Channel Sales Engineer

Matthews International-posted 16 days ago

Full-time • Mid Level

5,001-10,000 employees

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Matthews Marking Systems, a leader in Marking and Coding Technologies, is seeking a Channel Sales Engineer for a territory that includes the states of Tenessee, West Virginia, Ohio, Pennsylvania, New Jersey, New York, Massachusettes, Rhode Island, Vermont, New Hampshire, Connecticut, and Maine. Matthews provides leading industrial marking and coding solutions globally to a wide variety of industries including, consumer products, food/beverage packaging, plastics, rubber, metals, building products, automotive and glass. We are looking for a talented sales professional (tech-savvy) to support our well established account base and develop new relationships. This position requires a motivated Sales Engineer that learns and understands the technical aspects of Matthews products and can present the value propositions for those Matthews products and associated custom solutions to potential customers. Overall Job Summary:Our ideal candidate will have experience in a solutions-based selling model and prior industrial/manufacturing experience with the skill to cultivate existing customer relationships while driving new business leads. Develop and implement sales growth plans and provide application solutions to create added value and improve our customers’ processes.

Act as the primary contact for all accounts in the sales territory. Create customer loyalty and grow the account through proactive relationship management.
Achieve budgeted sales objectives set for the assigned territory. Self-manage time and activity to ensure objectives are on track.
Propose innovative value based solutions to customers and convince them of the financial and technical viability.
Leverage internal and external technical teams to support customer needs throughout the selling process.
Find and develop applications where Matthews solutions are most competitive.
Organize and facilitate meetings with targeted prospective clients and internal teams to identify optimal services/offerings to meet prospective clients’ needs.
Responsible for developing quotations and maintaining records, within Matthews’ CRM, of customer interactions and other information crucial to the long term client relationship.
Prospect and qualify new leads and opportunities within assigned territory.
Collaborate with channel partners in staff training and developing new sales opportunities.
Maintain all assigned company assets.
Sales Engineer is home office based, reporting to the Regional Sales Manager.
Participate in regional and national trade shows as requested.

Bachelor’s Degree in engineering, business, or related technical field; or an equivalent combination of education and experience sufficient to perform the key responsibilities of the job.
3+ years of progressive industrial / manufacturing sales experience.
Familiarity with manufacturing environments containing factory automation, material handling equipment, motion control, machine vision, PLCs, HMIs, and associated networking protocols.
Ability to navigate corporate purchasing, engineering, operations and maintenance as part of the vendor qualification processes for industrial equipment.
Prospecting with companies perceived to have potential marking/coding requirements.
Develop sales approaches matched to the customer's needs and objectives.
Strong analytical, prioritizing, interpersonal, problem-solving, presentation, budgeting, project management (from conception to completion), & planning skills.
Strong verbal and written communication skills (including analysis, interpretation, & reasoning).
Solid understanding and application of mathematical concepts.
A high degree of proficiency in MS Office Suite, Outlook & Internet applications.
Ability to use Salesforce CRM to forecast, track and manage opportunities.
Ability to develop and maintain collaborative relationships with peers and colleagues across the organization, as well as, internal and external clients.
Ability to work well autonomously and within a team in a fast-paced and deadline-oriented environment.
Self-motivated with critical attention to detail, deadlines, and reporting.
Travel either locally, nationally, and/or internationally required. Has and maintain a safe driving record.

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