Territory Sales Engineer - SoCal

Full-time - Mid Level

West Hills, CA

Rental and Leasing Services

About the position

Electro Rent is seeking a self-driven Territory Sales Engineer (Test & Measurement) to focus on increasing the company's rental, used sales, and new sales of Test and Measurement products by working directly with customers in their specific market. This person will need to understand Test & Measurement applications and products from key manufacturers like Keysight, Tektronix/Keithley, and Rohde & Schwarz and apply those to the needs and requirements of customers in their assigned territory.

Responsibilities

• Maximize sales revenue and consistently exceed order targets.
• Utilizes, develops and leads cross-functional teams as necessary to execute sales strategy.
• Responsible for growing ER's overall business in assigned territory.
• Prospect for and develop new customers.
• Develops annual sales plan focused on maximizing ER's revenue in assigned territory.
• Applies creativity, initiative and innovation to the sales process.
• Develops and leads the negotiation strategy on opportunities.
• Involves management and brings them into the sales situation at the appropriate time.
• Executes key sales processes (Funnel Management, Account Management, Territory and Route planning, Deal Management, etc.).
• Possesses a strong desire to win ALL the customer's business.
• Manages the assigned territory.
• Develops knowledge about territory and customer's business.
• Knowledgeable of key competitors and plans & executes competitive strategies to win.
• Identifies and develops customer relationships with key influencers.
• Identifies customer business issues and works with management to address them.
• Effectively calls on all levels within the customer's organization.
• Manages available resources and tools to maximize sales.
• Knows the customer's customer, their market and key success factors.
• Develops and executes an effective time and territory management plan.
• Develops strong working relationships with local OEM sales and support teams.
• Occasional Customer visits and overnight travel - estimated 50% travel.
• Develops business in assigned territory by proactively driving and leveraging all programs, resources and tools.
• Creates new ideas in addition to new business opportunities by setting meetings.
• Holds a franchise-wide view of the business climate, competitive situation, and sales situation.
• Targets and promotes new products and new solutions to customers to maximize new business opportunities.
• Matches customer business opportunities with solutions.
• Follows through on customer commitments.
• Owns the customer problem to resolution.
• Solves systemic problems through root-cause analysis.
• Functions as an internal customer advocate to ER.
• Provides input to management on customer requests and feedback.
• Utilizes organization's feedback process.
• Communicates well both verbally, virtually and in writing.
• Makes effective and professional presentations.
• Coordinates internal and external communication with remote sites.
• Performs other related duties as assigned, in accordance with business needs and organizational goals.

Requirements

• Minimum 3-5+ years related work experience in technical sales, marketing or engineering.
• Strong familiarity with Test and Measurement industry and equipment.
• Well organized with the ability to successfully manage concurrent selling situations.
• Excellent organizational and communications skills.
• High level of energy, motivation, and initiative.
• BA/BS degree or equivalent, technical degree preferred.
• Computer literate (Microsoft Office Suite applications).
• Must possess valid driver's license and be insurable.

Nice-to-haves

• BA degree or equivalent is preferred, preferably Electronic Engineer.

Benefits

• Compensation for this role will vary depending on experience, region and accounts.
• Total compensation for this position can range between $110,000 to $170,000 annually with base and monthly commission structured at a 60/40 split.
• This role is remote but will require travel to Electro Rent customers and occasional travel for meetings including our corporate office in West Hills, CA.
• 50%+ Travel Required.