Senior Sales and Engineering Representative

Senior Sales and Engineering Representative

The Senior Sales and Engineering Representative will split time supporting the functions of Application Engineering by providing sales, marketing, and technical support in the Marine, Commercial and Industrial lubricants segment while providing training and developmental support to strengthen the sales management and technical skills of MOP customer facing sales teams.

Primary

Responsibilities and Duties:

• Collaborate with account managers and sales reps on important customer opportunities and provide individualized coaching support both for technical competencies and sales behaviors.
• Provide a broad range of technical subject matter expertise to support knowledge growth of lubricants and effective lubrication maintenance practices for improved equipment reliability. Expertise would be called upon in support of knowledge growth and sales performance improvements in Commercial and Industrial segments.
• Jointly charged with the sales to understand the activity, business operations, and needs of customers, provide sound information and advice on products and services, and to sell and negotiate beneficial solutions for the customers and MOP.
• Develop and mentor account managers on lateral expansions and account penetration strategy development.
• Work with the VP of Commercial and Industrial Sales, Regional Sales Managers, and Marketing Staff to plan the company’s sales campaign, developing the skills of the sales team, implementing key account plans and proactively reviewing the effectiveness of sales efforts.
• Works with the RSMs of Commercial and Industrial Sales to develop sales plans based on regional market and competitor analysis. Assists in the development of plans to maximize the effectiveness of the sale force with respect to Marine, Commercial and Industrial specialty products and services.
• Support new business development independently and with the account managers and sales organization to develop tools for focused prospecting.
• Works with sales staff to ensure customer satisfaction by interacting directly with customers to improve the product and understanding customer’s needs. May include accompanying sales professionals to client meetings to sell the product.
• Develop, train, and manage designated industrial sales representatives.
• Ensure the profitability and growth of specific products and maximizing sales results for these products across assigned geographic markets/regions.
• Be an expert about specific products and strategically plan production, marketing, and sales interacting with many organizational departments and customers.
• Key account plan development to include the documentation and presentation of value-added support given to customer base through the available CRM system.
• Define and regularly review relevant customer relationships, behavioral, and differentiated services. This can include, credit control duties, volume shortfalls, and contractual penalties.
• Review and plan customer business, products, service packages, contracts, prices, credit terms, credit limits, and debt/payables management.
• Organizing and providing technical products training to strengthen the selling skills of internal and external sales representatives supporting B2B & B2C sales to Commercial and Industrial business sectors. Training methods include traditional instructor led classroom training, OJT, and a blended learning approach including use of virtual web-based training platforms.
• Perform technical resources and help to resolve customer issues, provide situational sales support and coaching, and provide practical field input in support of marketing initiatives.
• Sales and technical credentials and experience to quickly establish credibility with groups of wide and varying background.
• Review the marketability of specific products/competitiveness; execute on Plant Studies, audits, Total Cost of Ownership exercises and support proper product selection to contribute to the overall gross margin and volume growth plans.
• Responsible for training customer maintenance team on proper application and best practice maintenance to increase value add satisfaction.
• Marketing…