Company Description
Instron is a global organization that designs, manufactures, sells and services materials testing applications and its leadership in the marketplace is continually expanding. You will find that our established strength, commitment to our core values and team focus provides an engaging work environment and offers exceptional opportunities for personal and career development.
Job Description
Job purpose
The Senior Sales Engineer plays a vital role in assisting the EMEA Sales department achieve sustainable growth of Instron business and exceed the annual sales targets. The position requires a goals driven, self motivated and pro-active individual who will be working closely with Instron local Sales and Service teams selling differentiated products and services.
Key Tasks & Responsibilities
Selling to new & existing customers by managing projects in identified market areas, analysing business requirements, presenting proposed business solutions, demonstrating & presenting Instron products, generating personalised proposals & negotiating contracts.
Identify and qualify prospects through web leads and direct enquiries. Regularly update CRM Sales database and provide accurate forecasting.
Perform lead generation activities to maintain required sales funnel for exceeding sales growth targets.
Develop market mapping focusing on 80 markets.
Coordinates and executes product demonstrations to existing and target customers
Produces Sales quotations, covering letters and technical descriptions.
Co-operate with Service to ensure customer experience is positive
Coach and mentor more inexperienced Sales engineers on how to do product demonstrations and increase their awareness of Instron product, its applications, 80s verticals and our value proposition.
Act as Key Account manager or lead for identified regional accounts.
Manage after-sales customer satisfaction in co-ordination with other departments to ensure payment delays are kept to a minimum.
Carry out any other reasonable ad hoc duties in line with the requirements of the role in order to support the Sales department and wider business.
Key Competencies (includes skills) and experience
Consultative selling skills
Highly organised
Strong communication and presentation skills
Results driven, determined to win
Ability to work both in a team and independently
Ability to build relationships with clients quickly
Ability to deal with multiple priotities and pressure
Analytical and problem-solving skills
Ability to work both in a team and independently
Fluency in English and local language, both written and oral
Creative thinker
Resilient
Capable of running remote demonstrations
Key Experiences
Experience in supplying advanced industrial measurement systems or complex capital equipment
Apply sales strategy and tactics for simple systems as well as for complex projetcs
Organising customer meetings and product demonstrations
Using CRM and quoting tool applications
Sales Systems:
CRM: Regularly updated (existing and new projects, activities, offers and e-mails have to be entered into the system)
Forecast: monthly supplied to his/her manager. CRM will be updated accordingly.
CPQ: to issue Sales quotes
Qualifications
Typically requires a Bachelor’s degree (preferably Mechanical Engineering or Materials Science), supported by experience of technical sales in a similar business. Candidates without graduate degrees will also be considered where a relevant successful experience of similar technical Sales environments can be demonstrated.
Additional Information
Working conditions
Normal office environment (may be home office, depending on location). Telephone and remote video meetings / communication with customers and colleagues in the team.
Requirement to travel to customer sites at short notice and upto 50% of the time.
Working hours may need to be adapted to accommodate business needs and may include weekends or evening on occasion.
The roleholder will be expected to operate in line with our workplace values which are-
Integrity
Trust
Respect
Shared risk
Simplicity
Physical requirements
Some lifting and handling will be required during customer product demonstrations and exhibitions.
