Product Sales Specialist (65300)

SPX FLOW•Delavan, WI

About The Position

The Product Sales Specialist will be responsible for supporting SPX FLOW sales objectives and the Distributor sales groups in selling and promoting APV Homogenizers. The PSS must be able to objectively look at the overall picture and make decisions that are best for the entire company when faced with having to make decisions without consultation and will be expected to maintain good relations with all parties involved. The PSS will be responsible for maintaining and expanding influential relationships with channel partners to maximize sales in their given territories. You will play an integral role in growing SPX FLOW's revenue and profits, by adding value to our channel partners and end-user customers. You will gain a comprehensive understanding of the territory in terms of customers, competitors, industries, and trends as they relate to SPX FLOW's diversified Nutrition and Health Product Portfolio. It will be your mission to acquire new business opportunities with new and existing customers to meet aggressive business growth plans. The ideal candidate will have a strong market and customer focus and be able to translate this into clear business strategies to generate growth.

Requirements

Exhibit proficiency in Consultative Selling, strive to understand the customers' needs and motives, and be adept at selling the value proposition of the optimal solutions.
Excellent communication, presentation, and networking skills.
Monitor Sales both looking at Past and Present trends.
Utilize CRM to manage funnel of opportunities.
Handle sales of higher complexity, as the opportunity dictates.
Require detailed product knowledge of SPX FLOW and competitive products to converse intelligently with distributors and end-users.
Ability to represent the company and the product lines in a confident manner in order to maintain and increase sales volume.
Influence cross-functional teams.
Read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.
Solid understanding of business, financials, and products/services.
Participation in industry events such as trade shows and seminars.
30-50% Travel
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, and volume.
Require a valid automobile driver's license in the state of residence.
Requires detailed product knowledge to converse intelligently with distributors and end-users.
Five to seven (5-7) years related technical experience or equivalent combination of education and experience.
Associates (AAS) or bachelor's degree (BS) in Engineering from two or four-year college or university preferred

Responsibilities

Proactively networks and develops sales opportunities
Collaborates with channel partners and promotes and open exchange of information thought the sales process
Proactively approaches business/social interactions to expand contacts and opportunities
Increase sales to existing accounts: Expand business via cross selling. Expand relationships and networks within existing accounts. Share points of view and/or suggest innovative/creative ideas for customers. Holding our channel partners and internal SPX FLOW teammates accountable to mutually deliver on our commitments and grow our partnership.
Implement key product and market initiatives working closely with the appropriate Global Product Manager(s) and SPX FLOW Sales Team.
Present to end-users, engineering firms and contractors in support of Sales objectives and SPX FLOW and Distributor personnel to promote and educate the customer on the features and benefits of our product lines, and to apply the specific product line into the customer's system/specifications.
Conduct Engineering Firm and End-user presentations, as well as channel partner training with emphasis on product quality and features, value-added selling and profitable growth throughout the channel.
Identify and implement new opportunities for product extensions and new project opportunities.
Attend to and advocate for customer needs: Prioritize customer satisfaction as a primary objective. Achieve results by understanding the customers business, empathizing with their challenges and developing a plan to meet their needs. Maintain personal control over sales and delivery processes identified as top priorities by customer. Make service solutions a top priority, let customer satisfaction drive the solution.
Determines, builds and reinforces professional credibility with buyer and influencers.
Provide technical support and resolve problems (policy, performance, warranty, etc.), and provide answers to questions from distributors and customers.
Target and quality prospects by assessing interest level and fit
Probes artfully around profitability, capacity and readiness to buy
Focuses energy on viable opportunities and disengages with or defers to channel prospects who are not currently a good fit for SPXFLOW's strategic vision
Collaborates across multiple functions with key internal stakeholders to scope opportunities accurately
Identify the customer values and attitudes that fit with SPXFLOW products and ensures alignment
Quickly and accurately qualifies channel opportunities
Spends the time that is appropriate for the size and potential of each opportunity
Uses analytical rigor to target, scope and build the business case for specific opportunities
Closes sales with win-win outcomes
Always stays ahead of evolving objectives of all parties to achieve win-win goal
Confirms points of leverage and negotiation with key internal stakeholders before engaging in negation with customer
Focuses specifically on points open to negotiation, negotiating on business outcomes rather than price
Keeps the sales process form stalling by taking control and focusing the customer on incremental steps leading to buying decisions
Recognizes and adapts to evolving objectives of all parties
Represent Company at trade shows and other professional activities.
Develop and maintain comprehensive technical knowledge of products, applications, features, advantages, and benefits.
Remain current with relevant internal and external training and development.
Develop and maintain a high level of product knowledge of SPX FLOW and competitive products.
Plan daily, weekly, and monthly work schedules, prepare required reports, write correspondence, make appropriate telephone calls and file paperwork.
Maintain contact with the responsible representatives in the Customer Service, Engineering, and Production Departments regarding customer related questions and concerns.
Regularly present project opportunities (scope, timeline, project value, win/loss probability) to SPX FLOW Sales Team.
Have a drive to win.