Sales Engineering

Job Description
Job Description
Description:
Job Title:
Aftermarket Sales Engineer
Reports To:
Director of Aftermarket
Division/Department:
Aftermarket
Level of Work:
Level II
Position Summary:
The Aftermarket Sales Engineer serves as one of the company representatives in pursuit of sales of aftermarket and heat transfer products and/or services. Requires the ability to explain the technical and functional aspects of Graham products and services to customers. Responsible for capturing sales orders for all products and services against annual bookings goals.

Primary activities include relationship building, managing of assigned accounts, detailed proposal generation and order closing functions. As well as providing industry trends and intelligence to Graham’s management. This role demands a willingness work a flexible schedule.

Level II: Sales – Complete and accurate work performed efficiently
1. Resource management (material and people)
Actively pursue and maintain sales opportunities. Follow up on sales leads and developing leads. Solicit opportunities from customers by self-managed efforts including various Identify prospective inquiries and solicitations for evaluation to pursue via company guidelines and/or peer review as appropriate. Develop sales and marketing proposals for customers on technical products and services.

Travel as required to make routine sales calls in order to develop and maintain relationships as well as follow up on leads
Management of assigned Accounts
Form Relationship with other sales personnel. Plan and support promotional actives as necessary. Develop a business plan and conduct annual review against KPI. Develop a “Score card” on performance. Gain awareness of potential competition and develop win strategies.
2. Resource scheduling, output management and reporting
Market familiarization, relationship building and promotion.

Form relationships with key points of contact within target business sectors and customers. Plan and support promotional activities including trade shows and participation in conferences. Create promotional material including literature, site content and product presentations. Conduct market research to determine customer needs and share information with staff members.
3. Continuous Improvement
Study Graham’s existing ejectors, condensers, pumps, heat exchanger product families to familiarize with existing markets and customer applications.

Develop and continually broaden knowledge of the technical aspects and limitations of company products and capabilities. Performs other job-related duties and responsibilities as may be assigned from time to time.
4. Equipment & Process Maintenance
Can properly read all blueprint and work instructions. Will follow up on professional development goals and opportunities. Takes an interest and lets it be known that they have a desire to grow with the company.

Requirements

Qualifications:
To qualify for this position, an individual must possess the knowledge, training, experience and abilities required.

Education & Training

Bachelor’s Degree in Engineering
Master’s Degree a plus.

Experience

~5+ years of Capital Equipment Sales Experience.
~10 years of on the job experience in lieu of formal education.

Other

Must be willing to work overtime as required.
International travel may be required.
Travel up to 50% of working time.

Skills

To perform the job successfully, an individual should demonstrate the following competencies:
# Must have proficiency in MS office applications including spreadsheet, database, and specialized application software.
# Strong written and verbal communication skills required.
# Strong organization and time management skills.
# High attention to detail.
# Ability to analyze problems and develop effective solutions at both strategic and functional levels.
# Demonstrate behavior consistent with company values.
# Ability to work independently, with minimal direction as a highly motivated self-starter and within a team oriented culture.
# Maintain strict confidentiality regarding company matters.
# Follows instructions, responds to management direction; takes responsibility for own actions; keeps commitments; commits to long hours of work when necessary to reach goals; completes tasks on time or notifies appropriate person with an alternate plan.
# Maintain a collaborative relationship with internal and external stakeholders.
# Meets challenges with resourcefulness, generates suggestions for improving work; develops innovative approaches and ideas; presents ideas and information in a manner that gets others attention.
# Excellent understanding of business processes, market and customers.
# Ability to respond to common inquiries or complaints from customers, or members of the business community.
# Sound engineering judgement required to support customer-consulting tasks.
# Customer Relationship Skills to establish technical scope, requirements, and technical corrective actions.
# Able to manage multiple priorities and deadlines.
# Must be detail oriented with ability to maintain a strategic outlook.
# Understands business implications and decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
# High degree of accountability to meet commitments.
# Ability to write detailed reports and correspondence.
# Ability to thrive in a team environment.
# Understanding of what is currently being done and what is not in order to determine what needs to be changed while managing connections between market, mission, and means.

Physical and Mental Demands

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Physical demands:
While performing the duties of this position, the incumbent is primarily required to sit, stand, walk, stoop, and bend. Required to speak and communicate clearly with others.
Mental demands:
While performing the duties of this position, the incumbent is required to read, write, analyze data and reports, exercise judgment, develop plans, procedures and goals, present information to others and work under pressure.

Work Environment

This job primarily operates in a clerical office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers and filing cabinets.
Work
Authorization/Security
Clearance
Must be able to work in the U.S without sponsorship
This job description is not all inclusive but rather serves as a general guideline of the current needs of the position and can be modified at the discretion of management to meet current business needs. Experience and education requirements are the primary basis for awarding this position, however substitutions that are essentially equivalent may be made as they relate to the essential functions, duties, and responsibilities of this position