The Sales Engineer is responsible for developing deep customer relationships and the management of assigned customers and rep groups. This position is accountable for developing and executing sales plans that achieve the company’s revenue and profit targets through sustained top-line growth and bottom-line profitable sales. This Sales Engineer is the technical product expert possessing a deep technical understanding of the products Server Products develops and markets. The SE is a master at leveraging their sales and technical expertise to provide the best product solutions for their customers. They create and deliver powerful presentations and product demonstrations, manage all technical aspects of RFP/RFI responses, communicate customer needs to R&D team, and collect competitive intelligence. A successful candidate in this role must be hungry for the sale, results-oriented, and is purpose-driven individual who is guided by our corporate and business development team’s imperatives.
REPORTING STRUCTURE
This role reports to the Director of Sales & Marketing and is located on-site in Richfield, WI.
RESPONSIBILITIES
• Develops and executes 12-to-18-month business plans with clearly stated Objectives, Goals, Strategies and Measurements, in alignment with the company’s goals and objectives.
• Deliver assigned sales and profit targets by increasing the company’s income through sustainable top-line growth and bottom-line profitable sales.
• Is a technical expert who possess a deep understanding of both the functional and technical aspects across all Server products to ensure he/she is delivering the best possible solution for a customer.
• Owns the customer relationship by developing a value-added alliance through aggressive account penetration across all levels and key decision-makers.
• Provide Voice of Customer and Fact-based data to qualify sales projects aligned to our growth strategy while leveraging our Core Four Deliverables and Six Critical Skills.
• Ensures Reps Group alignment to support growth strategy by developing Rep-specific OGSMs, providing the training, and internal support to drive Rep group performance to a level that achieves assigned goals and objectives.
• Is fact-based in the development of assigned accounts and has a constant hunger for new opportunities, enhancement, and ideas that deliver company’s core 4 principles across our customer’s operations to drive:
o Alignment between Customer and company business strategies.
o Account penetration, developing cross-functional relations with key decision-makers at different levels.
o Fact-based decision making, identify underlying drivers to build ROI business case.
o Challenge the status quo to improve our speed to market.
o Focus on the end-users (assigned chains and food manufacturers) 75% or more of time to develop business opportunities.
o Solution-based selling by successfully identifying and matching customer’s needs.
• Deliver powerful product presentations/demonstrations to customers that highlight our value-added features and explain the benefits of products. Able to clearly articulate the uniqueness of our value proposition to the customer. Overcomes technical and business objections of prospective customers to win the business.
• Promptly respond to customers' technical questions regarding our products' features, applications, technology, and recommended cleaning options.
• Attends approved trade shows, chain conferences and national trade shows. Provide feedback to Customer Marketing and Business Development Leadership on the value of the show or conference vs. cost of attending/exhibiting.
• Develop a strong understanding of the customer base, market and individual customer needs while building and maintaining customer relationships. Collect and document competitive intelligence.
• Manage all technical aspects of RFP / RFI responses.
• Collaborate with the engineering department on customers’ requests and feedback; effectively communicate customer needs to the R&D team for future product enhancements.
• Performs other duties or responsibilities as requested or required.
REQUIREMENTS
• Bachelor’s degree in engineering or related field preferred.
• Minimum of 2 - 4 years of related experience in manufacturing, industrial, or engineering sales.
• Ability to travel up to 25 – 30% of the time.
• Excellent verbal and written communication skills with internal and external customers at all levels of the organization providing courteous, timely, and accurate information.
• Excellent sales and presentation skills with a proven ability to explain technical products to non-technical audiences.
• Ability to learn and apply engineering, technology, or other related principles to product sales.
• Strong planning & organization skills, along with critical thinking skills for problem-solving.
• Ability to forge strong, long-lasting relationships with customers.
• Strong time management and organization skills to manage and prioritize multiple projects
• Working knowledge of Microsoft Office, especially Word and Excel. Experience with customer relationship management (CRM) software and Enterprise Resource Planning (ERP).
POSITION BENEFITS
The compensation package for this position is commensurate with experience and includes an attractive base salary with annual bonus incentive and a competitive PTO and benefits package.
