| Sales Development Engineer |
Job Id: W257504 |
Posted On: 11/25/2009 |
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Location: Madison, WI;
Job Type: Full Time
Salary: $60000.00 to $100000.00/year
Degree: Bachelor of Science
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Description
Sales Engineer - Extruded Plastics / Extrusion.
Prefer Techincal Background - Proven experience in the extrusion marketplace.
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POSITION TITLE: Sales Development Engineer
DEPARTMENT: Sales & Marketing
SUPERVISORS TITLE: Chief Administrative Officer
PURPOSE OF POSITION
Position will understand The companys extrusion capabilities and have a detailed understanding of plastics that can be used to develop new opportunities. Will target customers/markets where extruded plastics can be used to reduce cost or bring an advantage to that market. Responsible for understanding full scope of customers business, developing multiple relationships within customer and The company. Create multi-functional teams from both companies to address cost reduction initiatives and develop new business opportunities to eliminate competitive situations. Working with customers technical/engineering group to develop new products within The companys capabilities. Developing new business for The company by working with prospective customers, solving customer complaints and issues, preparing customer sales budgets/forecasts and coordinating sales related activities within The company to drive in new business (Negotiating contracts, pricing decisions, quoting and marketing initiatives).
This individual must work independently and with top level management of customers and potential customers to develop strong relationships. Customer satisfaction with the individuals communication style and knowledge of the plastics industry will be critical to the success of this individual. External customer satisfaction is a fundamental requirement of this position. Must be a problem solver; understand customer quality requirements and product usage. Position is targeting new products and markets that The company fit current capabilities and enable The company to grow the business profitably.
Working independently with top management at prospective customers, the individual in this position plays a critical role in The companys marketing and sales efforts. Knowledgeable of business management principles involved in strategic planning and developing pricing and marketing strategy and tactics. Technical knowledge of extrusion process and plastic material properties.
PRIMARY FUNCTIONS, DUTIES AND PERFORMANCE MEASURES
% OF TIME PRIMARY FUNCTIONS ACTIVITIES UNDERTAKEN TO ACHIEVE THE FUNCTIONS
70% / Identify Prospects, new markets/Obtain New Business by working internally (The company NPD) and externally (customer engineering group) to develop new products / Researches the market / Studies and understands potential customers and there needs / Determines key players within potential customer organizations / Maintains accurate and updated history of client contacts utilizing contact management software / Identifies external opportunities and follows up / Drive opportunities through company working with mfg and NPD / Develop Sales Contracts/agreements with Customers / Conducts interviews to understand the client and the opportunities / Builds a rapport and relationship with potential customer
15% / Implement Increased Mfg Efficiencies or Cost Savings by developing new materials or processes / Works with internal experts to understand The companys capabilities and potential capabilities / Fully understands The companys processes and manufacturing experience / Work with The company mfg, process engineers to decrease costs and improve efficiencies by introducing new materials that are lower cost or increase production efficiencies / Focus on raw material cost reduction efforts and other mfg efficiencies to include scrap rate reduction, rate increases, etc
15% / Developing Sales Strategies/Marketing / Keeps abreast of developments with other The company customers and uses that information to create new business opportunities / Lead strategic planning for target markets to assist Staff in decision making / Educates the marketing & sales team on developments in the marketplace that impacts The company.
WORKING CONTACTS
The purpose of this section is to clearly identify the non-supervisory working relationships. Please identify the position titles or people to whom the position provides information or have some other type of contact on an on-going basis including those outside the organization.
MOST FREQUENT CONTACTS NATURE OR PURPOSE
Potential new customers and existing customers Evaluate customer requirements. Learn, evaluate, and sell. Understand businesses and opportunities that exist in the make vs. buy marketplace and sell them on The companys capabilities and strengths.
Marketing & Sales team, Operations Planners and production personnel Share information. Understand develops with current customers and how that enhances The companys capabilities or creates new opportunities. Obtain and enhance market information.
Product Development/Engineering Exchange information. Understand The companys technical abilities and new developments underway and share information on new marketplace developments. Push new opportunities through The company.
Director of Manufacturing, Director of Continuous Improvement, Director of Engineering Develop cost reduction efforts by using knowledge of resin properties and extrusion processes
ACCOUNTABILITY AND DECISION MAKING
Please give several examples of typical decisions made or actions taken by the individual in the position on a regular basis. Note where decisions are made independently or where guidance from the supervisor, others, or procedures exist. Finally, list the impact of these decisions.
DECISIONS FREEDOM TO ACT GUIDANCE/SUPERVISION IMPOSED IMPACT
Identification of new business opportunities and markets Work independently with some general guidance from supervisor Obtain and win new business opportunities and ensure The company reaches its sales goals/budget.
Determine decision-makers within the potential customers organization and pursue accordingly Work independently with some general guidance from supervisor Successful in generating new business without long delays, working through both internal and external issues.
Develop list of potential markets Work with Marketing and NPD to develop list of potential markets to pursue and develop using The companys extrusion capabilities Develop new products for these markets/customers.
Develop plans for implementation of cost savings initiatives in mfg Works with Dir of Mfg, Dir of Cont Impr and Dir of Eng to develop a list of projects that will be completed that involve introducing new materials Reduce cost of products for existing and new customers by lower cost materials or increased mfg efficiencies
MENTAL EFFORT
Please describe the major challenges or most difficult types of problems the individual is this position is expected to resolve in the course of the work. Also describe any unusual mental aspects of the work required in this position, such as particular attentiveness, repetition, or work completion deadlines. Give examples.
Must be able to identify potential markets and customers that best fit The companys capabilities. The ability to organize large amounts of information into focused priorities. Strong communication skills with the ability to analyze new opportunities quickly and identify how they may fit with The companys capabilities. The person in this position must be able to intuitively understand organizations and their internal decision-making structure to determine how best to succeed in creating a new business opportunity. The ability to think and act quickly and interact with senior management personnel in many different organizations and cultures. Must also be able to possess ability to review an opportunity to understand the size of the opportunity and whether The company can produce the product profitably.
KNOWLEDGE AND EXPERIENCE
4-year degree in engineering, marketing, business or related field preferred.
Proficient with Microsoft Office products and other CRM software applications.
5-7 years experience in a senior sales and/or engineering position required.
Experience and knowledge of the plastic industry market and plastic materials.
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