The primary role of the Field Sales/Service Representative is to work with a Business Team to expand machine textile (Fabrics) sales into new accounts or positions, and maximize profitability of the team’s existing accounts in Pulp mills, Fiberglass Mat, NonWovens and other industrial applications. The Field Sales/Service Representative is responsible for developing business goals and objectives, and implementing growth oriented account strategies to achieve those objectives. The Field Sales/Service Representative will coordinate its efforts with the Marketing, R&D, Manufacturing, and support services groups to insure optimal use of corporate resources.
The Field Sales/ Service Representative will utilize industry experience, analytical tools, and fabric evaluation tools such as a Microwave Moisture unit, Press Tuner, Thermography camera, and related dryer equipment to evaluate and support machine problems. This will require walking on slippery surfaces, working in high heat and moisture conditions, climbing vertical ladders and climbing catwalk stairs while carrying equipment.
Make goal-oriented sales/service calls at every assigned account in the territory (this may include four or more hours in the company car).
Manage all business aspects of the assigned accounts including inventory control, accounts receivable management, and coordination of AstenJohnson resources in a way that maximizes account profitability.
Assist machine crews with removal and installation of fabrics. Conditions of installations vary based on machines, sections and positions.
Collect and document fabric life and performance data.
Develop and maintain detailed machine drawings and technical information, and document the information in the Engineered Approach database. Tape fabric run lengths using steel tape measures. This often requires climbing over and under machine framework and rolls.
Document Customer Goals and Objectives, Trial Evaluation Plans, Mill Special Technical Service Plans, and Value Analyses.
Build product specifications that are accurate in order to produce accurate pricing and customer quotes.
Work with the Business Team Leader and other team members to develop and maintain account strategies.
Keep your Business Team and Management informed of problems, potential problems, personnel changes, competition evaluations, pricing considerations, etc.
Participate in monthly business team meetings, and periodic regional and national business meetings.
Develop sales forecast as required.
Leadership and participation in major account presentations and periodic account performance review meetings.
Establish and maintain relationships with customers and potential customers.
Maintain active safety certification at all customer mill sites to insure access upon request.
Check and respond to voice mail within 24 hours maximum; Check and respond to e-mail within 48 hours maximum.
Submit call reports for each mill contacted during the week.
Submit weekly expense reports covering all expenses incurred during the week.
Active participation in industry trade associations (PIMA, TAPPI, major universities with specialized paper schools) to reinforce our commitment to the Pulp & Paper industry.
Field Sales/ Service Representative should get adequate rest while traveling. Mill audits and mill shutdowns frequently require long work days, demanding physical activity, and prolonged standing on cement floors. It is highly recommend that the Field Sales/ Service Representative stay hydrated, wear comfortable safety shoes, and avoid loose clothing (wear company supplied service uniforms).
Must be willing to travel 50% or more to customer sites
Must possess a valid driver’s license and auto insurance
College degree or equivalent sales and/or process experience.
Must comply with AstenJohnson and customer mill safety requirements /policies such as: maintain safe operation of company car; safe lifting, holding and carrying techniques while on concrete and possibly ladders or catwalks; getting adequate rest while traveling
Attend annual AstenJohnson safety training
Exhibit personal conduct that will reflect the Company’s core values at all times, and follow all applicable Company policies and procedures
Formed through the 1999 merger of two venerable paper machine clothing makers of European origin, AstenJohnson makes specialty textiles (paper machine clothing, fabrics, and filaments) for the printing and the papermaking industries. The company also produces monofilaments used in making paper machine clothing, and specialty fabrics for pulp mills and manufacturers in non-paper industries, such as food processing (FoodPro brand), petroleum/chemical and mining (FiltraMate), and building products (Taurus). In addition, the company also makes specialty drainage equipment for papermaking machines. AstenJohnson operates numerous manufacturing plants in Asia, Europe, and North America, and sells its products to end users worldwide.Mission: AstenJohnson will be recognized as a leading global supplier of innovative products and technical solutions. We will provide exceptional value by improving our customers’ operating results, living our core values and providing a fair return to our Stakeholders.