I. Summary
Lead and support the cultivation of business relationships in pursuit of selling John H Carter’s Machinery and Engine Solutions products and services portfolio. The products and services that this role would sell are related to condition monitoring and predictive maintenance on rotating equipment and reciprocating machinery in industrial facilities across John H Carter’s sales territory. Many of the solutions this role would be responsible to sell are Emerson Reliability Solutions products (AMS 2140, AMS Machinery Manager, AMS Machine Works, AMS Asset Monitor, AMS Wireless Vibration Monitor, AMS 6500 ATG, etc…). However, the role is also responsible for selling our reciprocating compressor and engine product portfolio (Windrock portables, Spotlight, and Online Platinum systems, CPI compressor valves, CPI wear parts, CPI compressor lubrication systems, TDI starters, Remvue, Enovation, and Ecom. Additionally, this candidate will be responsible for selling the MES service portfolio, which includes embedded (and monthly) vibration analysis contracts, lifecycle services contracts, recip and engine analysis contracts, Root Cause and Consultation studies, and oil lab/oil analysis services.
The position requires traveling to customer industrial sites on a regular basis. Individuals must be capable of, and diligent about, compliance with safety rules and regulations in these environments. Attention to detail and awareness of potential safety hazards is expected at all times. Maturity and sound judgment are essential to working in this environment.
II. Essential Duties & Responsibilities
- Cultivate and develop strong, mutually-beneficial business relationships with end-customer decision makers, influencers and stakeholders who influence and direct the purchase of products and solutions within the field of mechanical reliability and machinery.
- Make daily site visits / sales calls to grow MES business within customer accounts. Some accounts will be assigned, but new accounts can and will be added regularly. This includes visiting sites of all different industries (e.g. refining, specialty chem, petrochem, offshore, midstream, pipelines, pulp and paper, energy plants, etc…)
- Perform lunch and learns and/or sales presentations with customers in order to sell the MES product and service portfolio.
- Perform walkdowns onsite (with MES SME if needed) in order to document and qualify the technical details of the opportunity
- Qualify opportunities with the customer in order to provide the quotation details to MES Inside Sales for budgetary estimate/proposal for purchase, based on the stage of the sales cycle. This includes setting up sales meetings face to face, performing equipment walkdowns to gather data, and having follow up meetings with the customer to confirm scope.
- Work with the MES Inside Sales team and the customer to make sure proposals are accurate to the scope that was expected.
- Make frequent contact with customers with whom you have given proposals in order to push it to a closed won.
- Maintain records of active opportunities within Customer Relationship Management (CRM) platform Salesforce throughout the entire opportunity lifecycle. Keep all opportunities up to date according to the MES Salesforce Guidelines.
- Represent the MES BU to the general John H Carter Account Managers and help them grow the MES business among their accounts. Utilize their existing relationships to increase the MES footprint at their accounts. Educate general account managers on the MES product and service portfolio.
- Support MES Sales initiatives, marketing campaigns and roadshows.
- Understand and navigate the Emerson organization and its ability to impact sales and support efforts.
- Support recurring activities such as regular cadence calls, both internal, with Emerson, and with customers, as well as annual assigned account business plans.
- Other duties as assigned.
- Candidates can be located in Baton Rouge, Mobile, Lafayette, Metairie, or Lake Charles.
Education
Required:
· High school diploma
Preferred:
- Bachelor’s Degree, preferred curricula such as Mechanical Engineering, Industrial Engineering, Electrical Engineering, or General Business.
- Associate / Technical Trade degree
- Equivalent years of directly-related experience
Experience
Required:
- Proven external sales record with commercial and technical experience in similar industry.
- Relevant formal engineering education with ability to understand and sell solutions profitably.
- Proficient in Microsoft Office suite (Excel, Word and PowerPoint).
- High level of attention to detail and the ability to learn technical concepts and communicate effectively.
Preferred:
- Prior experience in Salesforce CRM
- Customer service experience
- Proven track record and successful history of achieving goals and sales targets.
- Ability to multi-task, prioritize, and manage time effectively
- Basic business acumen
- Experience in general accounting processes
PLEASE NOTE: John H Carter Company is not accepting unsolicited assistance from search firms/employment agencies for this employment opportunity. Please, no phone calls or emails to any employee of John H Carter Company about this opening. All resumes submitted by search firms/employment agencies to any employee at John H Carter Company via-email, the Internet or in any form and/or method without a valid and executed search firm agreement in place for this position will be deemed the sole property of John H Carter Company; no fee will be paid in the event a candidate is hired by John H Carter Company as a result of the unsolicited referral or through other means.
If you wish to become an approved agency to assist us in our employment efforts, please submit your request to careers@johnhcarter.com.
