Sales Engineer - MI

Nidec Motor Corporation•Eden Prairie, MN

About The Position

We begin with dreams. Dreams drive our motivation. Dreams are our future. The world's dreams, people's dreams, our dreams. Our passion creates ideas that make dreams come alive. Technology and products that were only dreams become reality. All for dreams. Dreams challenge and the Nidec-Group will continue to meet the challenge. For the world's and people's tomorrows; the world's first, the world's best technologies and products; we will continue our part in creating a better society. Job Summary Generate Sales Growth for the Company's portfolio of Control Techniques and KB Electronics brands of variable frequency drives, servo systems, motors, and services to meet booking goals for accounts served directly and through distribution by this position. Role is focused on New Business development with heavy emphasis on identifying, engaging, and winning new customers – the ‘hunters’ of the Company.

Requirements

Four year technical or engineering degree (BSEE, BSE, BSEET, BSME, BSMET preferred) OR 5 additional years of experience selling drives or motion control
7 years of experience in the automation field
Previous experience working with Distribution Partners to grow sales
Excellent verbal and written communication skills
Must be proficient in Microsoft Office Word, Excel, Powerpoint, and Outlook.
Ability to work independently and with a team
Ability and desire to prospect new customers
Demonstrated order growth performance
Must be a self-starter

Responsibilities

Conduct daily sales appointments to existing and prospective customers to promote Nidec Drives solutions, with a focus on in-person meetings.
Present Nidec Drives product features and benefits, respectively, of an application, to win against our competition.
Qualify opportunities to prioritize the focus of time and resources
Ability to collaborate with field applications engineers to solidify the presales technical qualification portion of the sale and understand the right point in the sales cycle to engage them.
Focus on moving opportunities through the sales cycle with an emphasis on opportunities that we have the highest chance of closing.
Develop and maintain a sales plan for assigned territory/accounts that meets or exceeds the order plan and grows market share.
NEW business development of target accounts is a key activity. Primary growth verticals may steer this development in conjunction with Nidec Drives' strategy of segmentation, focusing on Channel, Machine Builders, and HVAC/Flow with the regional director (RSD) for the territory.
Demonstrate prospecting capabilities, leveraging prospecting tools within the Company. Identify a list of target accounts for direct soliciting, as well as those for marketing campaigns to support the territory growth strategy.
Conduct joint-prospecting sessions with Channel partners, helping to ‘Hunt’ and leverage the channel to ‘farm’ opportunities.
Develop and maintain proficiency in the Company CRM System (Salesforce); create and maintain up-to-date project opportunity pipelines to adequate levels to support close rate and quarterly/annual targets
Maintain knowledge and tracking of OEM and End User accounts in CRM, which are brokered through the Channel. This means that projects and key concerns are understood through a relationship with the OEM/EU directly, or via a partner, and tracked in CRM.
Key Performance Indicators will be centered around: Project Opportunities to Close, New Business Development Customers, New Customers in Fiscal Year, Must Win Large Opportunities, Customer Visitation and Sales Calls, and any other KPI’s required by Regional Sales Director
Provide on-time Weekly Reports per the Regional template, submitted to RSD, including weekly updates to the Month Forecast KPI’s, key actions from the current week, and key areas of focus for next week
Complete commercial and technical training on products across the portfolio, demonstrating technical aptitude to solicit, and field customer application (technical) questions related to general sizing, selection, mode of operation, and best practices for general purpose, high performance, and servo variable frequency drives and related configuration software(s). Be able to demonstrate Company standard demo equipment and train customers in applications, features and benefits of products including the distinctive selling points to market competitors.
Aggressively follow up on all leads and enter the results in the company’s CRM system. If provided a Company vehicle for field sales calls, maintain vehicle in top condition, and maintain a professional and clean presence in reflection of Nidec
Support assigned distributors in conjunction with Inside Sales with joint sales calls and training to amplify efforts and drive growth in the territory. This includes ‘sales training’ on HOW TO sell Nidec Drives’ portfolio items and not necessarily commissioning of products.
Keep current on all Company products from a technical, application, pricing, and selling benefits standpoint. Further, demonstrate technical competency in the Industrial, HVAC, Pumping, and General Automation market applications relating to customer technical goals and how the Nidec Drives product portfolio can be applied to include products from other Nidec businesses. To include software and hardware.
Demonstrate good judgment and adeptness at analyzing facts, problem solving, decision-making and communication skills.
Generate and present to customers written quotations and proposals for the Company’s products and services following current pricing and sales policies.
Assist with sponsored trade shows as requested.
Learn and follow current Company Sales processes, including sales policies.
Join and remain in good standing as a member of any professional organization that represents a significant industry the Company serves.