Sales Engineer

  • Sparkline Equipments Pvt Ltd
  • Pimpri-Chinchwad, Maharashtra, India
  • Apr 02, 2017
Full time Sales

Job Description

Area of ResponsibilityKey Activities/Elements
1. Sales Activity
  • Meet or exceed monthly, quarterly & annual financial booking and gross margin targets
  • Meet or exceed quota for advanced payment collections to support working capital goals
  • Identify and pursue target job opportunities and maintain appropriate activity backlog
  • Provide accurate planning and forecasting of sales performance
  • Be an active member of the sales team, assisting other team members as needed, to achieve team goals
  • Provide market feedback on product information, competitive product data, market pricing, etc to the Sparkline Materials Handling Solution leadership team                                                                 

2. Customer Relationships
  • Strengthen Sparkline’s relationship and position with new and existing accounts and improve the client relationship by
  • Actively calling on contractors & consultants to increase Sparkline’s profile in the local market
  • Networking with industry organizations and relevant communities
  • Establishing key contacts within multiple tiers of the customer organization
  • Regular communication with customer influencer and the Sparkline Account team
  • Working to solve customer complaints and issues in a timely manner, using appropriate Sparkline Resources
  • Assist with payment collections where requested in case of delayed project payments

3. Effective Management of the Sales Cycle
  • Responsible for the effective management of the Sparkline Materials Handling Solution disciplined sales process from identifying and qualifying prospects to successfully closing the sale
  • Developing sales leads through prospecting and lead generation activities
  • Preparation and delivery of effective, persuasive sales closing presentation with key customer decision makers
  • Coordinating estimation activities, ensuring costs are competitive
  • Qualifying sales opportunities to ensure expenditure of resources in a cost effective manner
  • Ensure successful handover of job to project team

4. Account (new and existing) Development
  • Develop detailed account plans for all assigned accounts
  • Consult with the customer to influence buying behavior
  • Demonstrate new services and technologies that have linkage to customer business outcomes
  • Penetrate vertical markets using Breakaway Selling, customer specific value propositions & opportunity development
  • Analyze projects to develop strategy for technical and specification superiority to successfully win competitive bid projects

5. Sales Processes & Tools
  • Use established sales processes and tools to maximize sales closure rates and ensure compliance
  • Customer Relationship Management Tool (CRM)
  • Impact reviews
  • 5 disciplined step sales process
  • POINTS pre-call tool
  • Breakaway Selling
Knowledge and skills (general and technical)
  • Knowledge of materials handling Systems and demonstrable capability of integrated systems sales
  • Experience and knowledge of the commercial construction market
  • Solid understanding of applicable local, national and regional building codes and standards.
  • High level influencing & negotiation skills
  • Strong presentation and communication skills
  • Ability to work in a team environment with limited direct supervision
  • Working knowledge of Sparkline competitors within the market, both business practices and products/solutions
  • Ability to work collaboratively within a matrix team environment
  • Customer focused and results driven, and be a self-starter