Working at Harold Beck & Sons – an Industrial Electric Actuator Manufacturer
If you are an experienced technical salesperson looking for a company that values and empowers top performers, consider a career at Beck. Voted one of the Top Places to Work in our region, the tenure of our team members often spans decades. Customers view our commercial team as trusted advisors, driving unmatched loyalty and ongoing professional relationships. We are hiring someone looking for a rare opportunity that utilizes their successful history in similar roles to grow their territory, without micromanagement or a revolving door of frequently changing corporate initiatives.
General Job Description
Based out of Newtown, PA, the initial phase will focus heavily on training and applying expertise alongside other Sales Engineers and our Applications team. This will include sales activities, installation support, field troubleshooting, remote support from our office, and attending trade shows. As competencies develop, these responsibilities will be completed without any direct supervision.
The job will then evolve into ownership for all Sales related activity in a multi-state territory in TBD. These responsibilities include but are not limited to:
- Grow the revenue from an existing domestic customer base through an established sales process including, but not limited to, targeted sales visits with regular telephone and email contact.
- Expand the customer base through prospect conversion to new end-users. Add prospective candidates through customer references, trade shows, and telephone cold calls. Convert prospects through a multi-call sales cycle using actuator demonstration and cost-benefit data to build pro-Beck justification.
- Support customers and prospects through site visits for the purpose of educating plant personnel, reviewing applications, and determining proper sizing and selection of Beck actuators.
- Provide start-up assistance and training to ensure proper installation and operation of Beck actuators.
- Develop and utilize a working knowledge of the industries served by Beck, the process applications where Beck actuators are used and why they’re used.
- Perform an annual territory sales forecast and provide regular updates on projects and sales group initiatives in Salesforce.com.
- Complete a call report for each sales visit with details on progress made, action plans and competitive information/market intelligence gathered.
Educational Requirements Engineering degree required.
Requirements
- Minimum of 7 years of industrial experience in technical sales, engineering, or applications is preferred, particularly in process equipment.
- Knowledge of valves and actuators is preferred.
- Experience in the municipal water/wastewater, power generation and the heavy industry markets is preferred.
- Demonstrated verbal and written communication skills. The candidate must be able to build relationships and lead conversations to understand and influence buying decisions.
- Must be an internally motivated and driven individual capable of developing, organizing, and executing action plans with a limited amount of supervisory intervention.
- Ability and desire to travel 30 - 50% of the time.
- Must have the ability to handle (lift/pull) heavy (80-120 lbs.) demo cases and climb ladders.
Performance Criteria
- Sales (new order $) Generated
- Number of New End-Users
- Actuators Sold in the Target Markets
- Maintain/grow Margins