Our New England based engineering design consulting firm is hiring for a Technical Sales Account Executive to develop clients in their southeastern US territory. The hired candidate will generate sales revenue selling test and automation solutions to Fortune 500 companies in various commercial and defense related verticals. This is an exciting and unique opportunity for a technical minded sales professional who is adept at developing new accounts and who has the technical expertise to help develop client solutions.
Critical responsibilities include:
Develop account based sales/marketing strategies and executable plans to establish a strong sales pipeline in support of company’s overall goals and objectives
Continually develop and assimilate high-quality customers and expand business in existing client accounts
Accurately tracks and forecasts revenue on a monthly, quarterly and annually basis, while maintaining revenue and profit goals
Works collaboratively with internal software, hardware and mechanical engineering teams to create automated test and manufacturing systems
Identifies market potential by qualifying accounts and expanding into new business units with existing accounts
Initiates sales process by scheduling appointments; making initial presentation; understanding customer’s requirements
Closes sales by building rapport with potential accounts; explaining product and service capabilities; overcoming objections; preparing contracts
Expands sales in existing accounts by introducing new products and services; developing new applications
Contributes information to market strategy by monitoring competitive products and reactions from accounts
Recommends new products and services by evaluating current product results; identifying needs to be filled
Prepares cost estimates by understanding technical documents, solution requirements, and related customer documents; consulting with engineering managers, engineers, technicians, and other professional and technical personnel.
Determines improvements and value to customers by analyzing cost-benefit ratios of equipment, supplies, or service applications in customer environment; engineering or proposing changes in equipment, processes, or use of materials or services.
Gains customer acceptance by explaining or demonstrating cost reductions and operations improvements.
Develops customer's staff by providing technical information and training.
Requirements
Bachelor’s Degree with 1-3 years sales experience
Formal strategic sales training(Miller-Heiman, Target Acct Selling, Spin Selling, Solution Selling)
Karas negotiation skills
Proven track record of account building using strategic selling methods
Mechanical test systems familiarity
Experience with Salesfroce.com or similar CRM
Work location: Atlanta, GA