Job Summary
The employee will work closely with the District Sales Manager to develop account strategies and tactics. The employee will be responsible for exceeding a defined quota at these assigned or newly found accounts and expanding our base of business through these accounts. In addition, this position will collaborate with other individuals from engineering, sales and product marketing on strategic opportunities where collaboration is needed to win. Additional tasks will be assigned as needed by the manager.
Essential Functions
- Properly forecast and close opportunities with End Users, and OEMs through direct sales and Partners
- Effectively demonstrate products to customers and utilize the burn grass/delta sell sales process
- Follows up on sales leads and schedules customer visits
- Work with the Account Manager to ensure that all Company products are sold into strategic accounts
- Work with the ASP Partner to ensure they are properly trained on how to position and sell Company products. Promote Company products to increase mindshare and selling time at the Partner
- Bring leads to the Account Manager that were identified during customer activity
- Work closely with the Inside Sales Engineer to generate funnel and prospect at accounts. Utilize Inside Sales for back office activities like quotes and sales collateral distribution to customers
- Conduct product and solution demonstrations at customer sites using the defined standard sensor demo
- Collaborate with counterparts from other territories on opportunities that are either integrated our installed in a different territory or where the decision makers don’t reside in the Sales Engineer’s territory
- Follow up on customer inquiries, understand system requirements, and differentiate the Company solution
- Assists at trade shows and other marketing events
- Coordinate evaluations utilizing the Applications Engineering team
- Maintain and continuously update project information in CRM
Knowledge, Skills, and Abilities
- Proven track record of sales performance in the automation industry
- Proven track record of operating in a solutions sales environment
- Uses defined sales process to deliver desired results on a consistent basis
- PC literate with a working knowledge of MS Windows applications
- Ability to work independently is required
Minimum education and work experience required
- Technical Degree or equivalent work experience
- Proven sales experience and a good track record for exceeding sales targets is required
- Experience in selling technical products to production managers and engineers is also require
