Job description for Sales Engineer at ITW Pte Ltd
Summary
Responsible for achievement of annual sales bookings target while maintaining a high level of customer satisfaction. Provide timely and accurate reports, forecasts, and plans. Has thorough understanding of all products and services. Translate features of instruments into benefits that fit prospective customer applications. Work closely with business, custom engineering and service teams toward maximizing product and service bookings within a defined territory.
Roles & Responsibilities
• Responsible for achievement of annual sales booking target.
• Manages distributor’s agents, motivate and support them to achieve the assigned booking target.
• Proactively prospects, qualifies, and visits potential accounts within assigned territory.
• Submits timely and accurate plans and reports as directed.
• Maintains accurate prospect, forecasts and customer records and updates them into the sales management system in a timely manner.
• Effectively translates product features to benefits and proposes solutions to potential customer applications.
• Proactively solicits orders for products and accessories.
• Responsible for company demonstration equipment assigned to the individual.
• Coordinates with service group to ensure service commitment made in the sales are properly fulfilled.
• Provides order administration with relevant information on order closed so that order can be placed with the factory in a timely manner.
• Organize and conduct seminars and presentation to provide customers with information on Instron to influence the customer decision on the order with Instron.
• Operates within the guidelines of the policies and procedures.
Knowledge, Skills & Abilities
• Written, technical, and interpersonal skills commensurate with those generally acquired through the completion of a technical degree, preferably in mechanical, electronics, electrical, engineering or materials science field.
• In-depth knowledge of materials testing applications and/or processes. This is generally acquired through at least 6 to 8 years of experience in selling capital equipment, materials testing field service environment, or materials testing quality assurance/quality control environment.
• Thorough understanding of direct sales techniques, preferably in sales of capital equipment or materials testing instrumentation. This is generally acquired through a minimum of 6 to 8 years direct sales experience in a related industry.
• Understanding of computer hardware and software and basic word processing and spreadsheet skills preferred (Excel, Word and PowerPoint).
• Good command of English.
• Regular travelling within the country and oversea is required.
Behavioral Competencies
Critical
Customer-Centric
Build strong customer relationships and provide customer-centric solutions.
Decisive
Make timely, high-quality decisions to drive organizational development.
Action-Oriented
Seize new opportunities and respond to new challenges with urgency, energy, and enthusiasm.
Resourcefulness
Effectively and efficiently acquire and use resources
Result-Oriented
Consistently achieve performance, even in challenging circumstances.
Flexible-Interaction
Interact openly and comfortably with diverse groups.
Persuasive
Gain others' support and commitment through strong persuasion.
Building-Networks
Effectively establish formal and informal networks both inside and outside the organization.
Builds-Trust
Be honest, upright, and genuine to earn the trust and confidence of others.
Resilience
Recover from setbacks and adversity when facing difficult situations.
Important
Strategic-Thinking
Anticipate future possibilities and transform them into breakthrough strategies.
Planning-Coordination
Develop work plans and prioritize tasks to fulfil commitments aligned with organizational goals.
Ensuring-Accountability
Ensure that both yourself and others are responsible for fulfilling commitments.
Collaboration
Build partnerships and collaborate with others to achieve common goals.
Effective-Communication
Develop and implement multi-modal communication, clearly understanding the specific needs of different audiences.
Courage
Face tough problems head-on and speak up when necessary.
Fast-Learner
Actively learn through trial and error when solving new problems, treating both successes and failures as sources of learning.
Self-Motivated
Use formal and informal development channels to actively seek new ways to grow and develop yourself.
Manages-Uncertainty
Operate effectively even when things are unclear and goals are uncertain.
Situational-Adaptability
Adjust methods and behaviors in real-time to meet the changing demands of different situations.
