Job Description
Sales Engineer – Integrated Blasting Systems
At Cold Jet, our mission is to generate value for our customers by helping them solve their cleaning, surface preparation, parts finishing, and transport cooling problems. We accomplish this by providing products and services that both reduce hazardous waste streams and generate organizational improvements in cost, quality, and productivity.
We are looking for a Sales Engineer that will be responsible for the full sales cycle for automated systems which integrate our dry ice blast cleaning equipment. The sale cycle is from lead generation, lead qualification, needs analysis, quoting, and to closing the sale. We want our sales to achieve budgeted results monthly, quarterly, and annually.
Position Responsibilities:
Sales Process
- Execute sales process from lead through to the receipt of the order.
- Prepare and make initial contact (pre-approach)
- Drive an initial conversation, discussing the opportunity and qualifying the lead.
- Assess the customer’s needs and understand the drivers impacting their purchase decision.
- Collaborate with the design, production, design engineering, or R&D departments to determine needs of the customer.
- Develop a solution to the customer’s problem, spec out the proposed solution.
- Prepare quote/proposal for the prospect’s approval.
- Be available and responsive as the prospect conducts an evaluation of the solution information.
- Assist customer, as permitted, in conducting a return-on-investment analysis.
- Follow-up with prospect during their approval process.
- Obtain purchase order.
- Write reports and transition project to Project Engineering team for execution.
- Liaise with the production team regarding any issues, foreseeable problems, and effective solutions.
Develop Market
- Identify high-value applications for our integrated blasting systems and develop relationships in those markets.
- Research customers in target application markets and prospect for leadDevelop relationships with integrators who have the potential to be valued long-term partners for Cold Jet.
- Ensure the maintenance of pipeline reporting systems to provide real time information on sales forecasting, production planning, marketing communication effectiveness and salesperson productivity.
- Conduct market research and obtain feedback from clients to improve existing products.
Grow the Business
- Participate as a Global team member in the development of Cold Jet’s Sales and Marketing infrastructure and such other activities as required and assigned to help the company overall.
- Report information about customers, applications, and markets, back to sales management and marketing team members to allow them to gather information used to strategically grow the business.
- Conduct seminars/webinars on technical and industry topics to engage customers.
- Meet or exceed budgeted sales in assigned territory, monthly, quarterly, annually.
Seek Knowledge
- Keep knowledge updated of Cold Jet products/services, updated of industrial automation industry and customer applications.
- Gain awareness of competitive practices and products and communicate this information back to management and marketing.
- Attend conferences, lectures, seminars, and workshops in improve skills and knowledge.
Position Requirements:
Education & Experience
- Associates in engineering (Electrical, Mechanical, Chemical, or other) required, bachelor’s preferred.
- 15+ years sales experience in industrial automation and integrated systems.
Skill Competencies
- Knowledgeable about the sales process and sales techniques.
- Strong knowledge and a big network within industrial automation industry.
- Familiar with PLCs and other automation technology.
- Excels at business networking.
- Must be prepared to spend up to 50% in overnight travel.
- Intermediate to high level skills with MS Office, especially Excel, and CRM applications.
- Effective at selling at multiple levels, from the Board of Directors to the machine operator.
- Strong business communication skills, from oral presentations to business writing, speaks well in public in front of big groups.
- Effective at active listening, understanding nuances of customer communication.
- Knowledgeable in business economics, value propositions, financial analysis of benefit versus cost.
- Familiar with market research methodology.
- Able to work systemically through a sales cycle that can average 12+ months.
About ColdJet:
Cold Jet is an innovative, energetic company that prides itself in the design, production, and sales of world-class, state-of-the-art dry ice technology. Cold Jet is managed by a knowledgeable and experienced team of dynamic and dedicated professionals, working towards a clear vision. Through their leadership, individuals and teams achieve challenging and focused goals, fostering personal achievement and loyalty to a company that values a job well done.By recruiting, hiring, training and retaining the most talented professionals, we continue to build our legacy of innovation and excellence. Learn more about our culture at careers.coldjet.com