Job Description
Description:
The Sales Engineer is the face of the organization for the assigned product lines both internally and externally. They work in cross-functional teams to market, sell, design, build, and support products that deliver on the company’s vision and strategy serving as the Product Champion for the product lines you represent.
/ Obtain sales of assigned lines at acceptable profit levels and goals as defined by established yearly strategic plan.
Strategic Responsibilities/ Build a deep understanding of the customer experience, including their challenges, needs and wants.
/ Maintain a deep understanding of how assigned product(s) support the customer experience including the strengths, weaknesses, cost position, value proposition, etc.
/ Develop a deep understanding of how competitor’s products support the customer experience including the strengths, weaknesses, pricing, value proposition, etc.
/ Develop strategies to improve the customer experience and grow the market share of assigned product(s) which may include marketing campaigns, pricing and positioning modifications, product enhancements, supply chain optimization, commercial process optimization, etc. As necessary, leverage other Sales Engineers and the Global VP to ensure the broader business impact is incorporated.
/ Translate product strategy into detailed requirements for the rest of the organization and create buy-in both internally and with key external partners.
/ Scope and prioritize activities based on business and customer impact.
/ Drive execution of the growth strategy.
Tactical ResponsibilitiesDevelop name recognition for the company and yourself by participating in
appropriate seminars, trade shows, and industry event.
Present technology papers.
/ Solicit inquires and invitations to quote for assigned product(s).
/ Understand customer’s goals and challenges and why they think they need to buy equipment.
/ Assist in the development and proper application of technology and/or products to meet the customer’s needs.
/ Leverage other Sales Engineers and Global VP as necessary to ensure the customer’s needs are met with the best possible solution that the company can offer.
/ Assure proposals are complete and accurate and delivered to the customer in a timely manner taking into consideration the competitive landscape.
/ Establish working relationships with decision-making personnel at customers facilitates.
/ Negotiate final price, terms of payment, and terms & conditions.
/ Secure orders for assigned product(s) at acceptable profit levels and goals as defined by the strategic plan.
/ Act as customer liaison from purchase order acknowledgement through equipment acceptance.
/ As necessary, act as Project Team Leader for sold projects to ensure that the proper resources are applied to the project and the project is executed on-time, on-budget, and on-spec.
/ As necessary, provide training and aid in the professional growth of personnel who strive to be Sales Engineers in the future.
Qualifications
Requirements
/ Proven sales experience in the thermal processing industry or 5+ years of proven industrial sales experience.
/ Willingness to travel.
/ Fluent in English.
Desired/ Knowledge of actionable market segmentation and analysis to deepen understanding of customer's buying behavior.
/ Ability to develop and maintain relationships at the senior professional levels.
/ Proven track record of account management and sales success.
/ Strong aptitude to succeed in a technical and relationship driven business.
/ Ability to work in a matrix organization in which you will take direction and lead others within various functions / organizations.
/ Willing to work independently and be a self-starter.
/ Demonstrated accomplishments in customer-focused problem solving.
/ Self-directed, highly detail-oriented, organized, and flexible.
/ Strong oral and written communication skills.
/ Ability to energize teams and garner support for key initiatives.
/ Accomplishments that reflect leadership, teamwork, integrity, and accountability.
Physical Demands
/ The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
/ While performing the duties of this job, the employee is regularly required to sit, stand, walk, bend, hear and talk. The employee is frequently required to use hands. The employee occasionally will be required to reach with hands or arms, stoop, kneel, and crouch. The employee is occasionally required to climb or balance and talk or hear. The employee must lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, color vision and depth perception.
SECO/WARWICK CORP is an equal opportunity employer, offering a great work environment, challenging career opportunities, professional training, and competitive compensation.
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