Sales Engineer

POSITION SUMMARY

Matthews Marking Systems, a leader in Marking and Coding Hardware and Software Technologies, is seeking a strong Sales Engineer to continue to grow and expand an already stellar territory in Eastern Pennsylvania, Maryland, New Jersey, New York, Maine, Rhode Island, and Massachusetts.  
At Matthews, our Marking Division provides industrial marking and coding solutions to a wide variety of industries including but not limited to consumer products, packaging, plastics, rubber, metals, building products, automotive and glass.  
We are looking for a talented, technical, and driven sales professional to support established B2B clients (60%) and develop new relationships within the territory (40%).  This position requires a motivated Sales Engineer to help solve client problems, someone who is willing to continually learn and understand the technical aspects of Matthews and automation workflows, and an individual who cultivates a team environment and is disciplined in their profession.

JOB RESPONSIBILITIES

• Act as the primary contact for all accounts in the sales territory.  
• Create customer loyalty and grow the account through post-sale support.
• Achieve budgeted sales objectives set for the assigned territory.  
• Self-manage time and activity to ensure objectives are on track. 
• Explain product features and solutions to customers during live demonstrations and negotiating contract terms.  
• Recommend new and improved products to the customers and explain how the equipment will be more cost-effective.  
• Work closely with technical teams to support customer needs throughout the business relationship.
• Navigate effectively in current and newly acquired accounts to upsell and cross-sale in solutions based selling approach. 
• Gather and document specifications needed for standard and custom applications.  
• Work with the customers and technical teams to ensure the equipment meets the system requirements.
• Organize and facilitate meetings with targeted prospective clients and internal teams to identify adequate services/offerings to meet prospective clients’ needs. 
• Instrumental in managing all data of customer interactions and transactions, conversations, collaborations, and other information crucial to the long-term prospect or client relationship.
• Collaborates with Tier 1 channel partners in staff training and developing new sales opportunities.
• Prospect and qualify new leads and opportunities within a specific territory and generate sales opportunities.
• Has specific target accounts as well as identified geographic accounts within the assigned territory.
• Maintaining all company assets in good working order.
• Communicate with the Regional Sales Manager the status of all company assets and loan account equipment.  
• It is also the responsibility of the Sales Engineer to have a home office for filing and maintaining customer records for his/her territory.
• Participating in regional and national trade shows within assigned product responsibilities as required by the division.

QUALIFICATIONS / REQUIREMENTS

Our ideal candidate will have experience in a solutions-based selling model and prior industrial/manufacturing sales experience with the skill to cultivate existing customer relationships while driving new business leads. Develop and implement sales growth plans and provide application solutions to create added value and improve our customers’ processes.

• Bachelor’s degree in engineering / business or relevant technical degree with 2 years of technical experience, or 7+ years of technical sales experience; or equivalent combination of education and experience will be accepted.
• Knowledge of industrial environments (material handling, conveyors, PLC Communications).
• Familiar with corporate purchasing, engineering, and vendor qualification processes for industrial equipment.
• Experience in manufacturing software, HMIs, and communication protocols.
• Knowledge of how software helps accomplish the business goals of the client with the ability to demonstrate the features, benefits, and functionality that address the use cases of the client.
• A high degree of proficiency in MS Office Suite, Outlook & Internet applications.
• Prior experience in utilizing a CRM tool to forecast, track and manage opportunities.
• Prospecting with companies perceived to have marking/coding requirements based on previous installations.
• Develop sales approaches and techniques that speak to the customer's needs, concerns, and objectives.
• Strong analytical, prioritizing, interpersonal, problem-solving, presentation, budgeting, project management (from conception to completion) and planning skills.
• Strong verbal and written communication skills (including analysis, interpretation, & reasoning). 
• Solid understanding and application of mathematical concepts. 
• Ability to develop and maintain collaborative relationships with peers and colleagues across the organization, as well as internal and external clients. 
• Ability to work well autonomously and within a team, in a fast-paced and deadline-oriented environment. 
• Self-motivated with critical attention to detail, deadlines, and reporting. 
• Travel either locally, nationally, and/or internationally required.

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PHYSICAL ASPECTS / WORK ENVIRONMENT

•    Regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl; and talk, hear and see.  
•    Occasionally lift and/or move up to 10 pounds. 
•    Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
•    Occasionally exposed to wet and/or humid conditions, moving mechanical parts, fumes or airborne particles, extreme cold & heat, risk of electrical shock, and toxic or caustic chemicals.
•    The noise level in the work environment is usually low/moderate.