to progress, requalify or close them.
- Provide territory plans, account updates, forecasts and other commercial reports as required.
Commercial Accountability
- Deliver agreed territory revenue, order intake, margin and new-account objectives.
- Apply appropriate commercial discipline when pricing products and services.
- Ensure quotations reflect the complete customer requirement, expected scope of supply, delivery considerations and commercial risk.
- Seek the appropriate internal approval for pricing, discounts, contractual commitments and non-standard commercial terms.
- Monitor customer activity, quotation conversion and sales performance across the territory.
- Provide recommendations for annual territory sales budgets and commercial objectives.
- Manage company expenditure responsibly and comply with all travel and expense policies.
Customer and Internal Collaboration
- Work closely with AVTR Inc.’s technical, service, operations, marketing and administrative teams to provide a coordinated customer experience.
- Coordinate customer requirements, technical reviews, demonstrations, surveys, quotations and project handovers with the appropriate internal teams.
- Provide clear and complete information when transferring confirmed business to the team responsible for delivery.
- Liaise with approved distributors, representatives, strategic partners and key contacts where appropriate.
- Provide relevant customer and market feedback to support product, service and marketing development.
- Share examples of customer success, market requirements, competitor activity and emerging applications with the wider business.
- Support marketing campaigns, technical events, customer seminars and business-development initiatives within the territory.
3. Health, Safety, Environment, Quality and Ethical Standards
- Conduct all activities in accordance with AVTR Inc.’s health, safety, environmental, quality and ethical requirements.
- Comply with customer safety requirements when visiting industrial, manufacturing or operational facilities.
- Complete required site inductions and wear appropriate personal protective equipment.
- Immediately report safety concerns, incidents, hazards or potential compliance issues through the appropriate company process.
- Conduct all customer and supplier interactions professionally, honestly and ethically.
- Comply with applicable company policies, legislative requirements and anti-bribery standards.
4. Organizational Responsibility
This position does not currently have direct supervisory responsibility.
The Regional Business Development Manager is expected to coordinate internal resources and lead customer opportunities without necessarily having direct authority over the individuals involved.
The duties and responsibilities associated with the position may be amended or expanded to meet changing business requirements.
5. Required Experience and Qualifications
- Bachelor’s degree from an accredited university, or an equivalent combination of relevant education and practical industry experience.
- Relevant experience in business development, technical sales, reliability, maintenance, condition monitoring, predictive maintenance, electrical systems, rotating equipment or industrial services.
- Demonstrated ability to develop customer relationships and generate new business within an assigned territory.
- Experience managing a sales pipeline and progressing opportunities through a structured sales process.
- Experience preparing quotations, proposals, presentations and commercial documentation.
- Ability to understand technical customer requirements, specifications, products, software and service applications.
- Ability to communicate technical and commercial information clearly to maintenance, engineering, operational, procurement and management stakeholders.
- Strong verbal, written and presentation skills.
- Good commercial judgement and attention to detail.
- Proficiency with Microsoft Office applications and CRM systems.
- Ability to plan and manage a regional territory independently.
- Willingness and ability to travel regularly throughout the assigned territory.
- Valid driving license and ability to meet any company driving requirements.
6. Preferred Experience and Qualifications
- Experience selling reliability, condition monitoring, predictive maintenance, asset-management or industrial engineering solutions.
- Practical exposure to industrial maintenance, engineering or operations.
- Experience working in sectors such as manufacturing, oil and gas, petrochemical, power generation, mining, marine, water and wastewater, pharmaceutical, food and beverage or other asset-intensive industries.
- Experience selling a combination of technical services, products, software and training.
- Experience using a CRM system to manage customer activity, pipeline, forecasting and account development.
- Relevant technical certification in vibration analysis, infrared thermography, ultrasound inspection, machinery lubrication, reliability or asset management.
- Experience working with channel partners, distributors or strategic technology partners.
7. Core Competencies
The successful candidate will demonstrate:
- Commercial focus: Understands how to convert customer needs into profitable and sustainable business.
- Customer orientation: Builds credible relationships and maintains a strong focus on customer outcomes.
- Technical credibility: Communicates industrial reliability applications confidently and recognizes when specialist support is required.
- Territory ownership: Plans activity effectively, prioritizes accounts and takes responsibility for results.
- Pipeline discipline: Maintains accurate information and actively progresses qualified opportunities.
- Communication: Presents information clearly, professionally and persuasively.
- Collaboration: Works effectively with technical, service, operational and commercial colleagues.
- Initiative: Proactively identifies opportunities and takes appropriate action.
- Attention to detail: Produces accurate quotations, proposals, forecasts and CRM records.
- Integrity: Conducts business professionally, ethically and in accordance with company requirements.
- Adaptability: Responds effectively to changing customer requirements, market conditions and business priorities.
8. Travel and Working Environment
The position requires regular travel throughout the assigned territory. Travel may include customer meetings, industrial site visits, surveys, demonstrations, exhibitions and company meetings.
The role involves working in a combination of home, office, customer and industrial environments. Customer sites may require the use of personal protective equipment and compliance with site-specific safety rules.
Occasional overnight, national or international travel may be required according to customer and business needs.
9. Physical Requirements
The position may require the employee to:
- Sit, stand and walk for extended periods.
- Drive and travel by air.
- Walk through industrial and manufacturing facilities.
- Use stairs and access permitted operational areas.
- Wear required personal protective equipment.
- Carry demonstration equipment, sales materials or other work-related items weighing up to 50 pounds.
- Bend, kneel or reach occasionally while supporting demonstrations or customer site activity.
AESSEAL is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
