Having worked all around the world, our November SuperSealer loves working with customers to help meet their needs and provide them with the best materials on the market. He discusses how he helps his customers grow their business, while managing the pressures of a high-paced environment.
Who are you?
My name is Andrew Marshall and I’m the Pipe Rehabilitation Territory Manager for the Mid-Atlantic in the US. I also cover the Concrete Products in the area.
How long have you worked in this position and what are your key duties?
I’ve been with Trelleborg since April 2018, and now I’m the point guy for all our clients in the Mid-Atlantic territory. My key duties involve supporting current and prospective customers make the best choice to help them grow their business. An average day for me might not only include aiding someone to choose the right parts for what they need, but also to train them and demonstrate how to get the best out of those products. As our customers grow, we grow as well. And that’s what makes it an exciting and rewarding role.
What do you like about working here?
I’ve operated in various sales roles all around the world, but my favorite thing about working at Trelleborg is to offer my customers top-of-the-line products that are developed through cutting-edge innovation and technology. Whenever I visit a customer, I always get a confidence boost knowing I’m helping to provide an excellent product that’s backed by top-notch technical expertise. As a salesperson, that makes my job very enjoyable.
What are the key challenges you face in your job?
The biggest challenge I face is providing people with the best service and products, while helping them stick to strict timelines.
I often talk with customers who’ve just been awarded a project and need the materials right away. As you might imagine, this requires a lot of coordination! We must work together to figure out what the customers need and make the right forecasts for their upcoming projects. From there, it’s a matter of providing different solutions and seeing what’s best for their unique situation. That can be a complex process, but it usually means we exceed their expectations.
How do you think the business in your area is going to evolve in the future? How are you preparing for this?
Around the world, cities are facing aging infrastructures and becoming more densely populated, so utilities are coming under increasing pressure. This makes it more important than ever to be able to provide non-invasive solutions that are effective and less disruptive to communities.
On a more individual level, one challenge that keeps us on our feet is that end users are becoming more educated on trenchless solutions. They are doing their own research online, especially on social media. We need to make sure the information we provide is easy to find and can be accessed effectively by people – the more knowledgeable a buyer is, the easier it is for our customers to demonstrate value. This in turn helps us create value for our customers; our goal is to build long-term business partnerships in which everyone wins.
What do you do in your free time?
I love spending time with my wife: we were married last year and we’re about to move into our first home, which is super exciting. Outside of that, I enjoy reading. And since I have Swedish Canadian heritage, I also spend a lot of time playing and watching hockey and football! Before the Coronavirus pandemic, I used to travel and go to sporting events whenever I could, so not doing so has been tough.