Location: Philadelphia, PA
Category: Sales Professionals
Employment Type: Permanent

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The associate will be responsible for the Pre- and post-post-sales activities in his/her area of primary responsibility for the Drives Division. The position supports the company's Distribution Channel as well as Direct Customers in a wide range of industrial and commercial applications.   Must be able to provide application and process knowledge on automation products and systems professionally and competently.   Must be able to address and present pertinent product and commercial issues to all levels of the customer’s organization.   Acts as a liaison to effectively communicate the company's Value Proposition and Quality Focus to the field as well as communicate data from the field to multiple groups within the company.  Instill confidence in the customer. Develop relationships with customers to enhance the full utilization of all products and services.   The associate must manage his/her geographic territory to achieve the customer mix and financial goals of the company in a professional manner and within the guidelines set forth by sales management.
 
Interface closely with suppliers, peers, management, and other staff to solve customer problems and penetrate business opportunities for increased company market share. Provide technical expertise to assist customers in the use of company products and services. Resolve some commercial issues without supervision. A basic financial understanding of customer and distributor various business models is critical.   Will work under light but direct supervision in remote locations.  Typically operates with great latitude for independent judgment and decision-making.   The Sales Engineer is a role where all sales skills are to be at an exemplary level and the Associate is considered at the top of the sales arena.

QUALIFICATIONS:  List the education, experience, skills, and personal attributes required to perform this job.
  • BS or MS in Electrical Engineering or Mechanical Engineering or 10+ years of practical sales experience.
  • Minimum of seven years of field experience involving sales of company or competitive product lines.
  • Minimum of five years of practical experience in sales of drives and automation products.
  • Strong professional sales abilities with proven sales record, and an understanding of the US factory automation market.
  • Deep knowledge of competitors' products, channels, and strategies.
  • Deep knowledge of the company’s products, channels, and strategies.
  • Thorough understanding of situational selling, value propositions, and interpersonal relationships.
  • Experience in supporting and managing various sales channels, and networks such as distributors, value-added resellers, integrators, representatives, and other channel outlets.
  • Strong ability to provide technical and application direction.
  • Strong presentation and communication skills, both verbal and written.
  • Strong organizational skills.  Ability to create and manage multiple proposals and meet minimal deadlines required.
  • Interface directly with customers in all stages of proposal-related work from conception to receipt of purchase order.
  • Strong analytical and problem-solving skills.
  • Maintain a valid driver’s license and have a reliable personal automobile acceptable to YEA standards for customer transport.
  • PC proficiency especially using Microsoft Office Suite.
  • Ability to interface closely with the company's Application, Engineering, and Marketing groups to provide accurate field data.
  • Achieve sales goals and growth expectations for the territory
  • Develop Sales Plans for the territory and execute the plans
  • Manage channels for growth and manage conflicts to beneficial outcomes
  • Create Demand for the company's Drive products at user, commercial, and OEM customers
  • Structure and carry out regular sales calls to a variety of customers and channel partners. 
  • Generate and follow up on sales leads.
  • Obtain, comprehend, and respond to requests for quotes from customers.
  • Present information on new and existing products to customers.
  • Demonstrate products to customers on-site.
  • Follow up with customers on proposal status both on the phone and in person.
  • Act as the trusted advisor (technical and commercial) for the territory.
  • Negotiate project pricing with the assistance of the Sales Management.
  • Prepare reports on customer activity – CRM and monthly reports.
  • Manage relationships on behalf of the company for the territory. 
  • Understand, Meet, and Exceed Customer Expectations.