Sales Engineer

Our client is a full-line fluid power distributor. We offer expertise in hydraulics, pneumatics, electronic control systems and repair. From simple to complex solutions our field and sales personnel are trained professionals whose goal is to completely satisfy each customer. With over six decades of experience and our technical capability, we provide practical, proven, and economical solutions for any fluid power problem.

We distribute products from the world’s leading fluid power equipment manufacturers, including Eaton/Vickers, Parker and over 40 others. We are a privately held business with nearly 100 employees that has been working for the community for 70 years.

We are currently seeking experienced Account Managers to join our sales team in Ohio, Indiana, and Illinois. The account manager will manage existing accounts and develop and maintain successful relationships with customers resulting in both the top-line and margin growth of the accounts. This position will handle customer inquiries, leads and recommend strategic solutions, in addition to understanding and mobilizing the resources of our company to execute customer and company initiatives.

Education and Experience:

· Required

o Bachelor’s degree

o 2-4years of fluid power outside sales or related technical products experience

· Preferred

o 5+ years of fluid power outside sales or related technical products experience

o 2+ years of supporting OEM, mobile, industrial markets experience

Duties and Responsibilities:

· Identify the potential opportunities among the customer base in assigned territories

o Maintain and manage information in the CRM system for assigned territories, including:

§ Maintenance of accounts, contacts, and other potential

§ Use of calendar and tasks is required

§ Maintain and update the opportunities module in CRM on a daily and weekly basis

· For OEM accounts: know the number and types of machines built per year, the items on the fluid power bill of material, the source, and the approximate selling price of each one.

· Maintain Core Product Vendor Targets in the opportunities module for collaborative activities with Core Product vendor field representatives

§ Identify the key decision makers, their needs, attitudes, and degree of influence.

§ Follow up on all sales leads

§ Maintain sufficient background data (size, SIC code, buying patterns) so that potential business can be estimated.

o Develop the Strategic Territory Planning document with the District Manager

o Communicate the company’s ability and desire to serve customer needs

§ Maintain regular contact by mail, phone or personal cell, depending on potential

§ Present Scott/supplier capabilities and supply information on products/services that may meet known or suspected needs

§ Monitor needs of customer’s marketing, manufacturing, quality and service departments as well as engineering

§ Provide technical assistance and advice during design stage or as response to field needs

o Create and maintain desire to buy

§ Utilize the Core Products strategy when presenting solutions to the account base

§ Provide quotations and sales presentations for identified sales opportunities

§ Evaluate customer attitudes,

§ Overcome objections, Support acceptance, and if indifferent, probe for more needs

o Ask for the order

o In the case of regular on-going accounts:

§ Remind customer of past successful service

§ Restate expected future benefits

§ Monitor customer’s interpersonal and inter-departmental communication to protect against misunderstandings and to discover additional needs

§ Offer partnerships where appropriate

· Administer the business

o In the case of ongoing accounts:

§ Monitor customer’s inventory and usage of the company’s items to match order patterns with supplier lead times.

§ Keep customer advised of supplier lead times and other important information

§ Monitor and maintain partnerships

§ Update product pricing

o In all cases:

§ Monitor daily and weekly order reports for accuracy, omissions, lateness and duplications

§ Resolve any problems or disputes in an expeditious manner

· All other duties as assigned

Required Skills and Abilities:

• Excellent verbal and written communication skills
• Excellent sales and customer service skills with a proven ability to explain technical products to non-technical audiences
• Fluent use and application of the CRM platform
• Ability to apply engineering, technology or other related principles to product sales
• Excellent organizational skills and attention to detail
• Proficient with Microsoft Office Suite or related software

Working Conditions and Physical Requirements:

• General office environment with some exposure to industrial shop environments
• Prolonged periods of sitting at a desk and working on a computer
• Must be able to lift up to 25 pounds at a time
• Frequent travel to customer and vendor sites

Job Type: Full time

Pay: $65,000 – $100,000 per year