Executive recruitment company Monroe Consulting Group's Industrial Division is partnered with leading supplier of maintenance, repair, and operations products, offering a wide range of choices to various industries. Our respected client is seeking an Senior Sales Engineer with minimum 4 years of experience.
Job summary
The ideal candidate will be responsible to deliver sustainable and profitable sales growth by achieving targets through continuous development of both new and existing assigned End-Customers (Direct or of Resellers) by applying our value proposition to customer's needs.
Job Responsibilities:
* Customer Retention: Protect all our existing End-customer business in the area/territory assigned to you, so they continue to do business with Cromwell.
o Build effective business relationships with multiple stakeholders at End-Customer, gaining deep understanding of the customer's buying & decision-making process, their active and preferred suppliers.
o Analyse sales trends to understand customer performance, demonstrating proactively to end customers on how we have and can add value.
o Identify & pursue price agreements to maintain and grow our business each year, especially with large end-customers with high potential
o Proactively track all expansion plans (additional lines, new sites etc) to maximise wins.
o Engage with relevant resellers for technical & commercial support, ensuring prompt customer service and marketing to the assigned end-customers served by them to increase sales.
* Grow Sales: Increasing Sales with each Existing Key End-Customers assigned to you (Increase Share of Wallet i.e., our share out of total money end-customer spends on type of products & services we offer).
o Validate potential (Regular review)
o Create and execute plan to generate new and repeat sales from relevant product groups for individual customers
o Understand competitors within individual customers and develop strategies to compete using Cromwell CVP (Customer Value Proposition) Strategy
o Promote relevant promotions & campaigns at End-Customers to generate new sales
* New Business: Add agreed number and value of new End-Customers every year, relative to the number of potential new End-Customers available in your given market area.
o Identify and Generate opportunities by understanding needs of potential customers.
o Design and deliver value added product/service solutions to secure new End-Customers
o Proactively track all ongoing and upcoming projects in the geographical area assigned to you
* Maximising Gross Profit: Always ensure profitable sales growth with both Existing and New End-Customers through,
o Effective Negotiation through Value Selling
o Effective utilisation of discount structure/schemes, gaining written volume commitment
o Introduce benefits & cost reductions, taking customer away from price & discount discussions
o Analyse and interpret reports shared by Line Manager/Data support team and create action plans to maximise profitable sales opportunities
* Planning and Reporting:
o Set appropriate visit / call plan with Existing and New Customers
o Daily updating in Salesforce of all activities, opportunities, new business, customer contacts and other such information as requested by the Line Manager from time to time.
Job Requirements:
* Previous experience in direct end-customer business development, territory sales expansion/growth and display a 'play to win' attitude that is key to success.
* Customer account management and relationship building
* Results Focus and proven delivery of Results
* MRO Industry experience, relevant to Products/Range offered by Cromwell
* A qualification (Degree/Diploma) in technical (mechanical/electrical/industrial) subject or equivalent
* Excellent communication (including active listening and negotiating skills)
* Excellent verbal and written language skills
* Excellent IT skills including comprehensive understanding of Microsoft Office, particularly Outlook, Excel, and PowerPoint (Experience with using CRM platforms would be an advantage)
* Highly self-motivated demonstrating positive mindset and result orientation.
* Ownership of customer relationship
* Understanding & Delivery of Cromwell Principles, Customer value and solutions
* Successful Relationship Penetration at assigned End-customers
* Targeted Business Development at assigned end-customers
* Valid driving license
