Sales Engineer - Industry

Hutchinson•Auburn Hills, CA

10h

About The Position

SUMMARY: This position is responsible and accountable for sales activities to Industrial OEMs, Tier Suppliers, and Distributors for accounts and/or territories assigned by the Sales Manager Industry. This includes revenue and gross profit forecasting, developing sales strategies, customer development, customer relations, negotiating contracts, etc. The Account Manager/Sales Engineer participates in the development of department and personal goals and works closely with the management team to support the company’s goals. The Account Manager/Sales Engineer works closely with the Sales Manager to develop the sales plan for his/her accounts to fulfill revenue and profitability goals and ensure maximum sales volumes of the company’s products and services. He/she is responsible for developing and expanding markets for the company’s products and works closely with Product Development and Application Engineering to develop products to support prospective and existing customer needs. He/she also works closely with Inside Sales Representatives and Customer Service personnel to ensure accurate, complete, and timely communication with customers, and work closely with plants departments to ensure good service (Quality, Deliveries, Payments) to his/her customers. ESSENTIAL DUTIES AND RESPONSIBILITIES: Perform North American sales activities of Hutchinson Belt Drive Systems as assigned by the Sales Manager. Participate in the development of sales strategies for Nafta sales. Aggressively grow the sales to the OEM, Tier, and Distribution Industrial markets as assigned. Negotiate contracts and sales agreements. Participate in the formulation of short-term and long-term action plans that support company strategy. Comply with the individual yearly objectives agreed with the Sales Manager, to support company strategy. On a regular basis, monitor and report progress toward individual and company objectives. Meet or beat forecasted sales and profitability goals. Continuously evaluate systems and procedures and recommend improvements. Assist Product Development and Application Engineers to develop technical product solutions that meet customer needs. Develop and maintain the pipeline of RFQs for new business opportunities. Consults with Product Development, R&D and/or Manufacturing Engineering in the preparation of pricing RFQ’s. Perform the benchmarking of his/her assigned markets in order to define and justify an appropriated price level Monitor the technical evolutions and/or competition trend of his/her assigned markets. Provide customer support through technical knowledge of products and their use in the industry, technical trends and competitor strengths and weaknesses. Respond to internal and external customer requests for technical information for company products and their sales upon application engineering support. Assess potential sales of company products and offers solutions based on customer needs. Creates and conducts proposal presentations and RFQ responses Maintains accurate records of all pricing, sales and activity reports submitted to customers. Manage timely accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin. Must stay current with international variances in cultural and legal issues as pertaining to sales. Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team. Maintains contact with all clients in the market area to ensure high levels of client satisfaction. Demonstrates ability to interact and cooperate with all company employees. Act as liaison between Manufacturing and/or Engineering and/or Finance on customer complaints or any other special issues. Provides timely feedback to senior management regarding their performance

Requirements

1-3 years of experience in sales account management
Bachelor’s degree or equivalent.
Have the aptitude to understand technical requirements and solutions (prints, specifications, etc)
Goals and results oriented.
Have a strong sense of urgency, pro-active, take-charge, self-starter operating style.
Able to travel over 50% of the time.
Able to travel to Europe, Mexico and Canada. (passport required)
Excellent verbal communication skills.
Excellent written communications skills.
Proven negotiating skills.
Assertive, achievement orientation
Speaks English.
Ability to apply advanced mathematical concepts such as exponents, logarithms, quadratic equations and permutations.
Ability to apply mathematical operations to such tasks as frequency distribution, determination of test reliability and validity, analysis of variance, correlation techniques, sampling theory and factor analysis.
Must be proficient on spreadsheet applications, word processing and presentation software– WORD, EXCEL, OUTLOOK, etc.
Must be familiar with internet research and the use of e-mail.
Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Nice To Haves

Experience selling to Industrial OEMs, Tier Ones, Distributors and others.
Market development experience.
A team player.
Nafta sales experience.
Technical product application sales experience.
International/inter-cultural company experience.
Entrepreneurial, open to new ideas, able to develop new strategies.
Has a positive “winning” attitude; “we make it possible.”
Possesses a strong customer satisfaction attitude.
Has a persuasive, outgoing personality.
Is organized, sets goals, measures and reports performance.
Has some fundamental knowledge of rubber products and rubber processing.
Has some knowledge of JIT, logistics, and supply chain fundamentals.
Customer Relationship Management system experience.
French and Spanish is a plus.

Responsibilities

Perform North American sales activities of Hutchinson Belt Drive Systems as assigned by the Sales Manager.
Participate in the development of sales strategies for Nafta sales.
Aggressively grow the sales to the OEM, Tier, and Distribution Industrial markets as assigned.
Negotiate contracts and sales agreements.
Participate in the formulation of short-term and long-term action plans that support company strategy.
Comply with the individual yearly objectives agreed with the Sales Manager, to support company strategy.
On a regular basis, monitor and report progress toward individual and company objectives.
Meet or beat forecasted sales and profitability goals.
Continuously evaluate systems and procedures and recommend improvements.
Assist Product Development and Application Engineers to develop technical product solutions that meet customer needs.
Develop and maintain the pipeline of RFQs for new business opportunities.
Consults with Product Development, R&D and/or Manufacturing Engineering in the preparation of pricing RFQ’s.
Perform the benchmarking of his/her assigned markets in order to define and justify an appropriated price level
Monitor the technical evolutions and/or competition trend of his/her assigned markets.
Provide customer support through technical knowledge of products and their use in the industry, technical trends and competitor strengths and weaknesses.
Respond to internal and external customer requests for technical information for company products and their sales upon application engineering support.
Assess potential sales of company products and offers solutions based on customer needs.
Creates and conducts proposal presentations and RFQ responses
Maintains accurate records of all pricing, sales and activity reports submitted to customers.
Manage timely accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
Must stay current with international variances in cultural and legal issues as pertaining to sales.
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
Demonstrates ability to interact and cooperate with all company employees.
Act as liaison between Manufacturing and/or Engineering and/or Finance on customer complaints or any other special issues.
Provides timely feedback to senior management regarding their performance