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Field Sales Engineer - Industrial Machinery

55 Weinsheim, Germany Req #46
Tuesday, January 2, 2024

Position Summary

 

The Regional Field Sales Engineer will be responsible to qualify and sell Cold Jet machines and service solutions to existing and new potential customers, including global leaders in the manufacturing industry, while also prospecting and developing new opportunities in a wide variety of industrial applications.  This position reports to the respective Commercial Manager of the region.

 

Position Responsibilities

 

Sales Process 

 

  •  Executes the sales process from lead generation/first contact to order receipt.

 

    • Discover
      • Research prospects website to analyze their company profile and products
      • Research our HubSpot CRM to check customer contacts and past activities.
      • Research our Cold Jet Asset Libary for relevant application reviews, payback calculation reports, and industry tools
      • Research and connect on LinkedIn to validate your customer contact’s title and responsibilities
      • Establish contact for an initial meeting to discuss the opportunity and qualify the lead. Learn more about current cleaning method and pain points, the customer's problems, and other solutions the customer may be is considering
      • Ensure that sufficient air supply for efficient cleaning with Cold Jet products is given à depending on application.
      • Check if RSO possibility is given (Replicable Sales Opportunities)
      • Inform the customer about how dry ice works and its main advantages over conventional cleaning methods
      • Explain to customer why Cold Jet is the market leader (benefits, service, technology). Explain why Cold Jet Products make the difference compared to our competitors
      • Answer the customer's initial questions, send initial informational materials and a product overview via coldjeconnect.com

 

    • Diagnose
      • Identify the current problem for the customer documenting regarding current cleaning costs including labor, production downtime, amount of scrap, etc.
      • Identify possible hurdles for the customer
      • Build a value hypothesis for the customer by defining measurable cost savings, return on investment analysis, meeting lean manufacturing goals
      • Discuss the client's purchasing process and budgeting, including a key contact, identification of key decision makers, and project timeline.
      • Confirm the customer’s hypothesis by using our modern sales tools, completing a customer visit in-person or virtually, present an application evaluation if allowed and discuss further steps in the decision making process
      • Document the value of the Cold Jet solution using the Application Evaluation tool, the ROI & payback calculator, feedback from the operators, and restate the supporting initiatives such as quality improvements, increased production time, decrease of manual labor, safety enhancements, lean manufacturing goals, ESG goals, etc.
      • Using a hands-on demonstration of an on-site evaluation analysis, determine the appropriate Cold Jet system configuration after have been mentioned the complete product portfolio and propose to the customer the solution that is technically the best and makes the most sense for him.
      • Discuss potential competitors via our Competitor toll and take a professional approach by highlighting Cold Jet's clear strengths over competitors!

 

 

    • Deliver
      • Use negotiation skills to win the customer's commitment to buy, discuss the terms of purchase, and complete the necessary paperwork
      • Forecast the opportunity at 80% once you have gained the customer’s commitment to buy
      • Complete installation of the Cold Jet solution, including a recommendation of the local dry ice supplier, scheduling of delivery in consultation with Operations Poland.
      • Schedule of training, review of applicable Cold Jet CONNECT information by showing all benefits of coldjeconnect.com
      • Continue to inform the customer about other Cold Jet solutions, enhancements, innovations and including dry ice production system capabilities when it makes economic sense.

 

Grow the Business 

 

  • Participate as a team member in the development of Cold Jet’s Sales and Marketing infrastructure and such other activities as required and assigned to help the company overall
  • Maintain sales data in CRM system, both as a selling tool and as a means of gathering information used by sales management and marketing team members to strategically grow the business
  • Meet or exceed budgeted sales in assigned territory on a monthly, quarterly, and annual basis

 

Continuous Learning

 

  • Hone knowledge of Cold Jet products (Cold Jet Academy) and services and their competitors’ products and services
  • Gather information about the applications for which customers and prospects seek our products and communicate this information back to management

 

Position Requirements

 

Education & Experience

 

  • Technical degree (Bachelor or Master) in engineering or business discipline or equivalent work experience 
  • 2+ years sales experience, preferably selling capital or industrial goods in a business to business environment

 

 Skill Competencies

 

  • Knowledgeable about the sales process and sales technique
  • Must be prepared to spend 40% in overnight travel
  • Must be able to drive a van
  • Communicative
  • Team Player
  • Native German language but fluent in speaking and writing in English (level B1)
  • Basic to intermediate level skills with MS Office, especially Excel, and CRM applications
  • Effective at selling at multiple levels, from the Board of Directors to the machine operator
  • Strong business communication skills, from oral presentations to business writing
  • Knowledgeable in business economics, value propositions, financial analysis of benefit versus cost.
  • Able to work systemically through a sales cycle that can average 3-12+ months

Benefits:

 

  • Interesting international working environment selling to global high tech companies
  • Excellent Onboarding and initial training with further training programs
  • Attractive salary model with bonus payments
  • Entitlement to company pension
  • Promotion opportunities and a flat hierarchy
  • flexible working arrangements
  • Company laptop and cell phone for private use
Warum für Cold Jet arbeiten:
  • Cold Jet ist der Marktführer für erstklassige, hochmoderne Trockeneistechnologie
  • Kontinuierlich wachsendes, globales Unternehmen mit Niederlassungen in 10 Ländern und einem multikulturellen Arbeitsumfeld
  • Vertriebs-/Marketingorientiertes Unternehmen
  • Wettbewerbsfähiges Gehaltspaket mit Bonus
  • Firmen-Laptop
  • Unternehmerisches und spannendes Arbeitsumfeld, motivierende und familiäre Atmosphäre

Other details

  • Pay Type Salary
  • Job Start Date Tuesday, January 2, 2024
Location on Google Maps
  • 55 Weinsheim, Germany