Consultative Sales Representative

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A Consultative Sales Representative works with clients to identify inefficiencies or bottlenecks in their current process and propose solutions to meet their specific needs. A successful representative will act more as a consultant and technical advisor to the client than a sales agent while still being able to close the sale. They will work with the EII engineering team to represent the client’s technical, practical, and logistical needs.

A Consultative Sales Representative is a collaborator between EII and clients to creatively develop custom client-based solutions. Travel is expected to be up to 40%.

• Develop new prospective clients by initiating contact and engaging in discussions about their operations and needs
• Build professional relationships with clients by proactively making calls, attending trade shows, and establishing a follow-up process
• Travel to customer sites to evaluate needs and provide consultation, identifying areas of potential improvement in their operations
• Engage in ongoing discussions with clients to understand their needs and develop customized solutions
• Document prospective client processes and improvement areas to present to the EII team for collaborative solution development
• Listen to, understand, and convey customer requirements
• Ideate and design creative solutions to assist the customer in productivity improvement
• Assist in generating customized or customized-off-the-shelf solutions on behalf of clients based on opportunities for improvement to current processes, to be agreeable by all parties
• Create project proposals, timelines, and manage projects by coordinating between different teams
• Attend trade shows and establish new customer contacts; follow up on leads
• Attend and participate in trade association events
• Maintain accountability to set and achieve goals; take responsibility for decisions and actions
• Define, justify, and document proposed methodology for prospective solution(s)
• Prepare and deliver presentations on various topics and solutions, both internally and for clients
• Collaborate with management and other departments to determine cost of solution and estimate quotes
• Understand and establish return on investment for prospective customers
• Prepare weekly reports describing follow-up activity, presentations, and new opportunities

• Experience in project management
• A background in warehouse automation, hardware, software, and business process
• Experience in product customization and solution-focused design
• Customer-centric focus
• Ability to represent the company well at networking events
• Ability to work as a team
• Ability to thrive in a fast-moving, sometimes ambiguous environment
• Excellent autonomous problem solving skills
• Strong communication skills

• Familiarity with the postal/package processing industry is a plus (not required)

Engineering Innovation, Inc. (EII) based in Lafayette, Indiana is a premier provider of parcel processing and mail sorting equipment. EII is a small, dynamic company looking for highly motivated, service-oriented individuals to join its growing team. Through innovation and hard work, we have established ourselves as a leader in the development of automated equipment for pre-sort mailing applications inside the likes of commercial mail houses and parcel-handling businesses.

We use current technology to help businesses run better.

• Competitive Wages
• Paid Holidays
• Paid Time Off
• 401(k)/Roth with company matching up to 6% and 100% immediate vesting after 90 days
• Medical Insurance
• Company-Paid Short - and Long
  -Term Disability
• Wellness program
• Employee referral program

• Seniority level:
  Entry level
• Employment type:
  
  Full-time
• Job function:
  Sales and Business Development
• Industries:
  Automation Machinery Manufacturing