Job Description
Job Description
Do you want to grow with us? At DXP we are passionate about what we do and driven to be the best solution for our industrial customers. Since 1908 DXP has been dedicated to the highest quality of customer service through our expertise of the products we distribute and the technical services we perform with a sense of individual pride and company spirit. Throughout your career with DXP, we will encourage and empower you to take an active role in identifying and driving your development, so you feel total confidence in your ability to achieve ongoing success. We aspire to be the best solution for the Industrial customers' needs for MROP products and services through our Innovative Pumping Solutions, Metal Working, Supply Chain Services and Service Centers.
Check out our many videos to learn more! http://www.dxpe.com/about-us/careers/
Summary:
Under the direction of the Sales VP., the Sales Engineer will need the ability to develop strategic plans and accurate forecasts for accounts, communicate well with others internally and externally, and be able to resolve unique customer issues proactively, ability to develop new accounts, provide DXP monthly reports for each key account highlighting any changes, service problems, challenges from competition, customer projects and initiatives, and cost savings reports.
Responsibilities of the Sales Engineer include, but are not limited to:
- Ability to develop strategic plans and accurate forecasts for accounts
- Communicate well with others internally and externally, and be able to resolve unique customer issues proactively
- Ability to develop assigned sales territory
- Grow and maintain new and existing accounts
- Stay up to date on latest trends in the product line we represent
- Identifying new sales/service opportunities within the territory
- Ability to solve customer problems using product we represent
- Must be aware of the customer’s vision and supply chain initiative objectives and be proactive in the process of providing solutions
- Ability to establish and expand relationships with decision makers within each customer organization
- Customer driven - documented success in exceeding sales goals, objectives, new products and cost savings
- Strong process discipline
- Provide monthly reports for each key account highlighting any changes, service problems, challenges from competition, customer projects and initiatives, cost savings reports
Qualifications of the Sales Engineer include, but are not limited to:
- Local to Mansfield, OH
- 3+ years of outside sales experience, industrial sales preferred
- Sable work history
- Good work ethic and time management skills
- Must have customer-service oriented mentality
- Organized and detail oriented
- Excellent oral and written communication skills
- Good analytical and problem-solving skills
- Self-starter demonstrated ability to work productively with minimal supervision
- Experience maintaining strong, long-term customer relationships with significant add-on/repeat business
- Comfortable with face-to-face customer interaction, cold calling, prospecting for new business and able to handle rejection
- Ability to relate well to all types and levels of people in an industrial manufacturing company
- Computer savvy
- Degree is a plus
- Acceptable driving record required according to company guidelines
Daily Activities:
- Be on the road in front of customers starting at 8:00AM until 5:00PM
- Visit on average (5) customers per day
- Generate a minimum of (1) quote per day in Complete(s)
- Have a minimum of (1) order per week. NO $0 booking weeks
- Schedule meetings for the following week in between your daily meetings
- Answer customer’s requests / questions quickly in between daily meetings or delegate as needed
- Follow up on existing quotes often – find a reason to call again & again
- Update Zoho with new installations, contacts & notes
- Read all service reports and follow up with customers as needed or use as reason to visit customer
Individual Customer Projects:
- Understand required timeline for all customer requests & always exceed them
- Find out names / titles / contact info of everyone included in the decision-making process
- Have face to face meeting with all key decision makers
- Find out what competitors are on the project
- Find out time frame for purchase of the equipment
- Truly understand purchasing process & how the decision will be made (who, what, when, why, etc.)
- Have a minimum of (5) in person meetings on large projects
- Strategize with your manager and other sales engineers on possible solutions
- Provide equipment comparisons showing benefits of APO’s offering compared to competition
- Try to have first & last meeting before decision is made during the purchasing process
- Ask the difficult questions – customers will provide you a road map to win the job
- Ask for the order!
Requirements to be successful:
- Be aggressive
- Entertain customers frequently – during and after normal business hours
- Network with customers & other professionals in the industry – during and after normal business hours
- Study often - before and after normal business hours. Become an expert on all APO products & confident in your recommendations
- Be a good teammate and maintain a positive attitude
- Communicate with office and service technicians about your accounts / jobs they are involved with
- Penetrate existing customer base deeper. Offer them all APO product lines that are applicable
- Stay organized and have a timeline of all required tasks. Exceed all customer’s expectations
- Do the right thing for our customers to develop & maintain long term relationships
- Be a problem solver with recommendations to help improve the reliability & efficiency of customer’s compressor, pump & process filtration systems. Need to bring value to your customer’s business
Additional Information:
- Physical Demand: N/A
- Working Conditions: Driving to and from customer locations
- Training/Certifications: N/A
- Shift Time/Overtime: Monday-Friday, 8:00 a.m.-5:00 p.m.
- Travel: To and from customer sites
- Education: Bachelor’s degree preferred
#LI-YH1 #zryh
Location: USA:OH:Hilliard
DXP is always looking for individuals who want to join a team of employees who have the desire to achieve remarkable accomplishments together. The culture of the organization is supportive and goal oriented with high expectations, yet it is an environment where the team spirit inspires everyone to do their best. All DXP employees play a vital part in the organization and are treated with respect. By applying to DXP, you will have the opportunity to speak with some of the most respected professionals in the industry.
DXP offers a comprehensive benefits package for full-time regular employees, normally working a minimum of 30 hours per week including: Medical, Dental, Vision, Flexible Spending, 401(k), paid holidays, Life and Disability Insurance, and additional supplemental products. All part-time and temporary employees are eligible for 401(k).
Minimum Required Salary and benefits commensurate with experience. We are an equal opportunity employer. Except where prohibited by state law, all offers of employment are conditioned upon successfully passing a drug test. This employer uses E-Verify. EOE/M/F/D/V