The Contractor Sales-Hybrid Sales team member has the primary responsibility of driving sustainable sales of HMT Products to clients and stakeholders. In this role, they will be expected to gather the appropriate information for proposal or budgeting estimates, create thorough, customized proposals based on SOW, accurately execute transactions within the HMT Systems (including CRM), and assist accounting with timely invoicing. This position reports to the Outside Sales Manager or Major Projects and will be based in Tulsa, OK or Tomball, TX.
ESSENTIAL FUNCTIONS
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. • ASSIST WITH SALES OF HMT PRODUCTS o Manage information gathering to provide proposal or budgetary estimate o Review bid documents/RFP/RFQ to determine project requirements o Complete product cost estimates (cost books, RFQ in POS, etc.) Obtain custom pricing on non-standard items (from Technical Services, Blackwell, etc.) o Accurate & timely execution of job setup and transactions • SALES PLANNING AND STRATEGY o Understand competitive situation within each potential customer, including current tank contractors and product & service providers o Understand key business drivers of each potential customer in the tank construction and maintenance areas (e.g., do they buy based on price, quality/long-term cost-of-ownership, customer service, technical support, etc.?) • SALES ACTIVITIES o Conduct sales-related activities in person and by email & phone to promote HMT products and services to potential clients; including but not limited to: Cold calls (rare) and introductory presentations Presenting HMT products and service capabilities for both generic (e.g. lunch & learn, intro presentations) or tank-specific opportunity situations Consulting on specific tank opportunities to position HMT as a primary technical advisor for the project Effectively handling technical inquiries to get the customer rapid, accurate and effective response to technical questions o Develop and strengthen relationships with key decision makers and influencers to further advance our presence and sales objectives within each customer; including but not limited to: Social interactions at conferences, trade shows, and customer outings Social outings, meals, golf, etc. (that are reasonable and customary, in line with HMT's policies for meals & entertainment) for the purposes of fostering customer relationships or expanding network to develop additional sales opportunities Conduct customer interactions with the purpose of gaining accurate assessment of their satisfaction with HMT's products and services (using HMT's QP-020 tool kit) o Understand customer needs and assist customers to select the right equipment and/or services for their applications o Collaborate with other regions and support cross-regional sales efforts o Remain knowledgeable of company's products and solutions to be effective in sales efforts • BUDGETING, FORECASTING AND MANAGEMENT COMMUNICATION (CRM/SALESFORCE) o Provide timely and directionally accurate market activity information, including forecasts and market condition information to assist management with making business decisions o Regularly update all opportunities and leads in Salesforce to maintain good data and forecasting visibility o Provide market condition information as requested
COMPETENCIES
SUPERVISORY RESPONSIBILITY This position does not have supervisory responsibility.
TRAVEL Up to 30% travel is expected for this position.
WORK ENVIRONMENT This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
REQUIRED EDUCATION AND EXPERIENCE
PHYSICAL REQUIREMENTS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.
This position requires the ability to occasionally lift office products and supplies, up to 20 pounds.
OTHER DUTIES
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.