Job Description

Summary

Responsible for generating new business and growing existing accounts in all lines of business for new and/or existing customers. Prospects and develops new client relationships within a defined geography (or key accounts if agreed upon) and in line with Sloan Fluid Accessories/Franklin Automation’s identified priorities. Develops and increases Account relationships to drive increased market share and sales opportunities.

Essential Duties and Responsibilities

This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities as management may deem necessary from time to time.

1. Sells core/Primary Products and increases market share. Evaluates and targets potential customer opportunities within the territory. Develops and implements sales marketing strategies to penetrate all customers within territory of prime responsibility.

2. Translates customer needs / requirements into detailed proposals and project plans to meet Customer requirements; reviews and approves targeted margins; change proposals, assists with collections on accounts.

3. Communicates project requirements to project team and wider organization as and when required.

4. Identifies potential project risks and develops/implements strategies to minimize impact and control deviations from estimated costs and project deadlines.

5. Proactively communicates project schedules, project change proposals and related project activities on a regular basis with customer and seek to continuously improve customer satisfaction.

6. Manages the execution and review of all scope of work, terms and conditions in customer contracts including cost control, delivery fulfillment, and quality of service and other customer requirements as they arise.

7. May coach and mentor developing colleagues.

8. Constantly canvass the territory to find new customers and opportunities to increase market share. Maintain and increase revenue from existing accounts while meeting defined profit objectives, by using proper sales techniques, problem solving skills and product demonstrations.

9. Establish goals and objectives as they relate to account and product sales, along with a plan of action to attain or exceed set goals.

10. Sell multiple products (full line) to customer base, with primary focus given to primary product lines.

11. Provide local support of our vendor’s products through application and engineering assistance to our customers while positioning as our customers “champion” with those vendors.

12. Maintain and increase revenue from existing accounts while meeting defined profit objectives, by using proper sales techniques, problem solving skills and product demonstrations.

13. Performs other duties and responsibilities as requested or required.

Qualifications

· Solid sales skills and ability to uncover effective customer solutions

· Solid teamwork skills

· Shows initiative – engages in proactive behavior and looks for opportunities

· Very adaptable – responds effectively to changes in situation or information; ability to influence others and build consensus using good written and verbal communication skills

· Basic Microsoft Outlook, Project, Excel, Word and Power Point skills

· Excellent communication skills; verbal and written

Education and/or Experience

· High School diploma or equivalent

· Minimum of one year of previous account development, sales or relevant experience preferred

· Experience in one or more of the following industries preferred: manufacturing, industrial automation, mechanical or electrical design

· Previous experience in engineering or field services experience preferred

Expectations

· Look at bookings report every day for new customers; opportunity to sell additional line items to a purchasing customer, look for reseller accounts to develop

· Check email and reply to email every day

· Check for leads, close leads and follow up leads within 3 business days

· Return voice messages every day

· Keep track of personal performance metrics: quote $, funnel $, demos performed, time in front of customer

· Develop and work a business plan for maintaining key customers and developing new customers to grow market share of primary products (MAC Valves, PHD, Piab, Dorner, Banner, FECO) and gross margin $

· Send follow up email to contacts following a call, thanking them and addressing relevant issue(s) from the sales call

· Update sales funnels at least 2X per week

· Quote opportunities within 48 hours

· Update WINSite every 2 weeks

· Be a CPR (Customer Profit Reinforcement) Expert and use with every major opportunity

· Focus on the CUSTOMER

· Sell the customer what they need, not just what THEY ASK FOR

· SHOW & Explain technology of products

· Ask customers: what they use, why they use it & what they would like to change about it

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 phrases “occasionally,” “regularly,” and “frequently” correspond to the following definitions: “Occasionally” means up to 1/3 of working time, “regularly” means between 1/3 and 2/3 of working time, and “frequently” means 2/3 and more working time.)

While performing the duties of this job, the colleague is frequently required to sit, stand, walk, talk or hear; uses hands to finger, handle, or touch objects or controls. On occasion, the colleague may be required to climb and work in high places, stoop, bend or reach above the shoulders. Position may also require work in confined spaces and exposure to different types of outdoor weather conditions. Risk of electrical shock and/or general hazards found in a manufacturing environment are present. The colleague may occasionally lift, push, or pull up to 25 pounds.

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 position is an office and field-based position with visits to customer sites in the field. The colleague regularly performs work-related travel.

The above statement reflect the general details necessary to describe the principle functions of the occupation describes and shall not be construed as a detailed description of all the work that may be inherent in the occupation.

Job Type: Full-time

Pay: $75,000.00 - $150,000.00 per year

Benefits: