Sales Engineer

The sales engineer is a member of the tech service group. He is responsible for selling and providing tech services to his own group of customers as well as providing tech services for other sales or corporate accounts until such time that the volume of sales dictates that he handle only his own accounts (we currently estimate that this minimum sales volume is in the neighborhood of $50,000 per month).

A sales engineer will interact with the sales manager and provide him with call reports on all sales related activities. He will be placed on the same bonus program as other salesmen but will report directly to the tech service manager.

The Sales Engineer is responsible for account retention of clients in an assigned territory, developing and expanding existing client relationships, identifying additional revenue opportunities within those clients, and working closely with the tech service manager on those clients. Within the plan guidelines, the Sales Engineer is responsible for the following:

• Maintain existing business via field service visits, performance monitoring via prescribed sample
  collection and analysis, and reporting via Chemical Service Updates. A physical review of your
  update report with customers may be required. Ongoing contact with customers will be required.
• Expand existing business through use of prescribed monitoring and submission of Chemical
  Service Recommendations to the customers. Physical presentation and review of
  recommendations with customers will be required.
• Prospect for business from new customers via cold calls and documenting via Call Reports.
• Provide sales and/or service assistance on any account as requested by the Tech Service Manager or Sales Manager.

• Maintain Existing Business
• Make certain chemical is being used according to plan and investigate any changes. Track usage patterns and inventories. Do not allow customer to run out. Stay abreast of current production rates and process methods for adjustment of the treating products usage as needed. Make physical visits to account locations as prescribed.
• Keep up with changes in the system being treated and recommend changes in treating program as needed. This is accomplished by implementing and following the PMR (Performance Monitoring Requirements) for the account. This includes satisfactory collection and process of any samples designated for PMR.
• Document all of the above with the necessary reports. These include Field Service Reports (FSR), Call Reports, and Survey Packets. The Sales Engineer must also produce Chemical Service Updates (CSU). These should be prepared as requested by the Tech Services Manager. Call reports should be turned in to the Sales Manager.
• Establish and maintain good personal relations and communication as needed with all customer personnel.
• Establish and maintain your position as the primary person responsible for predicting, preventing, (where possible), or solving production problems for our customers via responsible application of GCC Pro-Tech treating products. This should include implementing, maintaining and correcting the treating program at field level, and effectively communicating changes to field personnel and designated customer decision makers.
• Expand Business
• Be aware of any expansion or acquisition plans of current customers or of your customer by someone else. (Mergers, Sell Off, etc.) Document this information via Call Report form and submit to office.
• Visit any site where chemical might be used in the area. Obtain and record the current usage and volume. Get the name of the decision maker on chemical treatment or related purchasing. Provide this information via Call Report form. Follow up via personal contact and document your progress via completion of Call report forms.
• Follow the Performance Monitoring Requirements (PMR, sample analysis) results, and make recommendations for treatment as needed. This includes creation of Chemical Service Recommendations (CSR) and customer presentations when needed.
• Find ways to present our customers with benefits of using GCC as a supplier. This includes not only chemical, but pumps, Retractomatics, filters, tanks, etc.
• Use the GCC Survey Packet when performing surveys. Complete it entirely and submit it to the office when completed.
• Recruit competitor personnel or qualified personnel when ever possible. Explain the benefits of working for GCC and get contact numbers.
• Continual Self Improvement and Personal Development Goals
• The Sales Engineer is always under a responsibility to improve performance in the present position and to qualify for advancement.
• Consult with your supervisor on a plan which will improve GCC’s sales position via ongoing improvements to technical services, products, customer service, and your personal level of performance in your current position or help qualify you for advancement within the organization.
• Maintain good physical condition through a positive program of exercise, weight control, and rest. Avoid any use of…