Primary Responsibilities
- Develops relationships with new and existing customers by directing and supporting collaborative sales efforts to grow one or more assigned product lines. This is accomplished by making telephone calls, in-person visits, and presenting to existing and prospective customers
- Develops and presents quotes to customers including identifying parts, working with parts and service departments, and calling outside sources to locate needed items. Provides customers with enough materials, information and knowledge to make an educated decision including ROI reports, cost comparison reports, payment options, equipment specifications, warranty, etc
- Logs all calls and sales-related activities via a CRM application to provide Mpac Langen with information to better manage relationships with customers
- Stays current on all technology associated with the product line and attends and participates in trade shows and related activities. Maintains knowledge of product lines, service and support capabilities, marketing programs and objectives relating to machinery sales / rental
- Provides continuing contact with customers after sale by responding to questions and technical problems; coordinating, when necessary, repairs and maintenance activities by service personnel. Informs management of customer concerns and problems. Keeps customers abreast of any changes, improvements with new models of equipment
- Demonstrates and trains customers on sold equipment as needed
- Travels through assigned territory to call on existing customers and prospects new customers to evaluate opportunities, provide estimates and solicit orders.
- Consults with customers regarding technical solutions including product maintenance, upgrades, repairs and other performance issues
- Attends trade shows, customer and company sponsored events and performs various other duties as assigned
Staff Supervisory / Management Responsibilities
- This position does not have direct functional responsibility other than the operational management of the team members within the boundaries of the scope and deliverables of the project. Management of the project resources must include a close collaboration and agreement with the respective functional manager
Financial Responsibility
- Project budgets must not exceed the contingency allowances for each project.
- Approval to project changes (scope, delivery, budget) must be done in compliance with the company’s Delegation of Authority document (DOA)
- Discrepancies between budget estimates and contractual terms that could affect the financial outcome of the project (or increase its level of risk) must be clarified with the Applications team and corrective action must be approved in compliance with the DOA
Working Conditions & Environment
- This position is a position of trust and high responsibility. Long working hours may be necessary on occasion in order to comply with deadlines (internal and external)
- Travel during non-working hours may be required
- Availability through the company provided cellphone is required during non-working hours mostly in times where a project is going through a critical stage
INTERACTION WITH CUSTOMERS:
- Represents the company in meetings with customers in order to solve project related issues. Travels to customer’s sites when necessary
- This position requires the employee to attend work properly groomed and dressed according to the position (casual dressing with some formal dressing required occasionally)
- All interaction with customers (especially agreements) must be properly documented in writing and shared with the appropriate managers for feedback
Knowledge & Skill Required
- University degree in Engineering, Automation / Industrial machinery or Packaging
- Sales experience preferable in Custom Built machinery projects or similar
- Good level of computer literacy (Microsoft Word, Excel)
- Experience with manufacturing & machinery assembly processes.
- High School diploma or equivalent required
- Associate’s degree in Business, Finance or related field preferred
- Minimum of 2 years of sales experience associated with CAT Machine, CAT Engine, Trimble, Rental, Material Handling, and or Allied products required
- Prior experience working in a shop/parts/service-type of environment preferred
- Standard valid driver’s license required
Desired Behavioural Competences
- Behaves ethically — Ensures own behavior and team members’ behavior is consistent with Mpac Langen standards and aligns with the values of the organization
- Impact and influence — works effectively with and through others including where no formal authority exists
- Achievement Motivation — results oriented. Sets high standards and objectives
- Communicate Effectively— Speak, listen and write in a clear, thorough and timely manner.
- Negotiating – presents positions in a reasoned manner, seeks win-win outcomes but understands when to say no
- Team Leadership — effective at building support, thinks team first, promotes success in terms of team as well as individual success, and is adept at creating a shared vision
- Decision-making — Assess situations to determine the importance, urgency and risks, and make clear decisions which are timely and in the best interests of the organization
- Organize— Set priorities, develop a work schedule, monitor progress towards goals, and track details/data/information/activities
- Problem Solving— Assesses problematic situations to identify causes, gather and process relevant information, generate possible solutions, and make recommendations
- Hands-on approach, ready to “roll-up his/her sleeves” and stay close to the action
Desired Behavioural Competences
- Behaves ethically — Ensures own behavior and team members’ behavior is consistent with Mpac Langen standards and aligns with the values of the organization
- Impact and influence — works effectively with and through others including where no formal authority exists
- Achievement Motivation — results oriented. Sets high standards and objectives
- Communicate Effectively— Speak, listen and write in a clear, thorough and timely manner
- Negotiating – presents positions in a reasoned manner, seeks win-win outcomes but understands when to say no
- Team Leadership — effective at building support, thinks team first, promotes success in terms of team as well as individual success, and is adept at creating a shared vision
- Decision-making — Assess situations to determine the importance, urgency and risks, and make clear decisions which are timely and in the best interests of the organization
- Organize— Set priorities, develop a work schedule, monitor progress towards goals, and track details/data/information/activities
- Problem Solving— Assesses problematic situations to identify causes, gather and process relevant information, generate possible solutions, and make recommendations
- Hands-on approach, ready to “roll-up his/her sleeves” and stay close to the action
Hardware & Software Requirements
- Cellphone
- 100% adherence to cellphone policy is required
- One laptop computer, keyboard, mouse, monitor, and desk phone
- Relevant software, includes Dayforce, Concur, Microsoft CRM, Share file
- 100% adherence to company computer policy is required