Sales Engineer

Industrial Electric Mfg. (IEM) is the largest independent full-line manufacturer of custom power distribution systems in North America. As a Sales Engineer, you will be responsible for selling IEM power distribution products and developing relationships with medium and large Electrical Contractor accounts.

Responsibilities:

• Work with Sales Director to establish, own, execute and continuously develop an agreed & sponsored Account plan
• Identify & build positive relations with all account decision & influencers who impact current or future business
• Deeply understand and be able to articulate the client buying process
• Identify & engage in revenue opportunities within defined accounts
• Understand & capture the clients challenges & requirements
• Use personal & internal resources to develop proposals that meet/exceed client requirements
• Follow the client buying journey / process so as to commercially respond & offer proposal
• Oversee the effective handover to Platform Execution team
• Maintain an ongoing oversight into all commercial related engagements for customer success/satisfaction and our performance as vendor
• Be highly knowledgeable of the client’s business, commercial condition, structure, strategy, operations and challenges to articulate this in terms of opportunity, growth and risk
• Be highly knowledgeable on IEM products, services, general business, structure, strategy, and operations to articulate this in terms of value to client’s business
• Be an effective advocate and communicator of the benefits in supporting the account within IEM
• Be an effective advocate and communicator of the benefits in supporting IEM within client organization
• Provide all internal stakeholder and functional departments the account specific guidance and insights required so that they can execute their role and add value to the client
• Be responsible for managing forecasting and providing information to Sales Director for capacity planning

Requirements:

• A Bachelor's Degree in Electrical/Mechanical Engineering or related field
• A minimum of 5 - 10 years' experience in the sale of power distribution equipment (MV/LV switchgear/switchboards)
• A strong track record of negotiating medium and large project orders, successfully developing new contacts, maintaining current relationships with major contractors throughout the sales cycle and maximizing client potential is a must
• Experience generating accurate project proposals utilizing MV/LV switchgear plus non-IEM products to present a complete bid package is required
• A self-motivated individual with a high level of professionalism, excellent communication, presentation and negotiating skills are also required
• Data Center market experience a plus
• Experience utilizing Salesforce is a plus