Sr. Sales Engineer- North

About Us:

Established in 1942, Eriez is a global leader in separation technologies. Our commitment to innovation has positioned us as a driving market force in several key technology areas including magnetic separation, flotation, metal detection and material handling equipment. Our 900+ employees are dedicated to providing trusted technical solutions to the mining, food, recycling, packaging, aggregate and other process industries. Headquartered in Erie, Pennsylvania (USA), Eriez designs, manufactures and markets on six continents through 13 wholly owned international subsidiaries and an extensive sales representative network.

Job Purpose:

The Position of Senior Engineer – Sales (SES) or Assistant Sales Manager will be accountable for all aspects of Eriez India's Sales for the assigned region.  The SES/AM will be responsible for achieving the annually budgeted intake of new orders for Direct Sales.  In-depth knowledge and understanding of Eriez' products and their applications in the industries served by Eriez India, is key to success. Aggressive promotion of Eriez equipment and Services are core aspects of our identity as a market leader for the Light & Heavy Industries.

The SES (LHI)/AM is responsible for following sales-related policies and procedures in an ISO environment.  Understanding consultative sales concepts for engaging customers and winning orders, and competent understanding of contracts and negotiation strategies are key to success.

This role is integral to Eriez corporate profitable growth strategy. The SES (LHI)/AMis accountable for proactively growing sales to meet Eriez' long-term targets for profitability and annual revenue growth.

Preferred Location: Delhi, Jaipur, Noida, Lucknow and Kanpur

Reports to: Business Development Manager, Eriez Magnetics India Private Limited

DUTIES:

Strategic Sales Growth

·       Proactively following the strategic Sales Plan, and maximizing new business development opportunities accordingly

·       Identify and pursue new clients that align with our strategy and our strengths, and work closely with existing customers to grow their accounts

·       Development of key markets and key accounts to achieve budgets and achieve maximum profitability in sales and service.

Process

·       Respond to inquiries in a timely fashion and enter them in the CRM

·       Qualify new sales opportunities through a consultative selling process

·       Utilize the CRM to proactively schedule and perform follow-ups to advance sales opportunities

·       For opportunities with high value or strategic importance, conduct a Win Plan to strategically serve the opportunity and win the order

·       Takes complete ownership and processing of all orders resulting from the assigned products and region, demonstrated by clean and clear handovers to execution staff

·       Seeks the technical know-how from HQ / Affiliates, whenever required during the process of Equipment selection / Process Flow sheet development / committing any PG parameters

·       Negotiate and transact orders with acceptable margins and with terms and conditions that meet Eriez Risk Management Guidelines, including securing necessary permissions and establishing risk controls for Performance Guarantees

·       Recording and maintaining client data and intel (CRM)

·       Document and disseminate knowledge and best practices as they become known with relevant team members from Sales, Service, Engineering, and Production Support Accounts department on payment collection as and when required

·       Perform "New Client" review procedure and conduct transactions in accordance with the risks identified

·       Directly support commissioning, acceptance trials, customer training, testing and any other site services whenever required

·       Adhere to provided sales procedures and approval workflows

Reporting

·       Accurately forecasts monthly, quarterly, and annual order intake and projections.  

·       Completion of Initiatives/KPI set for the year (or as otherwise assigned) and provide the updates periodically

·       Participate in regularly scheduled sales review meetings to update on business conditions, highlighting and commenting on the sales pipeline, key orders won/lost, deviations from the plan and key actions to keep/get on track

·       Weekly updating of CRM and other reports to get clear status on the Order Projections and sales priorities

·       Customer visit report to be submitted within 3 working days from the return

·       Issue professional and thorough minutes of meetings and service reports to customer as appropriate, in a timely fashion

Marketing and Promotion

·       Proactively seek new clients by leveraging contact network and prospecting to identify and reach target customers

·       Participate in key trade shows, technical seminars, and give presentations within allotted budget (domestic, and from time-to-time as prescribed by Head of Sales, Internationally)

·       Developing relationships with customers and our representative network, focusing on face-to-face selling

·       Monitor and report regarding competition and Eriez' relative strengths/weaknesses within the territory and communicate with the supervisor.

Make good use of the lab to promote equipment sales by providing value-added testing with technically sound and actionable test reports

Requirements

Skills/Qualifications Required:

·       Bachelor's degree (or international equivalent), preferably in Sciences, Engineering or a Sales-related business field

·       Strong skills in consultative selling and negotiation

·       Working proficiency in English and Hindi.

·       Minimum of 7 years of experience in sales of customized equipment or other key components of an industrial product or process

·       Ability to write convincing business cases and sound technical reports

·       Confident speaking and presentation skills

·       Practical working knowledge of basic legal principles of contracts and the inherent risks and liabilities pertaining to terms and conditions of sale

·       Willingness to travel domestically and internationally as required to visit customers, Eriez HQ and other facilities.

Benefits

Benefits:

• Work life Balance
• Work From Home
• Training & Development
• Profitable Sharing Bonus
• Health Insurance for Employee and Family
• Accidental Insurance for Employee.
• Flexible Working hours