Job Description
SALES ENGINEER - PROCESS AUTOMATION SPECIALIST - WESTERN U.S.
POSITION SUMMARY: Create and implement sales plans with new and existing customer to meet or exceed annual sales goal objective of Automation and Controls within assigned sales territory.
OBJECTIVE: To deliver sales growth through attainment of monthly sales goals mutually agreed upon with the Director of Sales and Marketing.
ESSENTIAL DUTIES AND RESPONSIBILITIES: To perform this job successfully, an individual must be able to perform the following satisfactorily; other duties may be assigned. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Develop strategies to penetrate new and existing customers to achieve sales goals.
• Develop in depth knowledge of decision-making process of major accounts.
• Develop and maintain a network of contacts within the target industries.
• Develop and communicate a needs analysis to understand problems and opportunities of the customer.
• Provide competitive information and analysis.
• Provide critical information on market changes and opportunities within assigned territory.
• Identify, define, prepare, and present solutions to the customer in the form of a technical proposal and quotation.
• Conduct and maintain the appropriate level of follow up to support medium and long cycle capital sale of control system.
• Negotiate and close contracts of sale.
• Transfer job with all required information to provide smooth transition from sales to engineering.
• Provide information critical to product development and enhancement.
• Develop and maintain a 3-month rolling forecast for the territory
• Travel to customer sites on a regular basis, estimated travel time is approximately 50-75%.
ENVIRONMENT: The responsibilities will be carried out within the current framework of WEM Automation. Support from the sales administrator and the sales administrative staff will be provided. A close working, team-based relationship with Application Engineering, Project Managers, and Operations is essential for success.
COMPETENCIES: To perform the job successfully, an individual should demonstrate the following.
ACHIEVEMENT FOCUS - Demonstrates persistence and overcomes obstacles. Measures self against standard of excellence. Recognizes and acts on opportunities. Sets and achieves challenging goals. Takes calculated risks to accomplish goals.
ADAPTABILITY - Accepts criticism and feedback. Adapts to changes in the work environment. Changes approach or method to best fit the situation. Manages competing demands.
BUSINESS ETHICS/PROFESSIONALISM - Inspires the trust of others. Keeps commitments. Treats people with respect. Upholds organizational values. Works with integrity and ethically.
CONSULTING SKILLS – Works collaboratively with others to seek out the best solutions and provides guidance to others in analyzing and solving problems.
CUSTOMER FOCUS - Displays courtesy and sensitivity. Manages difficult or emotional customer situations. Meets commitments. Responds promptly to customer needs. Solicits customer feedback to improve service. Builds effective relationships with customers identifying their expectations and seeing things from their perspective.
INTERPERSONAL AND COMMUNICATIONS SKILLS- Exhibits good listening and comprehension. Expresses ideas and thoughts in written form. Expresses ideas and thoughts verbally. Keeps others adequately informed. Selects and uses appropriate communication methods. Ability to communicate effectively and maintain positive relations with individuals at all levels, from executive to plant operations.
PLANNING/ORGANIZING - Integrates changes smoothly. Plans for additional resources. Prioritizes and plans work activities. Sets goals and objectives. Able to develop and implement plans that achieve sales and budget. Uses time efficiently. Works in an organized manner. Excellent attention to detail and accomplishing tasks through close observation of relevant factors.
PROBLEM SOLVING - Develops alternative solutions. Gathers and analyzes information skillfully. Identifies problems in a timely manner. Resolves problems in early stages. Works well in group problem solving situations. Able to identify, verbalize and present solutions to problems.
SALES SKILLS - Achieves sales goals. Initiates new contacts. Maintains customer satisfaction. Maintains records and promptly submits information. Overcomes objections with persuasion and persistence. Bring the other party to a decision and effectively close the sale. A highly skilled hunter with a proven record of successful sales. Influences others in a positive way by understanding their needs, goals and aspirations. Offers information, examples, products and services that address key issues securing others commitment accordingly. The ability to transfer knowledge and enthusiasm from WEM to potential customers.
TECHNICAL - Be a master of identifying process flow and the application of PC automation and PLC control to the process and flow.
QUALIFICATIONS: 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.
EDUCATION/EXPERIENCE: Bachelor's degree from four-year college or university in a related area; plus at least five years of experience in selling process automation and controls; or equivalent combination of education and experience. Application engineering sales support experience with process automation and controls and/or on-site customer support experience helpful.
OTHER DESIRED EXPERIENCE:
· Organization and planning to successfully sell capital equipment, with both medium and long sales cycles.
· Experience and desire to manage a large geographic territory with numerous customer sites by identifying and focusing on active projects.
· Experience in preparing and presenting detailed, technical proposals and quotations.
· Experience with or exposure to the following industries is a significant plus: Feed & Grain, Pet Food, Food, Asphalt, Concrete, Fertilizer, or Wood Pelleting.
LANGUAGE ABILITY: Read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Write routine reports and correspondence. Speak effectively before groups of customers or employees.
MATHEMATICAL ABILITY: Calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume. Apply concepts of basic algebra and geometry.
REASONING ABILITY: Solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
COMPUTER SKILLS: Basic to advanced working knowledge and proficiency with M.S. Office Suite (Word, Excel, PowerPoint) or similar software. Working knowledge and proficiency with email systems such as Outlook.
CERTIFICATES AND LICENSES: None required.
SUPERVISORY RESPONSIBILITIES: None required.
WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.
This position offers some flexibility in work schedule. Expected to be available for work and meetings during normal business hours between 8 am – 5 pm CST, unless time off has been approved. Evening and weekend hours may be required at times for business meetings and trips.
This position manages a large geographic territory that will require frequent and extensive travel to be successful. Regular travel (up to 75% of time estimated). Includes travel outside local area and overnight travel.
PHYSICAL DEMANDS: 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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required visit customers in an industrial environment where process equipment will be present. The ability to stand or walk for extended periods of time; use hands and fingers, handle or feel; and reach with hands and arms; climb stairs or ladders to obtain access to process equipment is required. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. Vision that allows safe maneuverability around vehicular traffic that includes trucks, cars, and fork lift type vehicles. The employee must occasionally lift and/or move up to 25 pounds.
The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.
EQUAL EMPLOYMENT OPPORTUNITY: WEM Automation LLC provides equal employment opportunities to all employees and applicants in all company facilities without regard to race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental and/or intellectual disability, age, military status or status as a Vietnam-era or special disabled veteran, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.
Company Description
WEM Automation is recognized around the world as the leading supplier of control systems for feed and grain, ethanol, aggregate, concrete, asphalt, food, pet food, wood processing and other industries. Serving client needs since 1955, we have provided cost effective solutions for customers as small as individual facilities to the largest corporations in the world. Specializing in world class process control solutions that readily integrate to your business systems, our product provides cost effective management of your organization with up to the minute communication of all of your plant's business and production activities.