Sales Engineer

This position is responsible for developing manufacturing automation solutions for new and existing customers. By actively listening to our customers’ business drivers and challenges and teaming with them to develop a solution that mitigates risk and integrates the right technology, our Sales Engineer assists our customers’ in achieving their business objectives. Our Sales Engineer is a strong communicator both internally and externally while they build, develop and execute customer relationships and secure business across a variety of industries.

We are flexible on the base location, but the ability to travel up to 50% to support project and sales requirements is necessary. Attendance at industry related events such as trade shows is required.

Knowledge of electrical/mechanical control components and capabilities of relevant controls platforms is strongly preferred. Sales and industry experience is required.

We offer base salary plus commission and auto allowance for our Strategic Solutions Specialists in addition to excellent benefits:

• Medical and Dental
• Vision
• Life
• 401(k)
• Generous time off programs (vacation, sick, volunteer time off)
• Employee Assistance Program
• Health care and Dependent care Flexible Spending Accounts
• 10 Paid Holidays annually
• Company Paid Training
• Career Development and Growth

ESSENTIAL DUTIES AND RESPONSIBILITIES

1. Manages the lifecycle of the sales process from prospecting to securing commitment
2. Partners with customers to understand their project business drivers and develop solutions to meet their automation goals.
3. Develops and fosters new leads and relationships and maintains and develops existing relationships within the territory and account plan
4. Develops and maintains a key account list including existing customers and prospective customers
5. Creates and executes account and territory plans to achieve annual sales targets
6. Communicates effectively across multiple departments with a team approach to solving customer problems
7. Understands and follows internal process, and recommends changes to process as needed to assist in the company’s growth goals

JOB DUTIES

• Effectively presents Concept Systems values and ensures understanding of who we are and the solutions and products we offer
• Displays excellent communication skills including presentation, persuasion, and negotiation skills required in working with customers and coworkers and including the ability to communicate effectively and remain calm and courteous under pressure.
• Present and articulate our offerings to both a technical and non-technical audience
• Listen to the customer and clearly understand their technical needs to develop a complete solution
• Engage in regular communication with key customers
• Coordinates proposals with internal resources to clearly define the unique value proposition offered by Concept Systems
• Acts as the key negotiator to facilitate the Concept Systems sales process
• Updates the CRM to reflect sales activities
• Attends trade shows, conferences, and industry meetings to engage with customers and promote Concept Systems offerings
• Negotiates orders and other commercial terms
• Prepares presentations to customers
• Responds quickly and courteously to service and support issues
• Facilitates communications during project execution, as needed
• Obtains and reviews completed purchase orders and signed contracts from the customer
• Participates in technical and sales training on an ongoing basis
• Works with Sales Director to develop and train others as needed
• Assists in resolving past-due accounts receivable balances for assigned accounts
• Maintains and submits accurate expense reports in a timely manner according to policy
• Meets established sales targets and meets lead and sales metrics as established by the Sales & Marketing Director

EXPECTATIONS

• Brings solutions and options to problems
• Ensures prompt customer service and complete customer satisfaction.
• Travels up to 50% to support project and sales requirements, and to attend industry related events such as trade shows.
• Maintains punctual, regular and predictable attendance.
• Works collaboratively in a team environment with a spirit of cooperation.
• Continuously drives for self-improvement and continued industry knowledge
• Respectfully takes direction from manager.

SUPERVISORY RESPONSIBILITIES

This position does not have supervisory responsibilities

QUALIFICATIONS

Ability to perform essential job duties with or without reasonable accommodation and without posing a direct threat to safety or health of employee or others. 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.

CONCEPT KEY COMPETENCIES

Culture of Leadership

Not only demonstrates actions associated with living the Concept Way but inspires others to do so as well through leading by example, communication and holding others equally accountable to these standards. Takes ownership for own success; speaks openly and sincerely, is a source of inspiration, develops and fosters relationships both internally and externally and strives to be innovative.

Results Focused

Focuses on desired outcomes and how best to achieve them. Gets the job done on time and within budget. Sets high standards for performance of self and others, assumes responsibility and accountability for successfully completing projects or tasks, and can be counted on to deliver consistent and high-quality results.

Communicates Effectively

Clearly conveys information and ideas, orally and in writing, both internally and with customers. Organizes and structures communication to be professional, positive and succinct. Demonstrates active listening and appropriate body language.

Adaptive to Change

Views change as necessary and positive; maintains effectiveness when experiencing major changes in work tasks or the work environment, adjusts effectively to work within new structures, processes, requirements, and can effectively cope with change internal to Concept Systems or externally.

Culture of Innovation

Demonstrates the desire to be innovative by taking a proactive and creative approach to projects. Presents new product ideas when possible, participates in R2D2, and contributes through Follow It or Fix It.

Culture of Accountability

Demonstrates making the choice to rise above individual circumstances and demonstrates the ownership necessary for achieving the desired results – to See It, Own It, Solve It and Do It.

Culture of Respect

Demonstrates respect for others and provides recognition and appreciation for individuals in every role within Concept Systems.

Follow It or Fix It

Actively contributes feedback in an effort to promote continuous improvement while following Concept Systems established and documented business processes.

EDUCATION and/or EXPERIENCE

• Bachelor's degree (B. S.) from an accredited four-year college or university; or
• Five or more years related experience and/or training, or equivalent combination of education and experience.
• Knowledge of electrical/mechanical control components and capabilities of relevant controls platforms is strongly preferred
• Contract negotiation skills and experience highly preferred

LANGUAGE SKILLS

Ability to read and interpret documents such as RFP, contracts and proposals, safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization. Ability to speak and communicate to both technical and non-technical people before groups of customers or employees within our organization.

MATHEMATICAL SKILLS

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

COMPUTER SKILLS

Job requires specialized computer skills. Must be adept at using various applications including CRM database, spreadsheet, report writing, presentation creation/editing (PowerPoint), communicate by email and use scheduling software (Office 365).

REASONING ABILITY

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

CERTIFICATES, LICENSES, REGISTRATIONS

A valid insurable Driver’s License is required.

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.

The employee must regularly lift and /or move up to 10 pounds, and occasionally lift and/or move up to 25 pounds. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel and talk or hear. The employee is frequently required to sit. The employee is occasionally required to stand; walk; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl.

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.

While performing the duties of this job, the employee is occasionally exposed to work near moving mechanical parts and extreme heat (non-weather). The noise level in the work environment is usually moderate. The work environment may vary depending on customer site visit environments.