Sales Manager - (O&G) at Rotork in Pittsburgh, PA

Job Description

The Area Sales Manager – Oil & Gas is responsible for delivering profitable sales growth and expanding market share within an assigned U.S. territory. As an individual contributor with direct territory ownership, the Area Sales Manager is accountable for developing and executing the territory sales plan, managing key customer and distributor relationships, building and converting a healthy opportunity pipeline, and achieving agreed revenue, margin, forecast, and KPI objectives.

The role requires a strong combination of technical sales capability, commercial discipline, customer relationship management, and business development. The Area Sales Manager will work directly with end users, OEMs, EPCs, distributors, and other industry stakeholders across the upstream, midstream, and downstream Oil & Gas segments.

Working closely with the Senior Sales Manager and internal functions, the Area Sales Manager will drive value-based selling across Rotork's portfolio of intelligent electric, pneumatic, and hydraulic actuators, gearboxes, valve automation equipment, and precision instrumentation, identifying customer applications and translating Rotork's technical capabilities into differentiated customer value.

Qualifications

Territory Sales & Growth

• Own and execute the sales strategy for the assigned territory, delivering agreed revenue, profitable growth, market-share, and KPI objectives.
• Develop and maintain a clear territory sales plan identifying priority accounts, applications, projects, channels, and growth opportunities.
• Build new business while protecting and expanding Rotork's position within existing accounts.
• Proactively identify, qualify, pursue, and close opportunities across upstream, midstream, and downstream Oil & Gas applications.
• Prioritize selling activity toward opportunities delivering the greatest strategic and commercial value.
• Consistently execute value-added and consultative selling techniques, connecting customer operational requirements and challenges with Rotork solutions.
• Maintain an appropriate balance between near-term order conversion and development of longer-term strategic opportunities.

Pipeline, Forecasting & Commercial Performance

• Own the territory opportunity pipeline and maintain sufficient pipeline coverage to support achievement of sales objectives.
• Provide accurate, timely, and transparent forecasts for the territory.
• Maintain disciplined opportunity management from initial identification and qualification through quotation, negotiation, order, and post-sale follow-up.
• Manage performance against the territory sales plan, budget, forecast, and agreed KPIs, developing recovery actions when performance is below plan.
• Escalate significant commercial, contractual, technical, or execution risks to the Senior Sales Manager and appropriate internal stakeholders.
• Work cross-functionally to identify and remove barriers affecting customer responsiveness or opportunity conversion.

Account & Customer Management

• Develop and execute account plans for priority customers and strategic accounts within the territory.
• Map customer organizations to identify key decision-makers, influencers, technical stakeholders, facilities, applications, projects, and future investment opportunities.
• Develop strong relationships across multiple levels of customer organizations, from engineering and maintenance personnel through procurement and senior management.
• Conduct regular face-to-face customer meetings, site visits, business reviews, and customer pulse checks.
• Develop Rotork's position with end users, OEMs, EPCs, valve manufacturers, distributors, and other relevant industry stakeholders.
• Act as a strong Voice of the Customer, communicating customer needs, competitor activity, product feedback, and emerging market requirements internally.
• Pursue opportunities to increase Rotork specification, standardization, and long-term customer preference.

Channel & Business Development

• Effectively manage and develop distributor and channel relationships within the assigned territory.
• Establish joint account strategies, targets, and opportunity plans with distributor sales teams.
• Conduct joint customer calls and field activity with distributor partners to expand territory coverage and accelerate priority opportunities.
• Monitor channel effectiveness and identify coverage gaps, conflicts, or untapped opportunities.
• Identify and develop new customer relationships, applications, accounts, and revenue streams.
• Support targeted business-development campaigns, new product introductions (NPI), customer events, trade shows, and industry activities.
• Provide the Senior Sales Manager with recommendations regarding territory coverage and channel-development opportunities.

Technical & Solution Selling

• Develop and maintain strong working knowledge of Rotork products, technologies, applications, markets, and competitive differentiators.
• Understand customer processes and applications sufficiently to identify the appropriate actuation, valve automation, gearbox, and instrumentation solution.
• Translate technical features into meaningful customer benefits, including reliability, operational performance, safety, lifecycle value, and productivity.
• Deliver customer presentations, product demonstrations, technical discussions, and product familiarization as required.
• Partner closely with Application Engineering, Customer Service/Contact, Inside Sales, Operations, and other supporting functions to develop technically and commercially effective solutions.
• Ensure customer specifications, application requirements, and commercial expectations are clearly communicated internally.
• Engage appropriate technical specialists when application complexity requires additional expertise.

Market Intelligence & CRM Discipline

• Maintain detailed knowledge of the assigned territory, including customer investment activity, projects, competitor positioning, installed base, industry trends, and emerging opportunities.
• Monitor competitor activities, pricing dynamics, customer requirements, and market developments.
• Translate field intelligence into actionable recommendations for the Senior Sales Manager and broader Oil & Gas sales organization.
• Maintain disciplined and timely use of the Rotork CRM, including customer activity, opportunities, quotations, pipeline status, customer visits, contacts, forecasts, and relevant competitive or market intelligence.
• Maintain sufficient CRM accuracy and opportunity detail to enable reliable territory forecasting and effective sales-management reviews.
• Participate actively in pipeline, forecast, territory, and account reviews with the Senior Sales Manager.

Qualifications & Experience

• Engineering degree or recognized engineering qualification required.
• Minimum 5–7 years of progressive technical sales or business-development experience within industrial manufacturing, industrial engineering, valve automation, engineered flow control, fluid power, actuation, instrumentation, or related technical markets.
• Oil & Gas industry experience strongly preferred, particularly exposure to upstream, midstream, and/or downstream applications.
• Demonstrated track record of achieving sales targets and delivering profitable growth within an assigned geography, customer base, or market.
• Experience managing complex territories, accounts, OEM relationships, EPCs, and/or distributor networks.
• Strong working knowledge of value-added and consultative selling techniques for complex industrial products and engineered solutions.
• Strong commercial acumen, including forecasting, pricing, margin management, negotiation, opportunity qualification, and business-risk assessment.
• Strong technical aptitude with the ability to understand industrial applications and communicate the value of engineered solutions to both technical and commercial stakeholders.
• Demonstrated ability to prospect for new business and develop customer relationships from initial contact through long-term account development.
• Experience working effectively within a global or matrix organization, collaborating across sales, engineering, operations, customer service, and other functions.
• Strong organizational and territory-management skills, with the ability to independently prioritize a geographically dispersed customer base.
• Excellent written and verbal English communication skills, with the confidence and credibility to engage effectively at both technical and senior customer levels.

Successful Candidate Profile

The successful candidate will be a self-directed, technically credible, commercially focused sales professional who takes ownership for the performance of their territory.

Unlike a sales-management position, this role is fundamentally a customer-facing individual contributor role. Success will come from spending time in the market, creating opportunities, developing accounts, engaging channel partners, solving customer problems, and converting opportunities into profitable business.

They will demonstrate the ability to:

• Take full ownership and accountability for sales performance within an assigned territory.
• Develop and execute a structured territory and account growth strategy.
• Build credibility and productive relationships with end users, OEMs, EPCs, distributors, and other Oil & Gas stakeholders.
• Prospect effectively and open new accounts, applications, and customer relationships.
• Translate technical product capabilities into differentiated and compelling customer value propositions.
• Navigate technically and commercially complex sales opportunities.
• Manage multiple accounts, projects, quotations, and opportunities simultaneously.
• Develop productive distributor relationships while maintaining direct engagement with strategic customers.
• Work autonomously while collaborating effectively with the Senior Sales Manager and cross-functional teams.
• Recognize when an opportunity requires senior commercial, technical, or strategic support and engage the appropriate resources.
• Maintain rigorous pipeline, forecasting, CRM, and commercial discipline.
• Adapt quickly to changes in customer priorities, Oil & Gas investment activity, competitive dynamics, and market conditions.
• Travel approximately 50–75%, primarily within the assigned territory, for customer meetings, site visits, distributor engagement, account development, industry events, and opportunity pursuit.

Additional Information

Rotork is the market-leading global flow control and instrumentation company, helping our customers manage the flow of liquids, gases and powders across many industries worldwide.

Our purpose is Keeping the World Flowing for Future Generations.

For over sixty years, the world has relied on us to create the things that keep everything moving. From oil and gas to water and shipping, pharmaceuticals and food- these are the flows on which our modern world depends.

Today we're respected and admired for our people, performance and products. Our success flows from our commitment to engineering excellence, and that's what we will always pursue, safely and sustainably.

Rotork is going through an exciting period of change and growth, building on our existing market success. It's a great time to join us and make an impact in shaping the future of our business.

We're Looking For

The ideal candidate is a self-motivated sales professional who thrives in a customer-facing environment and enjoys building lasting business relationships. You are comfortable prospecting for new opportunities, managing complex sales cycles, collaborating across functional teams, and translating technical capabilities into business value for customers.

Key Success Factors

• Strong business development and hunting skills
• Technical credibility and commercial mindset
• Proven territory growth experience
• Ability to build strategic customer relationships
• Strong pipeline management and forecasting discipline
• Effective collaboration with distribution partners and internal teams

If you are passionate about industrial technology, enjoy solving customer challenges, and have a track record of growing sales within the Oil & Gas market, we encourage you to apply.

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