The Sales Engineer at Dearing Compressor & Pump Co. is the #1 customer-facing person for our industrial clients. We see this as one of the most important services we provide to our clients - an expert who becomes an extension of their team helping to solve real-world problems of moving air and fluids to make, build or keep things running in their operations.
Our Sales Engineers work in the industrial and manufacturing world to help manufacturing engineers, systems engineers, maintenance professionals, corporate buyers and plant managers keep their businesses making products to specification. We focus on working with our clients when they need it by finding solutions to repair, maintain or replace air compressors and pumping solutions for applications in their environment.
ESSENTIAL DUTIES AND RESPONSIBILITIES
include the following. Other duties may be assigned.
Sell rotating equipment (air compressor and pumps) products, MRO services, parts.
Meet monthly, quarterly and yearly targets and goals.
Consult with clients to find the best-fit solution to meet customer need.
Gather a deep understanding of their needs, both short-term and long-term.
Utilize internal company, external consultants and vendor resource to create the best possible solution.
Develop a best-fit engineered solution for quotation.
Work within a defined territory to efficiently grow the market.
Ensure customer satisfaction, including through understanding how to best utilize internal company and vendor resources.
Develop an expertise of company product lines to understand the best possible product application to meet customer needs.
Account development and penetration.
Ensure every account is completely canvassed and deep customer relationships are established across key functions in operations, engineering, maintenance, leadership and purchasing.
Support Internal Company Operations.
Maintain customer accounts for reporting, use resources to generate engineered products specification and quotation, maintain required (minimal, but still required) summary activity reporting, attend virtual weekly sales meeting, in-person vendor and company meetings as scheduled.
SALES ENGINEER KNOWLEDGE, SKILLS AND ABILITIES
Time/Calendar Management. Understand how to integrate multiple inputs from internal and external customers to meet sales and company objectives.
Territory Management. Develop an efficient, systematic approach to successfully managing a territory to maximize production, minimize ‘windshield time’ to meet sales and company objectives.
Sales Prospecting & Lead Generation. Exceptional tenacity, system and demonstrated success in finding sales prospects, developing 1:1 and organization-wide relationships with customer prospects to be able to find leads to quote.
Sales Management. Proven experience working sales lead to closed opportunity to completed project properly utilizing internal company and vendor resources.
Account Management. Maintain developed relationship with customer 1:1 and organization-wide relationships, expand relationships within accounts over time and maintain a consistent level of customer satisfaction within accounts.
Presentation Skills. Research, compile, design and deliver compelling presentations to win or maintain customer business as needed.
Written skills. Proven experience successfully crafting technical, persuasive, informative and clear communications across various platforms (email, text, digital, etc.).
Digital Competency to work on CRM’s, advanced databases, communication platforms like cloud-based tools, email, texting, etc.
Technical sales process.
Managing multiple projects (switch-tasking) in tandem to completion.
Data entry accuracy. Maintain customer account information in company CRM.
Computer ability. Navigate basic pc and internet systems, business-level use of MS-Office (PowerPoint, Word, Excel and Outlook).
Sales orientation. Build, implement and consistently execute a sales plan in alignment with territory and company goals.
Customer Service orientation. Understand our customer’s existing and future needs to find solutions for their satisfaction and to maintain long-term relationships.
Proven tenacity in sales prospecting for lead generation success.
Proven success managing full life-cycle sales (lead to account management).
Ability to read, decipher and take-off from schematics for project estimation and management.
Ability to drive a vehicle for extended periods of time to attend meetings.
Ability to drive in territory with an unrestricted license and a fully-insured vehicle.
Ability and willingness to successfully pass initial, routine, periodic and random drug screenings as required by company and client security requirements.
Ability to pass required background screening as required by company and client security requirements.
Ability to lift and/carry 25-50 pounds for limited periods, as needed.
Qualifications and Skills
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor’s or Associate degree in science, engineering, math, finance, accounting, or other analytically-oriented field of study OR equivalent proven work experience and training.
3 to 5 years of outside B2B sales in a defined market.
3 to 5 years of hands-on experience of either the rotating equipment market or an equivalent B2B technical product where an understanding of selling to an engineered or technical specification is required.
3 to 5 years of project management or other account management experience.
Proven experience in project leadership, self-direction, time management and utilization of resources.
Professional-level interpersonal, written, digital and verbal presentation and communication skills.
Must be able to travel locally within a defined market as required 50-85% of the work week.