Our client is a well know American MNC who is focused thermic materials (steel and ceramic). They are looking for a new partner that will be in a key position to build, and develop the market across Singapore, Malaysia and Thailand.
The Field Sales Engineer is responsible for obtaining annual sales program for specific sales territory as assigned by company management. Develops new accounts, markets, and sales of new products in accordance with the Company's Business Plan. Maintains highest level of knowledge possible of Company's products, their applications, services and policies. Services all customers within the assigned territory. Provides Company management with market information and competitive updates. Maintains cognizance of all market influences. Operates within assigned budget. Manages channels of distribution.
Penetrates and develops new accounts while maintaining existing business and integrating product/process and application knowledge into successful territory plan. Calls on prospective customers, provides information and demonstrations. Assesses customer requirements and competitor activity.
The Field Sales Engineer is the steward for all Company's products purchased by the Account (not only the products in their segment of responsibility).
The Field Sales Engineer only receives sales credit for the segment they are responsible for. During every visit, the Field Sales Engineer is responsible for checking on all Company business, even though they are not directly responsible for those sales.
The position reports to the Regional Sales Manager. Direct contact with the Manager, Marketing Operations, Product/Market Managers, Customer Service Representatives, and Application Engineers. Heavy travel is normally required for this position. Must have the ability to work independently.
The incumbent is expected to
perform the duties Living the Company's Values of Safety, Ethics, People,
Commitment, Customer Focus, Innovation, Continuous Improvement, Teamwork, and
Speed and Agility.
• Meet or exceed sales plans
• Target 50% overnight travel
• Target 9 scheduled face to
face sales calls each week
• Target A, B and C accounts by
present and potential sales revenues, standard gross margins and probability of
success. Allocate time and call frequency based on A, B and C targeting
• Maximize time in front of
customers. Minimize travel time. Call on accounts in
clusters. Work one territory zone each day. Use loops and
• Provide accurate forecasts
• Maintain CRM Opportunities,
Accounts and Contacts, F2F Meeting Reports, Activities, Key Account Plans, etc.
• Complete expense reports ion
time and under budget
• Create strategies to
penetrate key competitive accounts
• Utilize Knowledge Based Sales
Model to develop trust by becoming the knowledge source for your customers
• Continuously improve
technical application and product knowledge, selling skills, presentation
skills and negotiation techniques
• Operate within expense budget
• Attend and actively
participate in sales meetings, product seminars and trade shows
• Make technical presentations
to large audiences
• Present special programs:
marketing/advertising programs, new products, training and educational seminars
(ie. Lunch & Learn)
• Collect competitive
information and communicate to Marketing
• Manage and resolve issues and
complaints: quality, delivery, AR and obsolescence
• Sell all products but
concentrate on those contributing higher standard gross margins
• B.S. Degree, MBA
• Education and training in
selling and negotiations skills is preferred
• 5-7 years Demonstrated sales
experience and success selling technical materials or products
• Motivated with strong desire
and ability to build relationships
• Knowledge of CRM & ERP
systems, Incoterms, products and applications, competitive products, and
drawings is preferred
• Knowledge of industrial
markets: chemicals, aluminum, steel, ceramic & glass, heat treating and
other processes and markets we serve is desirable for future growth within the
• PC literacy including Lotus
Notes and Microsoft Office
EA License number: 12C5083
| EA Registration number: R1989443