Sr. Sales Engineer

Boston, MA

Post Date: 06/30/2017 Job ID: KP11090 Industry: Manufacturing/Engineering

Sr. Sales Engineer

Multiple Locations: Boston, MA / St. Louis, MO / Detroit, MI / San Jose, CA


Responsibilities

  • Call on top channel partners, existing direct accounts and new OEM's to acquire new business.
  • Identify new customer opportunities and determine needed resources to close new business and generate additional revenue.
  • Identify and qualify potential accounts that match the company’ s product and application competencies, including company Killer Applications (KA).
  • Plan and lead joint sales calls to direct accounts and Channel Partners per MMP, seeking new orders and maintaining customer relations.
  • Develop & implement MMP's with each Channel Partner.
  • Protect and grow existing direct accounts and newly transferred Channel Partner and OEM sales.
  • Drive Channel Partner focused product sales.
  • Drive IQ, Motion, A700 VFD sales through new ASPP distributors.
  • Attain monthly and yearly sales goals established by management
  • Oversee smooth transfer of direct accounts under $50K to Channel Partners and smaller distributors.
  • Ensure smooth transfer of commercial and technical support for distributors (<$500K) to Customer Care Coordinator and the Technical Assistance Center (TAC).
  • Conduct monthly Channel Partner & Customer training events (GOT Motion, GOT MES)
  • Review and prepare documents to meet customer specifications.
  • Maintain a high degree of technical knowledge relevant to that required to fulfill job responsibilities.
  • Understand products, applications, markets and customers to better recommend solutions to prospective customers
  • Represent a professional, ethical and socially responsible manner with customers.
  • Successfully build relationships (internal and external) with customers to achieve assigned sales and corporate goals.
  • Document activities in CRM and complete reporting timely.
  • Forecast monthly and annual business plan showing projected sales and quotas.
  • Perform other duties as assigned.
Required Skills

  • 4 year Engineering Degree (BSEE, BSME) or equivalent experience
  • Minimum of 7 years field sales and/or technical application experience
  • Minimum of 3 years Application Solution Sales Experience at End User, and OEM customers
  • Sales experience with some or all of the following applications is a Plus
  • PLC’ s, HMI’ s, Industrial PC’ s, Software, and interfaces, Motion Control (servo) and VFD (inverters)
  • Product knowledge/application experience in CNC, PLC, VFD, OIT, Servo/Motion products required
  • Ability to excel within a developmental/Top-Down, solution selling model
  • Ability to sell both direct accounts and through a distributors; understanding of distributor model
  • Solid leadership skills
  • Solid written and verbal communication skills, including presentation skills and proposal writing.
  • Organization skills to manage schedule and travel in territory
  • Computer proficiency - knowledge of MS Office (Outlook, Word, Excel)



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