Outside Sales Applications Engineer

Job Description

Job Description

Description:

Company Information:

Creston is a distributor of metal cutting tools and related products and services with a strong presence in West Michigan. We are family-owned with over 50 years of technical expertise and a reputation for superior customer service. We have an opportunity for the right sales candidate to serve the market territory from Portland/Ionia area to East of Lansing.

Compensation Structure:

Structured compensation plan with a starting base salary and variable compensation for Year 1 based on gross margin. Compensation target range of $80,000 to $120,000.

Objectives:

This position is primarily responsible for developing, growing, and maintaining business relationships with customers in the sales territory from Grand Rapids to Laning, providing products and services that meet customer needs. This position also helps to ensure that individual and company sales and profit goals are met.

Primary Responsibilities:

· Develop business relationships with existing and potential new customers

· Understand customer business models and product needs

· Understand related industry terminology and applications of products

· Possesses advanced business acumen and technical knowledge to position CIS as a value-added strategic solutions partner 

· Uses knowledge of manufacturing economics to communicate costs, identify cost drivers, and develop solutions

· Develop cutting tool solutions for customers that meet or exceed their requirements

· Expand sales with end users relative to annual sales goals

· Function as subject-matter expert on all product lines and technology that CIS provides

· Work with customer to show tangible cost-savings and value and submit related monthly cost-savings reports to manager.

· Perform tool tests for end users

· Provide territory & customer progress reports and opportunities for growth, including detailed sales forecasts/projections & appropriate CRM account data entries

· Responsible for contacting and interacting with prospective new customers 

· Maintain relationships with CIS vendors to help grow their portfolio. Provides regular account updates to satisfy vendor requirements. 

· Maintain established margin objectives

· Understand vendor tool pricing and product application/function as a liaison to achieve continued and additional sales. 

· Maintain accurate sales records and generates various reports relevant to marketing and sales 

· Perform regular customer business reviews

· Develop a personal business plan with annual goals, including key account strategic sales plans

· Travel as needed

Other Responsibilities:

· Consult with manager and leadership team to identify and solve potential problems 

· Work closely with other teams and departments on projects as needed

· Work with the accounting department to help ensure receivables are current and communicates forecasting of potential negative financial implications

· Attend product training, seminars, and other educational opportunities to advance skills

· Attend industry trade shows, exhibitions, etc.

· Perform other duties as assigned 

Qualifications & Requirements:

· College degree or trade school preferred but not required

· 3+ years of outside sales in HSS, carbide and cutting tool application experience

· Experience and knowledge of business to business sales techniques

· Experience in manufacturing or industrial sales

· Knowledge of metal cutting tools required

· Proven track record of managing and growing an industrial sales territory

· Ability to quickly build relationships with key decision-makers and end users

· Knowledgeable about selling VMI programs

· Must be able to work at all levels within the customer account (operations, end users, purchasing, engineering, upper management, department-heads, etc.)

· Strong presentation skills, including general ability to use Power Point

· Working knowledge of web/digital services

· Ability to operate a personal computer, including use of Microsoft Office applications (Excel, Word, Power Point, Outlook, etc.)

· Ability to effectively use databases and other similar on-line systems and related software 

· Be able to physically visit customer locations throughout a specified territory

Required Competencies & Behaviors:

· Customer Service - Responds promptly to customer needs and fulfills commitments

· Interpersonal Skills - Is respectful and able to relate well with others

· Oral Communication - Responds well to questions; demonstrates ability to convey message

· Written Communication - Able to read, interpret, and convey information effectively

· Teamwork - Able to work effectively on a team, giving and welcoming feedback

· Analytical - Uses facts, intuition, data, and experience to make decisions

· Problem Solving - Gathers & analyzes information; identifies & resolves problems 

· Technical Skills - Pursues training and development; shares expertise with others

· Change Management - Is open to change and supports others affected by change

· Cost Consciousness - Uses organizational resources wisely and effectively

· Diversity - Shows respect and sensitivity towards differences of others

· Ethics - Works with integrity and performs work honestly 

· Organizational Support - Follows policies & procedures; supports organization's goals & values

· Strategic Thinking - Adapts strategy to changing conditions

· Judgment - Exhibits sound decisions; explains logic and involves others

· Motivation - Demonstrates desire to succeed and achieve excellence

· Planning/Organizing - Prioritizes work activities; manages time; sets goals and action plans

· Professionalism - Approaches others in a tactful manner; reacts well under pressure

· Quality - Demonstrates accuracy & thoroughness; looks for ways to improve quality

· Adaptability - Adapts to change; able to deal with change, delays, or unexpected events

· Attendance/Punctuality - Is consistently at work, meetings, appointments on time

· Dependability - Follows instructions and completes work as directed

· Initiative/ Resourceful - Asks for help and finds answers when needed

Job Details:

FLSA Status: Exempt Expected Hours: Full time  EEO Class: Sales Worker 

Department: Sales & Marketing  Reports To: VP of Sales  Manages: No direct reports 

Work Schedule:

The position requires flexible, self-directed work schedule to successfully perform job duties 

Physical Requirements:

The physical demands outlined below are representative of essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions: Sitting, walking, reaching, stooping, squatting, hearing, seeing, talking, thinking/reasoning, lifting up to 25 lbs., driving, use office equipment