The Engineering Sales Representative is responsible for acquiring new customers and new business opportunities.
The work begins with evaluating the market, developing leads, contacting prospects, making appointments, and determining application opportunities.
Next, the sales professional audits the prospect’s operations, considers alternatives, prepares professional proposals and/or quotes, makes winning presentations, and gains commitment from the customer.
Finally, the sales professional takes personal responsibility for the care of the customer through coordination of all parties participating in the relationship.
The successful sales professional is always striving to expand their contact database and his/her technical knowledge and interpersonal skills.
Prospecting
•Develops contact list and prospects to find new business and customers while utilizing multiple sources to develop prospect list, including, industry guides, key vendor partner input, referrals from existing customers, and other ESRs.
Makes sales calls to existing and perspective customers.
•Determines potential applications
•Presents viable Ellsworth Adhesives solutions
•Secures opportunities to quote on existing and potential customers’ requirements by visiting the customer facility and/or contacting by phone.
•Follows up (by phone or visit) on quotations submitted to customers.
•Develops a plan for every call and a strategy for each account.
•Establishes professional customer/vendor relationships with appropriate customer personnel (purchasing, engineering, manufacturing, quality assurance, management, and other key personnel).
•Conducts Plant Audits at existing and prospective customers to work on consolidation and cost-savings initiatives.
Resource Coordination
•Collaborates with internal Ellsworth’s partners, including, customer service, tech team, logistics, purchasing, management, and other employees as to support their efforts at assigned accounts.
•Coordinates trials and development with Customer Service Representative, vendor representatives, technical personnel, and R&D.
•Provides complete and accurate customer requirements to comply with Ellsworth’s quality system.
•Communicates with the immediate supervisor on a regular basis as needed. Participates in regular sales meetings and will meet periodically with the immediate supervisor and VP of Sales and Customer Service Manager to counsel, chart progress, and identify performance improvement opportunities.
Sales Administration and eTools
•Provides business reports on scheduled basis.
•Provides a territory sales forecast.
•Manages a portfolio of opportunities
•Follows up in a timely fashion and provide timely and accurate feedback on leads and referrals generated from trade shows, vendor supplied leads and leads generated from Ellsworth Adhesives marketing efforts.
•Maintains and utilizes customer data via Ellsworth’s database management software.
•Completes and submits required reports accurately and on time.
Skill Building
•Maintains technical knowledge and effectively utilizes technology to efficiently manage their territory.
•Continues personal technical knowledge improvement by attending vendor training, reviewing vendor websites and literature. Review’s competitor websites and literature. Subscribes to and reviews industry trade magazines.
Delivers Results
•Responsible for meeting sales quotas, satisfying customer needs, and adhering to the policies and procedures of Ellsworth Adhesives.
•Develops projects, programs, timing, and goals to meet the sales targets as reflected in the Annual Operating Plan.
Demonstrates Principles of Ellsworth’s Sales Training.
•Demonstrates consistent use of Key Principles of Ellsworth’s sales training.
•Listening, Exploring, Acknowledging, Responding.
•Recognizing the Customer’s requirements based on their needs.
•Developing and delivering presentation process.
Technical Adhesives Knowledge
•Presents potential solutions from the full Ellsworth Technology Kit, including all major types of adhesive technology, packaging, and dispensing options.
Vendor Politics and Collaboration
•Demonstrates consistent collaboration with multiple key vendors and is able to grow while minimizing vendor conflict.
•Provides a wide range of business across multiple vendors.
