Chromalox Inc. is a $220 million international electric thermal solutions business with an ambition to double in size over the next 5 years through organic and acquisitive growth. Recently acquired by the Global Spirax Sarco Engineering Group ($1.5B Annual Revenue/ $8B Market Cap), Chromalox is transforming it’s business model from selling electric heating products to providing advanced thermal solutions while integrating with another Spirax Sarco acquisition of Thermocoax, a France-based thermal electric heating business. These business actions require transformational change of the organization in terms of sales talent capability, organizational culture, and sales results.
The Outside Sales Engineer will manage assigned sales territory (focusing on high growth, strategic markets) to develop and grow volume with intent of achieving/exceeding revenue and margin target. They will manage all aspects of the sales process, qualifying new customers, cultivating relationships with our existing customers, and generating sales opportunities for our products, systems, and services.
RESPONSIBILITIES:
Qualified candidates must enjoy working in a fast-paced environment for a global company with a rich tradition and reputation for outstanding quality and service. They must also possess the following attributes:
- RESULTS-FOCUSED: Achieve or exceed revenue and growth targets through new logos and by maximizing penetration in existing accounts, and growing sales for the aftermarket (including replacement, parts, and special services).
- SEEKS NEW OPPORTUNITIES: Proactively seek and develop opportunities to build electric thermal solutions which solve our customers’ biggest challenges.
- SOLUTION SELLER: Understand the technical and business dimensions of customer challenges, opportunities and goals and co-develop solutions based on the customer’s needs and pain points. Adjust strategy and hypothesis for each client as needed.
- DEVELOPS PROPOSALS: Develop compelling business cases and proposals (including the ability to perform basic thermal calculations to determine proper heating/control requirements and design effective solutions) which demonstrate value for our customers.
- GROWTH FOCUS: Manage and grow sales within a defined customer list while also establishing new client relationships and assisting with reclaiming previous business.
- TRUST AND RELATIONSHIP BUILDER: Create “trust” with the customer and follow through on all commitments. Make things happen to satisfy customers.
- STRONG LEADER AND COLLABORATOR: Develop and maintain positive working relationships with own team and across departments (e.g., Business Development, Application Engineering, and Operations) to foster and enable the best possible customer experience.
- MARKET KNOWLEDGE: Gather updated intelligence on the market and competitor’s conditions (competitor offerings, pricing, market projected growth, solution approaches, market share, competitive position, etc.) and share intelligence with internal partners.
- STRONG COMMUNICATION AND NETWORKING SKILLS: Excellent communicator and networker who enjoys the challenge of supporting and developing relationships further to enable effective prospecting for new opportunities and sales growth.
- ATTENTION TO DETAIL: Efficiently manage and process the various aspects of the order cycle, such as order entry, approval drawings, and material returns authorizations.
- REPORTING: Develop budgets, orders and sales forecasts to support strategic and operating plans. Continuously monitor sales and bookings for assigned accounts. Maintain reports for active projects and opportunities and support monthly reporting process.
This position requires routine travel within the territory with an occasional overnight stay as needed. Expected time spent out of the office is 70% - 80%.
The candidate must be able to occasionally travel within the continental United States.
Required Skills
- Strong command of the English language (written and spoken)
- Enjoys a hardworking, fast-paced environment with technical challenges and opportunities
- Must be able to multi-task as well as possess a strong sense of urgency
- Self-motivated, driven, flexible and adaptable; results driven
- Strategic business perspective
- Strong business acumen
- Customer fanatic
- Result-oriented, able to drive, influence, and support change
- Demonstrates integrity and honesty
- Develops trust, listens, and collaborates well within and across teams
- Exceptional interpersonal, communication, and presentation skills
- Thrives in a competitive environment
- Energized by the challenge of increasing the share of wallet for existing accounts
Required Experience
- Bachelor’s Degree in Mechanical, Chemical or Electrical engineering preferred; other technical degrees considered
- 3 – 5 years industrial sales experience, preferably in the industry
- Experience articulating the value proposition to clients for complex solutions and developing winning sales strategies.
- Experience designing, analyzing, troubleshooting, monitoring and/or optimizing industrial Heating systems.
- Familiarity with products, markets, analytical tools, database & PC software