Territory Sales Engineer – Refractory & Insulation

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Territory Sales Representative – Location Flexible Overview

Fire Brick Engineers, is an industry leader in material distribution, production, fabrication, and installation of refractory and insulation used in a variety of industries. Our Milwaukee, Wisconsin corporate based facility along with our 3 additional sites provide the highest quality products and services. As a member of the FBE team, you will find that you are joining a world class organization with an entrepreneurial work environment and innovative spirit.

We have an immediate opportunity for a Territory Sales Representative for an open assigned territory. This position will be based at our Milwaukee facility with actual location flexibility and report directly to the Director of Sales and Marketing.

The Territory Sales Representative is responsible for representing FBE in an established list of established list of legacy refractory customers, increasing sales and enhancing market position. In coordination with the Director of Sales & Marketing, the TSR develops sales plans & forecasts, identifies potential new accounts and calls on customers to drive sales results. This individual develops a deep understanding of the relevant businesses and project activity within their assigned region and, through consistent customer contact, works to position FBE as the preferred insulation and manufacturing provider.

The individual in this position works closely with the Director of Sales along with the VP of production to coordinate sales activity and meet specific customer and project-related needs. This individual works to identify, create and support strategic alignment with customers in the markets targeted by FBE. The TSR builds customer loyalty and increases sales through consistent customer contact and by ensuring that FBE resources (technical, estimating, project management) are coordinated to meet project needs.

• In conjunction with the Director of Sales & Marketing and consistent with FBE business objectives, develop regional sales plans, forecasts and targets.
• Achieve regional sales results consistent with or in excess of forecasted levels.
• Maintain a strong relationship with existing customers and establish relationships with new customers to expand FBE’s business opportunities.
• Work closely with Construction, customer service and engineering teams to ensure efficient flow of information through the entire sales, estimating and closing process. Identify and resolve customer concerns with the support of appropriate team members/departments.
• Work closely with Operations, customer service and engineering teams to ensure efficient flow of information through the entire sales, estimating and closing process. Identify and resolve customer concerns with the support of appropriate team members/departments.
• Gather sales project information at a level sufficient to allow for assessment of sales opportunity and efficient preparation of RFQ’s/RFI’s.
• Follow-up with customers at appropriate intervals on quoted business to understand the status of projects and maximize FBE sales opportunities.
• Record / keep up-to-date customer and project information utilizing our proprietary M2K. software
• Call & Appointment History
• Future project opportunities
• Quote activity with probability of success estimates
• Status of Sales Opportunities
• Update job and competitive knowledge by maintaining market and industry trend data, participating in educational opportunities, reading professional publications, maintaining personal networks, etc.
• Develop and implement sales techniques to drive results and meet specific market and industry needs. Recommend new or revised product strategies to meet changing customer demand and market dynamics.
• Travel regularly to customer locations, trade shows, etc. (estimate 25%).
• Obtain market intelligence, new product opportunities and customer feedback to suggest potential improvements to products and FBE’s estimating, sales and marketing practices.
• Actively participate in assigned product development opportunities.
• Work closely with other regional managers where required to…