Sales Engineer – New England

JOB TITLE: Sales Engineer

DEPARTMENT: Sales

REPORTS TO: National Sales Manager

Position Summary: The Sales Engineer role is to present and sell our extensive line of superior, high-quality cutting tools that include engineered tools – application specific (specials), precision drilling, bore machining, reaming, threading, and milling solutions. Success in this role requires sales expertise through end user (direct customers), integrator, and other channel partners in a defined geographic territory. The role requires engaging customers in target market segments such as automotive, aerospace, communication, chemical, energy, general manufacturing, and medical industries.

The Sales Engineer role requires a strong consultative sales approach and ability to accomplish new business development as a key function. The role also requires strong technical aptitude and interest in a manufacturing-focused, solution-oriented sales environment to qualify, develop, and secure new business opportunities with end user customers, integrators, and channel partners to achieve or exceed territory growth goals. This role may require some Key Account Management responsibilities per the National Sales Manager direction.

Duties and Responsibilities:

1. Perform independently and professionally represent COMPANY in a regional geographic territory to establish and develop distributor channel partners and end user customer relationships for growth in the marketplace (50% to 60% travel / overnight stays required).
2. Target, prospect, qualify, and secure new end user customer accounts for pipeline development and territory growth.
3. Manage, retain, and saturate current end user customers and channel partner accounts through application recommendations, emphasizing product performance, demonstrating value-added features, and cost benefits, product demonstrations, and promoting “KEY PRODUCTS” to develop opportunities for new business and increased product sales.
4. Partner with Integrated Suppliers to develop strategies to grow the business. Support, train, and update “in plant” integrated suppliers on COMPANY products and applications and how they fit with the products of the end user.
5. Obtain required specifications and blueprints from end user customers and collaborate with COMPANY engineering and internal departments for generation of accurate, precise, and timely quotations and problem resolution to support customer requirements.
6. Using project management skills; work with end user to support part run-off operations including but not limited to: logistical support, technical support, troubleshooting, quality management, and error proofing.
7. Document, track, and follow up on all proposed solutions, tool testing, and cost analysis to support new business development and customer retention.
8. Conduct training for machine operators, tool pre-setters, engineering, and management on functionality of COMPANY products.
9. Develop sales and business plans and set goals through researching, analyzing, and interpreting records of present and past sales trends and costs, estimated and realized revenue, administrative commitments, and obligations incurred for management. Collaborate with channel partner leadership and sales teams to grow COMPANY sales in the marketplace.
10. Achieve defined sales goals and quota via an established sales process and plan.
11. Investigate product or service warranty claims to ensure resolution within organizational policies.
12. Complete and maintain required sales and expense reports, calendar appointments, data within the customer retention management software “CRM” and business and distributor planners.

EDUCATION AND/OR EXPERIENCE REQUIRED:

1. Bachelor’s Degree (BSME) or equivalent experience required.
2. Minimum of 5 years of experience with a large manufacturing facility.
3. 5-10 years successful regional or territory sales experience in a consultative-based sales role in a manufacturing or distributor-focused sales environment. Relevant sales experience in the metal cutting industry or environment (e.g., machining applications, milling, drilling, turning, boring, reaming, etc.) is a plus.
4. Ability to make product recommendations based on customer feedback and quality constraints.
5. Familiar with functional cutting tool design as it relates to: Reaming, Holemaking, Threading, and Milling.
6. Ability to calculate speeds and feeds for: Boring, Holemaking, Threading, and Milling.
7. Ability to troubleshoot and identify cutting tool problems, investigate the root cause, propose corrective action, and make recommendations for solutions.
8. Strong technical aptitude and interest in technical products, specifications, or applications is a must.
9. Experience working independently from a home or virtual office environment.
10. Strong skills in qualifying, developing, and securing new business in both a direct and channel-based sales environment.
11. Knowledge, skills, and experience in an end user or distribution channel sales environment with strong ability to develop customer rapport and relationships for success.
12. Strong verbal and written communication skills.
13. Proficient in the use of technology, computers, and software (Excel, Word, Microsoft Office, PowerPoint, CRM Software, etc.).
14. Quality systems experience in CPK (process capability), PPK (process performance), and PPAP (production part approval process).
15. Strong mathematical skills and experience with statistical inference, frequency distribution, trigonometry, calculus, algebra, and validity.

TRAVEL REQUIREMENTS:

50% to 60% travel / overnight stays required – a valid Driver’s License is required.