Sales Engineer EE

SCOPE OF THE POSITION

Implement the Business Plan with defined Sales & Profit objectives together with clear tactics for the market units serving our customers.  Manage Customer relationship at defined Accounts including Engineering, Purchasing, Quality & Manufacturing.  Work closely with Market Units, Engineering & Sales Management to serve customer/ client objectives.  Seek out opportunities for profitable growth using existing & new products and services.

Execute field tactics and action plans that are consistent with our business and marketing strategies and which will result in achievement of our sales and profit objectives for the region.   Apply a consultative selling methodology to establish client as a friction management provider who assists strategic distributors and end customers in meeting their own business objectives.   Leverage long standing relationships with these accounts to grow sales and market penetration in the region.

Develop, maintain and grow effective customer relationships by maximizing face-to-face time, executing. Develop negotiations skills by participating in customer negotiations; grow ability to develop pricing. Understanding of client value and learn how to leverage this to maximize price and grow and protect business.

RESPONSIBILITIES:

• Achieve Business Plan objectives for the region
• Identify key market opportunities for client products, and evaluate market potential for the region.
• Sales Plan Execution: Collaborates with manager to develop customer-based sales plan including sales, won/lost business, pricing plans, new business attainment
• Build and maintain robust relationships with all authorized distributors and customer personnel. These relationships are critical in defending existing business and gaining access to competitor business
• Manage Distributors as directed by manager including:
• Analyzing and Setting annual distributor purchase targets;
• Set objectives and strategy with distributors to committing to specific action plans;
• Document all end user accounts, business potential, buying habits and define strategy for profit growth;
• Provide training support to industrial distributors in areas of basic technical product knowledge, general good maintenance practices and product installation, commercial information on applications, target industries, value selling, etc.
• Annual Measurement /evaluation of distribution partner performance
• Extends range of product or service relationships with major end-use customers to grow revenue
• Develops plans and proposals to meet customer needs and achieve revenue objectives
• Development and maintenance of records pertaining to distributor relationships, business plans, tracking and measurement of agreed objectives, incentives and supporting action plans
• Provide monthly sales figures
• Communicate effectively to client organization regarding internal requirements to meet agreed targets
• Evaluates competitors’ products and selling/market strategy
• Through an understanding of customer drivers, builds ability to influence customer decisions pertaining to new solutions, products and prototype applications. Promotes and presents ideas and proposals to major end-user Customers
• Builds sales competencies in discovering hidden customer needs, representing customer needs, handling objections, etc.
• Facilitate customer interaction and coordinate with Marketing, Customer Service, Customer Engineering, Manufacturing, Supply Chain and other functional areas
• Works with Customer Engineering on complex system analyses, including bearing selection on non-standard part number or types
• Obtains application details from customers (including new or a typical design)
• Gather and submit customer and market knowledge
• Project Assignments: Responsible for projects as assigned and directed by Direct Manager

 MINIMUM REQUIREMENTS

• Mechanical Engineering and / or a BSc Mechanical degree and / or B. Tech (Mechanical) or country equivalent.
• At least 3-5 years’ experience in a related Sales/Engineering function within a manufacturing/industrial industry.
• Proven history of sales results, successful problem solving and the generation of new opportunities.
• Solid market and sales knowledge of the region
• Project / contract management experience will be advantageous
• Proficiency in MS Office
• SAP & CRM system experience will be advantageous.
• Proficiency in business English, speaking and written communication.  
• Fluent in English: ability to compose own correspondence in English. (e.g. letters, reports, proposals, quotations).
• Experience in an American multinational company will be helpful
• Flexibility - willingness to travel to 50-75% of the time
• The incumbent must be a citizen of South Africa
• Unendorsed driver’s license