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Technical Sales Position



Responsible for driving and realizing sales in a technical environment, within an assigned

geographic territory, vertical market and/or product group being accountable for all activity

from the initial sales call through and after completion of the sales process.


Key Objectives:

· Increase opportunities and closed sales to meet and exceed company assigned

objectives on a consistent quarterly schedule.

· Proactive lead generation resulting in a highly detailed customer database that

provides market intelligence on suspects (leads), prospects, qualified opportunities,

customer needs and competition.

· Consistent interaction with key decision makers within all customer and

prospect accounts before, during and after the sales cycle.

· Consistent interaction with key team members within the organization before,

during and after the sales process to assure customer satisfaction.

· Increased profit margin and growth of install base in current and new vertical


· Increased market share within territory and markets served by the company.

· Overall customer satisfaction with goods and services to assure continued

excellent reputation in markets served by our client.

Primary Responsibilities:

· 14 pre-qualified appointments per month with our customers and prospects and the

activity necessary to maintain this requirement.

· Follow up with all appointments in written form to review key points of the meeting,

including next steps for customer agreement and buy in. Provide documentation to


· Consistent interaction with key decision makers (“C” level and above) within all

customer and prospect accounts before, during and after the sales cycle.

· Consistent interaction with key team members within the organization before,

during and after the sales process to assure customer satisfaction.

· Engage in “consultative sales “ practices to realize higher profit margins through use

of strategic positioning, early entry into the sales process, controlling the process,

identifying key decision makers, positioning the company favorably within the targeted

customer or prospect and driving the sale to successful completion.

· Engage the key decision makers within the client’s organization as well as the key

team members within our team to drive the sales process successfully to close.

· Provide SWOT analysis for opportunities prior to bid process providing guidance for

the creation of proposals for customers and prospects, and then present the final

version to the client in a timely and professional manner.

· Gather prospect / customer data, recording in the CRM, for the purpose of

understanding the installation base and future needs of the prospect / customer.

Targeted sales activity based on this information and establishing us as the front

runner within the prospect / customer account.

· Maintain the opportunity funnel weekly assuring accurate information to

management. In addition, increasing the new revenue consistently for achievement

of GPM revenue goals while moving existing opportunity revenue through the

established sales process.

· Performing prospect / customer demonstrations of equipment and capabilities


· Create and maintain a prospect / customer email list for the purpose of

marketing efforts on behalf of the company.

· Preparie the “Executive Summary” for proposals provided by  Estimation


· Lead generation, travel to prospects and customers, develop and maintain customer


· Create and orchestrate annual sales plan for targeted sales assignment.

· Provide weekly documented revenue movement of funnel opportunities to include

monthly revenue movement equal to 1/12th the annual revenue goal. This is to be

accomplished through confidence levels, demonstrations, establishing budget

availability, confirming customer project timelines and other sales process activities

as the opportunity calls for.

· Communicate sales and engineering data to established contacts via email,

telephone calls, in-person visits, mailings and other methods normal to the sales


· Generate trip reports including meeting notes, customer process data, and design

details and specifications.

· Maintain good working order of company provided tools and equipment.’s) on a consistent basis. (one per quarter).

Secondary Responsibilities:

· Increase working knowledge of customer/industry processes and technology


· Meet travel requirements and manage travel costs for most effective schedule and

expenditures and provide expense reports in timely manner.

· Participate in resolving any service problems with customer base, including credit and

collection issues.

· Develop 3rd party relationships that can benefit the sales process and company.

· Other responsibilities as assigned.

Essential Skills and Experience:

· Bachelor of Science or equivalent education and experience.

· Proficient in Microsoft Office applications; including Outlook, Word, and Excel.

· Excellent phone and communication skills.

· 3+ years in a consultative selling environment and experience selling to “C” level

executives with the ability to drive results over an extended sales cycle.

· People, organizational and time management skills, ability to work within a team

environment and to achieve individual goals.

· Ability to travel in multiday/weekly increments up to 60 % annually.

Beneficial Skills and Experience:

· Knowledge of marketing methods, mechanical, electrical and electronic engineering


· Knowledge of operational process specific to the customer or industry.

· ERP system applications, in particular ERP database 6.n and 8.n by Epicor.

· Professional business and technical writing skills.

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