Field Sales Engineer

Unifrax - Whitmore Lake, MI

Full-time - Entry Level

Whitmore Lake, MI

5,001-10,000 employees

Nonmetallic Mineral Product Manufacturing

About the position

The Field Sales Engineer at Alkegen plays a crucial role in driving sales and developing new accounts within a designated territory. This position is integral to the company's mission of delivering innovative specialty materials that contribute to environmental sustainability and improved quality of life. The Field Sales Engineer is tasked with achieving annual sales targets as outlined by company management, which involves a deep understanding of the company's products, their applications, and the competitive landscape. The role requires the individual to maintain a high level of product knowledge and to service all customers within the assigned territory effectively. In this position, the Field Sales Engineer will be responsible for developing and executing territory plans that maximize customer engagement while minimizing travel time. This includes clustering accounts to optimize daily travel routes and ensuring that the sales strategy aligns with the company's business objectives. The role also involves providing accurate sales forecasts, utilizing CRM software to track opportunities, and documenting customer interactions. The Field Sales Engineer will work closely with the application engineering team to enhance their technical knowledge and selling skills, ensuring they can effectively communicate the value of Alkegen's products to potential customers. The position requires a proactive approach to sales, including making technical presentations, leading educational seminars, and collecting competitive intelligence to inform marketing strategies. The Field Sales Engineer will also collaborate with customer service management to address any issues related to product quality, delivery, and customer satisfaction. Overall, this role is pivotal in driving sales growth and maintaining strong relationships with both new and existing customers, all while embodying Alkegen's core values of innovation, sustainability, and inclusivity.

Responsibilities

• Obtain annual sales program for specific sales territory as assigned by company management.
• Develop new accounts, markets, and sales of new products in accordance with the Company's Business Plan.
• Maintain the highest level of knowledge possible of Company's products, their applications, services, and policies.
• Service all customers within the assigned territory.
• Provide Company management with market information and competitive updates.
• Operate within assigned budget and manage channels of distribution.
• Penetrate and develop new accounts while maintaining existing business.
• Call on prospective customers, providing information and demonstrations.
• Assess customer requirements and competitor activity.
• Meet or exceed sales plans.
• Travel overnight (75% of time) primarily within assigned territory, with some overseas travel as required.
• Develop and execute territory plans to maximize time in front of customers.
• Utilize CRM software to identify, progress, and close opportunities, and document customer interactions.
• Complete expense reports in time and under budget.
• Create strategies to penetrate key competitive accounts.
• Understand Value Based Sales Model to extract highest value from opportunities.
• Work closely with application engineering team to improve core knowledge on applications and products.
• Setup and lead regular sales calls with the team.
• Make technical presentations to large audiences and present special programs.
• Collect competitive information and communicate to Marketing and Growth organization.
• Work closely with customer service management to manage and resolve issues and complaints.

Requirements

• Previous experience in refractory products and existing relationships in the market.
• B.S. Degree, Engineering preferred.
• Fluent in English, with the ability to communicate effectively when required.
• Previous experience in selling and negotiation on both small and large scales preferred.
• Knowledge of refractory solutions and the marketplace preferred.
• Demonstrated success in selling technical materials or products in industrial markets.
• Self-motivated with a strong desire and ability to build relationships.
• Knowledge of CRM & ERP systems, Incoterms, products and applications, competitive products, and drawings is preferred.
• Ability to read engineering drawings and bills of materials is preferred.
• Proficiency in Microsoft Office Suite, Financial Statement Analysis, and CRM.

Nice-to-haves

• Experience in technical sales within industrial markets.
• Familiarity with sustainability practices in manufacturing.
• Ability to conduct training and educational seminars for customers.

Benefits

• Dynamic career opportunities with global reach.
• Access to a diverse and inclusive work environment.
• Opportunities for professional development and growth.
• Participation in sustainability initiatives.