Junior Outside Sales Representative

Junior Outside Sales Representative

Responsibilities include:

• Conduct consistent outbound sales activity to identify, engage, and develop new customers and sales opportunities.
• Develop relationships with end users, packagers, integrators, service companies, and other targeted customers within assigned markets and territories.
• Identify and engage new contacts within existing customer organizations to expand AMOT's relationships and market presence.
• Develop new business opportunities by proactively reaching out to prospects and scheduling meetings to introduce AMOT's products, capabilities, and value propositions.
• Conduct customer meetings, virtual calls, presentations, and site visits.
• Identify customer needs and applications where AMOT products and solutions can provide value.
• Generate and develop qualified sales opportunities and manage those opportunities throughout the sales process.
• Maintain consistent follow-up on quotations, proposals, and active opportunities to help drive them toward closure.
• Identify opportunities to expand AMOT's product content and revenue within existing accounts.
• Prospect within assigned markets and geographic territories to identify new customers, applications, projects, and revenue opportunities.
• Develop relationships with key decision makers, engineers, operations personnel, purchasing personnel, project teams, and other customer influencers.
• Work toward progressively greater ownership of customer relationships, opportunities, accounts, and territory development as experience and product knowledge grow.

Market & Territory Development:

• Develop business within targeted industries and applications, including offshore and marine, oil and gas, power generation, compression, industrial equipment, and other markets utilizing engines, compressors, turbines, and rotating equipment.
• Identify packagers, system integrators, service companies, end users, and other organizations that represent potential opportunities for AMOT products.
• Develop an understanding of the major customers, applications, competitors, and market dynamics within assigned territories.
• Identify underserved customers and applications where AMOT can expand its market presence.
• Develop and execute customer call plans in coordination with Sales leadership.
• Visit customer facilities to develop relationships, understand applications, identify problems, and uncover new product opportunities.
• Attend industry events, trade shows, customer events, and other activities that support territory and market development.

Product & Application Knowledge:

• Develop and maintain a strong working knowledge of AMOT's products, applications, capabilities, and value propositions.
• Develop a strong understanding of AMOT's core markets and the applications in which AMOT products are used.
• Understand the fundamentals of engines, compressors, turbines, and other rotating equipment and how AMOT products interact with these systems.
• Develop working knowledge of cooling systems, lubrication systems, temperature control, safety and shutdown systems, and other applications relevant to AMOT products.
• Learn to identify customer application requirements and recommend appropriate AMOT products and solutions.
• Clearly communicate AMOT product capabilities, operating principles, performance characteristics, and competitive advantages.
• Continuously expand technical and product knowledge through independent study, internal training, customer interactions, and collaboration with Engineering, Product Management, and Technical Sales.
• Recognize when additional technical expertise is required and effectively engage the appropriate internal resources.
• Maintain awareness of competitor products, industry developments, and trends within assigned markets.

Customer Development:

• Build and maintain strong relationships with existing customers while continuously developing new customer relationships.
• Expand AMOT's contact base within customer organizations by developing relationships across engineering, operations, maintenance, purchasing, management, and other relevant functions.
• Understand customer operations, equipment, applications, challenges, and business objectives.
• Identify customer problems that AMOT products or capabilities can help solve.
• Coordinate with internal resources to ensure customer needs are properly understood and addressed.
• Position AMOT as a trusted technical and commercial partner.
• Maintain consistent customer engagement and follow-up to support long-term account development.

CRM & Opportunity Management:

Maintain accurate and timely customer and opportunity information within the company's CRM systems.

• Documenting customer calls, meetings, and visits.
• Maintaining accurate customer and contact information.
• Creating and updating qualified sales opportunities.
• Documenting customer requirements, applications, and next steps.
• Maintaining accurate opportunity values and expected timing.
• Tracking quotations and proposals and ensuring appropriate customer follow-up.
• Maintaining visibility of new contacts, projects, applications, and potential future opportunities.
• Tracking sales activity and customer engagement within assigned accounts and territories.
• CRM platforms include Pipedrive and Microsoft Dynamics 365.

Internal Collaboration:

• Work closely with Sales leadership to prioritize territories, customers, prospects, and opportunities.
• Collaborate with Technical Sales, Engineering, Product Management, Customer Service, Operations, and Marketing to support customer opportunities.
• Engage technical resources when additional product or application expertise is required.
• Communicate customer needs, market feedback, competitive information, and potential product opportunities internally.
• Participate in sales meetings, product training, application training, and other professional development activities.
• Share customer and market intelligence with the broader Sales organization.

Behavioral Competencies:

Customer Focus: Develop trusted customer relationships by understanding customer applications, challenges, and business needs while providing responsive and professional support.

Problem Solving: Identify customer challenges and opportunities and work collaboratively with internal resources to develop practical solutions that create value for the customer and AMOT.

Time Management: Effectively prioritize prospecting, customer visits, opportunity follow-up, travel, CRM activities, and internal responsibilities while maintaining consistent sales activity and responsiveness.

Teamwork: Work collaboratively across Sales, Technical Sales, Engineering, Product Management, Marketing, Customer Service, and Operations to support customers and achieve business objectives.

Performance Metrics:

Performance in this role will be evaluated using a combination of qualitative and quantitative measures. Success will be based on sales activity, opportunity creation, customer development, revenue generation, technical development, and demonstrated growth as an outside sales professional.

Performance metrics include, but are not limited to:

• Number and quality of outbound customer and prospect calls.
• Number of customer meetings, site visits, and opportunity meetings conducted.
• Identification and creation of new qualified sales opportunities.
• Revenue generated from assigned customers, opportunities, and territories.
• Development of new customers and prospects.
• Expansion of contacts and relationships within existing accounts.
• Identification of new applications and opportunities within existing customers.
• Consistent and timely follow-up on quotations, proposals, and active opportunities.
• Accurate and timely documentation of customer interactions and opportunities within CRM.
• Demonstrated growth in AMOT product, market, and application knowledge.
• Ability to increasingly conduct customer conversations and manage opportunities independently.
• Contribution to the overall growth and effectiveness of the Americas Sales organization.

Education and Experience:

Required:

• Bachelor's degree from an accredited college or university.
• Two (2) to five (5) years of professional experience, preferably in sales, technical sales, business development, engineering, manufacturing, industrial equipment, or a related field.
• Strong desire to develop a career in outside technical sales and account management.
• Technically inclined with the ability and desire to learn engineered products and industrial applications.
• Basic understanding of mechanical systems and rotating equipment.
• Strong mechanical aptitude and problem-solving ability.
• Ability to understand and communicate technical product information.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Comfortable initiating conversations with prospective customers and developing new professional relationships.
• Self-motivated and proactive with the ability to independently manage sales activities, follow-up, travel, and priorities.