The Field Sales Engineer is responsible for obtaining annual sales program for a specific sales territory. The incumbent develops new accounts, markets, and sales of new products in accordance with the Company's Business Plan; Maintains highest level of knowledge of Company's products, their applications, services and policies; Services all customers within the assigned territory; Provides Company management with market information and competitive updates. The Field Sales Engineer is the steward for all Unifrax products purchased by the Account (not only the products in their segment of responsibility).
Maintains cognizance of all market influences. Operates within assigned budget. Manages channels of distribution. Penetrates and develops new accounts while maintaining existing business and integrating product/process and application knowledge into successful territory plan. Calls on prospective customers, provides information and demonstrations. Assesses customer requirements and competitor activity. The Field Sales Engineer only receives sales credit for the segment they are responsible for. During every visit, the Field Sales Engineer is responsible for checking on all Unifrax business, even though they are not directly responsible for those sales. The Filed Sales Engineer is like the "Quarterback" of a football team. After each Sales Call or "play", the Field Sales Engineer writes a Meeting Report which calls the next “play”. The next “play” may be to call in the Field Sales Engineer from a different business segment to work on a hot Opportunity.
Responsible for Territory Management; develop and execute sales plan (create strategies to penetrate key competitive accounts), provide accurate forecasts, collect competitive information (communicate to marketing); efficient management of time; maximizing exposure with customers using loops and cloverleaves; targeting nine (9) scheduled face to face calls each week; Utilize Knowledge Based Sales Model to develop trust by becoming the knowledge source for your customers.
Continuously improve technical application and product knowledge, selling skills, presentation skills and negotiation techniques. Responsible includes making technical presentations to large audiences; Attend and actively participate in sales meetings, product seminars and trade shows.
Present special programs: marketing/advertising programs, new products, training and educational seminars (ie. Lunch & Learns).
Manage and resolve issues and complaints: quality, delivery, AR and obsolescence.
Sell all products but concentrate on those contributing higher standard gross margins.
Maintain CRM Opportunities, Accounts and Contacts, F2F Meeting Reports, Activities, Key Account Plans, etc.
Complete expense reports on time and under budget.
B.S. Degree, Engineering preferred, MBA preferred. Education and training in selling and negotiations skills is preferred.
Demonstrated sales experience and success selling technical materials or products
Motivated with strong desire and ability to build relationships.
Knowledge of CRM & ERP systems, Incoterms, products and applications, competitive products, and drawings is preferred.
Knowledge of industrial markets: chemicals, aluminum, steel, ceramic & glass, commercial construction, heat treating and other processes and markets we serve is desirable for future growth within the Company.
Proficiency in Microsoft Office Suite, Financial Statement Analysis, and Salesforce CRM.
50% overnight travel.