Sales Application Engineering Manager; EM

General Role Description

Develop and maintain a sales application engineering organization capable of meeting Business Unit Mid-Range Plan commitments within a set of capital and human resources over a rolling 1-2 year period

Develop and maintain a team of sales application engineers that effectively provides technical expertise, motor and drive system solutions, and technical proposals to OEM and end-user clients in cooperation with the business unit sales force

Allocate team resources to generate technical proposals, proposal cost analyses, supplier specifications and costs; and attend client meetings

Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements; and their effective communication to clients and internal engineering team

Design competitive and viable technical approaches to resolve client issues

Lead the team to write technical articles for publication and to deliver presentations at technical conferences and in meetings with clients that evince the Company’s technical expertise, and effectively communicate the benefits of the Company’s products and services to clients

Assess the lifecycle value of the Company’s motor and drive product and service offerings for key clients and applications

Create tools and collateral on new products and applications for use by the sales team

Plan, execute the launch, and manage the cross-functional implementation of new drive and motor offerings and releases

Ensure that records of opportunities, proposals, projects and business activities are properly and effectively reported per approved business practices using CRM tools

Identify new products and service feature opportunities through all available means, such as reporting by the sales team, directly soliciting feedback from clients, monitoring industry and emerging trends, and tracking the competitive environment, and make feasible recommendations to drive business growth

Identify opportunities for enhancements and improvements to existing products and services through all available means, and make feasible recommendations to drive business growth

Identify and report capital and human resource limitations that present a risk to Business Unit MRP commitments

Develop a process to track and measure organizational operational quality and efficiency

Bring full effort to bear on tasks assigned by manager

Give manager best advice

Give earliest notice when work cannot be delivered as specified

Cooperate and collaborate with peers and interact cross-organizationally as specified by manager

Exemplify Company Core Values:
Integrity, Client Focus, Team Orientation, and Personal Commitment

Comply with all Company policies, practices, and procedures and all regulations and laws

Recommend viable improvements proactively

Ensure effective utilization of business tools and processes

Build and lead a team of committed and capable employees

Plan for, appropriately assign, resource, and integrate the work of the team

Lead, expect, and implement continuous improvement

Own the output of the team

Ensure team members fulfill functional and general employee accountabilities

Exercise effective managerial leadership to include

Two-way managerial team working

Fair and just treatment of direct reports

Context setting

Planning

Task assignment

Ongoing performance management

Coaching

Selection and orientation

De-selection and dismissal

• Bachelor of science degree in a technical field or equivalent via education and/or work experience
• 5 years’ sales application engineering or technical sales in industrial automation systems
• Demonstrated presentation skills
• Demonstrated negotiation skills
• Available to travel, domestically and internationally, up to approximately 30% of the time, sometimes with limited notice
• Demonstrated successful working relationships with clients, suppliers, and other internal and external contacts
• Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and communication skills
• Demonstrated continuous improvement in areas of responsibility
• Proficiency in MS Office

7 years’ experience in the application of industrial automation systems

Demonstrated application engineering experience in the metals, crane systems, and/or paper industries

Demonstrated experience with client specifications review, proposal development, and contract development and negotiations

Demonstrated experience leading engineering teams

Demonstrated experience developing and writing specifications and proposals

Hiring Range: $168,100 - $252,100