Industrial Sales Engineer

Horton, Inc., a global airflow industry leader in reliability, service and innovation has an opening for an Industrial Sales Engineer. The position is based in our Roseville, MN Corporate Headquarters, but the employee can reside in another state. For more information on Horton, Inc. please visit our web site at www.hortonww.com.

The Industrial Sales Engineering position is a professional sales position that combines commercial expertise with engineering skills. It requires understanding of client needs and requirements to effectively design, apply, and sell Horton products. This position represents the company in sales and engineering activities focused on Oil & Gas customers. The Sales Engineer develops and maintains relationships, collects customer feedback, identifies new customers, persuade customers to buy and resolves conflicts. With general direction from the VP Sales- Off Highway, the Sales Engineer will develop sales and marketing plans to aggressively grow business with Oil & Gas OEM’s, channel partners, and end users, identify required resources, and partner effectively within Horton to meet and exceed sales goals.

• Prospects and recruits new customers for Horton products:

• • Identifies prospects by networking with current customers, performing market research and attending trade shows. Initial targets include compression leasing companies, compressor packaging companies, and energy end users who own or lease gas compressors.
  • Qualifies and prioritizes prospects based on potential value of Horton solutions, potential demand and required time to close.
  • Aggressively secures initial projects to establish relationships and remains engaged to ensure customer satisfaction and future opportunities.
  • Develops and maintains a large funnel of prospects to maximize new customer acquisition.
  • Engages with the CRM system (Microsoft Dynamics) to document site visits, customer commitments and to manage the opportunity funnel.

• Retains and develops existing Engine OEM’s and Distributors:
• • Ensures customers are fully informed regarding products, pricing, and relevant innovations pricing using personal visits, telephone calls, social media and other means as appropriate.
  • Employs value selling to match products to requirements and is a steward of the company’s profitability, determining initial and subsequent price levels that provide for long-term relationships that are mutually beneficial.
  • Maintains a high level of visibility with customers to review current and future needs, observe product applications, obtain competitive information needed by marketing and engineering to develop new products or features and to identify and pursue opportunities.
  • Concentrates on retaining existing clients by proactively taking action to ensure their satisfaction with service, quality, and price.

• Develops personal relationships with client staff.
  • Create social opportunities for interaction with client staff in order to build a relationship of trust and open communication.
  • Makes satisfaction of customers a personal priority, acting as an advocate for customer interests when issues of service or performance arise.
  • Mitigates client negative experiences by using relationships to communicate with clients and resolve problems before they result in loss of sales.
  • Concentrates on improving customer intimacy through networking and taking action to ensure their satisfaction with service, quality and price as approp.

• Networks within Horton to ensure customer satisfaction and maximize relationship value:

• • Teams effectively across functional boundaries to share information and develop timely and effective solutions for customer problems and to close opportunities.
  • Collaborates with application engineering to develop customized and tailored solutions that effectively address customer requirements and maximize value.
  • Provides VOC regarding customer perceptions and needs, focusing upon improvements that will enhance the value of our products or Horton as the supplier of choice.
  • Provides input on product development and design opportunities through frequent interaction and dialogue with company marketing and technical staff.

• Other duties as assigned.

• Skills and knowledge consistent with a Bachelor's degree in Engineering or equivalent degree
  • Note: equivalent education equals 2 years of closely related experience for 1 year of education.
• 2 or more years of successful customer-facing experience as an application engineer or sales representative
• OEM and business development experience is preferred
• Oil and Gas strongly preferred.
• Must have legal authorization to work in the United States.