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The Field Sales Engineer is responsible for obtaining annual sales program for specific sales territory as assigned by company management. Develops new accounts, markets, and sales of new products in accordance with the Company's Business Plan. Maintains highest level of knowledge possible of Company's products, their applications, services and policies. Services all customers within the assigned territory. Provides Company management with market information and competitive updates. Maintains cognizance of all market influences. Operates within assigned budget. Manages channels of distribution. Penetrates and develops new accounts while maintaining existing business and integrating product/process and application knowledge into successful territory plan. Calls on prospective customers, provides information and demonstrations. Assesses customer requirements and competitor activity. The Field Sales Engineer is the steward for all Company's products purchased by the Account (not only the products in their segment of responsibility).
The Field Sales Engineer only receives sales credit for the segment they are responsible for. During every visit, the Field Sales Engineer is responsible for checking on all Company business, even though they are not directly responsible for those sales.
After each Sales, the Field Sales Engineer writes a Meeting Report which calls the next play. The next play may be to call in the Field Sales Engineer from a different business segment to work on a hot Opportunity.
The position reports to the Regional Sales Manager. Direct contact with the Manager, Marketing Operations, Product/Market Managers, Customer Service Representatives, and Application Engineers. Heavy travel is normally required for this position. Must have the ability to work independently.
The incumbent is expected to perform the duties Living the Company's Values of Safety, Ethics, People, Commitment, Customer Focus, Innovation, Continuous Improvement, Teamwork, and Speed and Agility.
Meet or exceed sales plans
Target 50% overnight travel
Target 9 scheduled face to face sales calls each week
Target A, B and C accounts by present and potential sales revenues, standard gross margins and probability of success. Allocate time and call frequency based on A, B and C targeting
Maximize time in front of customers. Minimize travel time. Call on accounts in clusters. Work one territory zone each day. Use loops and cloverleaves.
Provide accurate forecasts
Maintain CRM Opportunities, Accounts and Contacts, F2F Meeting Reports, Activities, Key Account Plans, etc.
Complete expense reports ion time and under budget
Create strategies to penetrate key competitive accounts
Utilize Knowledge Based Sales Model to develop trust by becoming the knowledge source for your customers
Continuously improve technical application and product knowledge, selling skills, presentation skills and negotiation techniques
Operate within expense budget
Attend and actively participate in sales meetings, product seminars and trade shows
Make technical presentations to large audiences
Present special programs: marketing/advertising programs, new products, training and educational seminars (ie. Lunch & Learn)
Collect competitive information and communicate to Marketing
Manage and resolve issues and complaints: quality, delivery, AR and obsolescence
Sell all products but concentrate on those contributing higher standard gross margins
B.S. Degree, MBA preferred
Education and training in selling and negotiations skills is preferred
5-7 years Demonstrated sales experience and success selling technical materials or products
Motivated with strong desire and ability to build relationships
Knowledge of CRM & ERP systems, Incoterms, products and applications, competitive products, and drawings is preferred
Knowledge of industrial markets: chemicals, aluminum, steel, ceramic & glass, heat treating and other processes and markets we serve is desirable for future growth within the Company
PC literacy including Lotus Notes and Microsoft Office
Our client is a well know American MNC who is focused thermic materials (steel and ceramic). They are looking for a new partner that will be in a key position to build, and develop the market across Singapore, Malaysia and Thailand.
Salary Type : Annual Salary
Salary Min : 30000
Salary Max : 36000
Currency Type : US Dollars