We're recruiting a Sales Engineer for a well-established international manufacturer steam systems and thermal energy equipment, supplying industries like the pharmaceutical, food & beverage, and other manufacturing sectors.
Key Responsibilities:
Deliver Real Terms Growth
Achieve agreed sales and profit growth targets, through:
Territory, portfolio and account planning, identify most viable opportunities to deliver targets.
Develop and execute a formal account plan for each focus or target account.
Proactively identify new opportunities for growth using CVP white-space analysis.
Qualify all new opportunities using appropriate Customer Value Propositions.
Apply value-based approach for all solution-based opportunities to ensure fair value exchange.
Routinely manage the Opportunity Pipeline through real-time use of the available CRM.
Progress self-generated and customer-initiated growth opportunities – balanced pipeline
Create and develop sustainable customer relationships, including:
Maintain up-to-date customer records in the CRM.
Consistently apply our defined Steam Thermal Solutions sales process and use relevant Sales Excellence tools to continually improve effectiveness and efficiency.
Provide insight to customer portfolio, with a particular attention to our focus industries.
Proactively take a consultative selling approach to assigned portfolio of customers.
Maximise the value gained from every customer engagement, by using meeting agreements and meeting agendas.
Deliver on agreed customer commitments.
Professionally represent Steam Thermal Solutions
Always live our company values, encouraging the same of others, and including:
Take a behaviour-based approach to own, colleague and customer safety.
Maintain high ethical standards by ensuring compliance with laws, policies & procedures.
Continuously improve commercial and technical knowledge to deliver a Total Customer Solutions approach.
Qualifications, knowledge, and experience
Experience
Previous experience of a technical or commercial field-based role within a customer facing environment which requires proactive portfolio management.
Experience of successfully applying consultative selling techniques.
Experience of working across an organisation, collaborating with a range of colleagues to meet the customers’ needs.
Experience of selling and fulfilling digital connected services and/or solutions that improve sustainability performance is preferred.
Knowledge
Understanding of (or the ability to quickly learn) thermal energy management process, fluid heat transfer processes, including the use of steam and energy recovery of condensate.
Able to gain a thorough knowledge of our product, service, and training offerings.
IT literate - proficiency with common applications (Microsoft Office Suite, CRM and CPQ1), can navigate various digital platforms and tools efficiently, and possess the ability to quickly learn and adapt to new technologies.
Process and application knowledge for certain sectors is preferred.
Qualifications
Recognised Science, Technology, Engineering, Mathematics or Business Management qualification, or strong evidence of relevant experience within a similar industry.
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