Sales Engineer II

POSITION SUMMARY

Under limited supervision, promote and sell Mitsubishi Electric Automation production throughout three states (AL, MS, TN). Grow MEAU revenue and increase market share all product categories including Services, Programmable Logic Controllers, Variable Frequency Drives, Servo & Motion Controller, CNC, Human Machine Interfaces, Robots, Data Acquisition Solutions, and Low Voltage Control Products. Support existing direct accounts and distributor partners while identifying and developing new customers to attain established sales and growth objectives.

POSITION DUTIES AND RESPONSIBILITIES

• Identify and qualify OEM target accounts that align with Mitsubishi Electric Automation’s Perfect Prospect Profile.

• Work with qualified System Integrators in the Mitsubishi Electric System Integrator Program (MESIP) as needed in the territory to support OEM conversion activity and project-related business

• Work independently (80%) and with Partners (20%) to develop new prospects in the assigned territory that will lead to wins and significant opportunities for growth

• Prospect for potential customers through various direct and indirect methods.

• Develop target account plans outlining sales strategy specific for each account.

• Quickly establish relationships with target accounts and develop sales opportunities.

• Drive entire sales process from initial customer engagement through customer purchase order.

• Participate in Distributor Sales Plan reviews as directed by management.

• Effectively manage and utilize all available resources when seeking solutions for a customer opportunity.

• Conduct demonstrations, present technical information, and prepare proposals during sales process.

• Work with Field Application Engineers to develop solutions that address customer needs.

• Maintain a high level of machine automation knowledge in order to have meaningful conversations with targets and customers.

• Qualify prospects against company provided criteria for ideal customers and sales.

• Establish and maintain ongoing interdepartmental relationships and communications within MEAU.

• Utilize CRM to report on sales activity and opportunities, and maintain prospect and account information.

• Complete monthly and annual business forecasts to show projected sales vs. quota as required by management

• Perform other job functions as assigned.

Supervisory / Managerial Responsibilities

· None

Travel Requirements

· 40%-60% travel based on customer demand, within Alabama, Mississippi, and Tennessee.

ESSENTIAL EDUCATION, SKILLS AND EXPERIENCE

· Bachelor’s Degree in Electrical or Mechanical Engineering or equivalent experience

· Minimum 3 years Application Solution Sales experience with End Users and OEM customers

· Product knowledge/application experience in PLC, VFD, HMI, Servo/Motion, Network, Robots and SCADA products

· Excellent track record developing large PLC, VFD, HMI, Servo/Motion OEMs

· Strong written and verbal communication skills

· Solid, proven leadership skills

· Computer proficiency with MS Office components: Outlook, Word, Excel, PowerPoint

· Digital media proficiency (FB, Twitter, LinkedIn, etc.)

BENEFICIAL EDUCATION, SKILLS AND EXPERIENCE

· Sales process training such as Wilson CSP or equivalent

· Product knowledge/application experience with Services and CNC

· Salesforce CRM experience

PHYSICAL, ENVIRONMENTAL, COGNITIVE REQUIREMENTS

· Must be physically able to travel, including the ability to:

- Sit for extended periods of time for the purposes of travel

- Operate a motor vehicle for both short and long distances

- Fly via commercial flights, both nationally and internationally as needed

· Ability to lift up to 50 pounds frequently for activities such as moving and setting up demos

· Ability to move about the MEAU plant and other facilities with or without a reasonable accommodation

· Strong work ethic (leads by example)

· Excellent listening and questioning skills

· Solid organizational and time management skills to manage schedule, travel and projects

· Flexible work style with the ability to prioritize working activities

· Proven ability with problem analysis and strategic problem solving

· Ability to effectively telecommute or perform remote work as travel and/or business needs require

· Ability to communicate clearly and present to large groups effectively – in person and virtually

· Ability to engage in social interactions with clients and colleagues and recognize social or professional behavioral cues

Required Skills

• Product knowledge/application experience in CNC, PLC, VFD, OIT, Servo/Motion products required.
• Ability to excel within a developmental/Top-Down, solution selling model
• Ability to sell both direct accounts and through a distributors; understanding of distributor model
• Solid leadership skills
• Solid written and verbal communication skills, including presentation skills and proposal writing.
• Organization skills to manage schedule and travel in territory
• Computer proficiency - knowledge of MS Office (Outlook, Word, Excel)
  
  
  Beneficial Education, Skills and Experience
  
  
• Sales experience with some or all of the following applications is a plus:
  o PLC's, HMI's, Industrial PC's, Software, and interfaces
  o Motion Control (Servo)
  o VFD (Inverters)

To attract and retain enthusiastic and dedicated professionals, we offer a competitive compensation and benefits package, including 401K matching. We also offer benefits that can’t be measured in monetary value. For example, At MEAU you’ll work in a team-oriented environment with people who enjoy coming to work every day. You’ll be able to create a clear career development path through our in-house learning and development program. You’ll have the opportunity to give back to your community in company-supported charitable events. And, have the confidence that comes with working for an industry leader that’s growing year over year and is an affiliate of Mitsubishi Electric Corporation, a $40 billion company.

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Required Experience

• 4 year Engineering Degree (BSEE, BSME) or equivalent experience
• Minimum of 3 years of field sales and/or technical application experience
• Minimum of 3 years Application Solution Sales Experience at End User, and OEM customers