T&M Specialist

Summary / Position

Purpose:

As a T&M Specialist you are responsible for actively driving and managing the sales process with Account Managers and Customers for Test & Measurement products. The T&M Specialist must be able to articulate the company’s technology and product portfolio, positioning to both business and technical users.

This role primarily engages in a sale’s technical consultancy role. The Specialist will provide technical assistance and guidance during the sales process by identifying the customer’s technical and business requirements, working closely with Account Managers, consulting with technical supplier representatives, and supporting business sales teams, account managers and partners on sales opportunities.

Essential Duties, Functions and/or Responsibilities:

Act as factory trained certified expert (where appropriate) for TE sales organization

Responsible for relationship building within contact base and providing professional representation of the Test Equity brands, including Jensen, Techni-Tool, Test Equity and our own brand line)
Allocate non-assigned leads, ensuring that 100% are converted to opportunities and either closed/won or closed/lost Attend meetings, when necessary, with customers and AM’s to determine technical and business requirements and ensuring that all necessary information is collated prior to producing a solution

Provide technical solutions in a professional manner and to agreed time frames

Effectively demonstrates products to customers

Effectively communicates to customers the company Core Value Proposition, and identify best practices to the customer to drive soft cost savings, and lift customer partnership revenue

Create and confidently deliver technical presentations internally and externally

Deliver training on solutions and provide product support to AM’s and customers

Work with Product Management to provide feedback on issues with current products and provide input around new products

Builds productive relationships internally and externally, fostering teamwork by keeping colleagues updated on activities

Able to understand business drivers and risks involved to the customer and to TESell technical solutions to the customer with professionalism and enthusiasm

Must ensure the proper amount of customer appointment diversity, assuring that a significant amount of the territory is supported proactively through on-site visits and growth efforts

Works strategically to understand industry trends affecting their customers and identify strategic initiates to relate trends to customer opportunities. Develops compelling vision and communicates this vision to support strategic initiatives for assigned customers

Establishes good relationships with customers and teams (internal staff and external partners); relates well to people at all levels; builds wide and effective networks and contacts

Focuses on customer needs and satisfaction; resolves customer issues quickly and accurately; consistently achieves project goals

Indirectly and directly responsible for product quality

Other duties as assigned

Education and/or Work Experience Requirements:

Bachelor's degree in business related field preferred, but not required

Engineering degree preferred2+ years of electronics distribution experience preferred, but not required

Familiarity with CRMSales Pipeline/funnel management, a plus Advanced skill in MS Office specifically Word, Excel, and Power Point Valid driver's license and ability to travel is required

Prefer previous experience with a major supplier such as Keysight, Tektronix, Keithley,Rohde & Schwarz, Indium, 3M, Desco, Excelta, etc.

Physical Requirements:

Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.

Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards.
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