Job description: Company Description
A thriving environment for learning, innovation and growth.
Why do so many people join MTS Systems Corporation and stay for a career? Because this is a place where you get to apply your creativity, work with smart people on fascinating projects, and make a positive impact on people’s lives. It is a place where you can learn, innovate and grow professionally.
Transforming what’s possible with cars, aircraft, bridges, wind turbines and space-age materials — this is work we dream about as kids. At MTS, it’s a rewarding career path for talented individuals who are willing to work hard, think hard, and commit to solving complex and critical challenges for our customers around the world, many of whom are leaders in their respective industries.
By joining MTS, you’ll have access to the latest tools and technologies, along with the support of colleagues who are passionate about their work. You’ll discover a dynamic culture of continuous improvement that extends to our people, one that offers numerous ways to expand your knowledge and advance your career. And because we are a global company, your work may also include world travel.
The ISS generates sales of products and services to achieve volume and growth objectives independently and in cooperation with assigned Field Account Managers. Directly handles sales opportunities with existing customers and prospects. Qualifies sales leads, primarily by telephone. Participates in both individual and team selling with Field Account Managers and may be responsible for direct management of large or strategic customer accounts. Works closely cross-functionally with Field Account Managers, application engineers, project engineers, service sales, order services, legal services, accounts receivable, and other sales support resources, as needed, to effectively to manage customer relationships, pursue selling opportunities and close business.
Major Areas of Accountability:
Leads assigned opportunities through the Sales Pursuit Cycle independently or in conjunction with assigned Field Account Managers working to achieve individual strategic volume goal, team volume goal and territory plan objectives. Keeps supervisor informed of progress against targets, and any potential issues that would affect plan achievement.
Discovers specific customer requirements and customer buying criteria by assessing the business situation and technical requirements for each opportunity. Construct commercial response based on customer needs, MTS Value Proposition and the competitive landscape to present high-value solutions meeting customer’s business needs. Determines how to best work with each customer to develop and maintain a long-term relationship.
Negotiates final Bill of Materials, sold price, delivery terms and payment terms to close orders within the ISS negotiating authority and guidelines. Negotiates commercial Terms & Conditions working with MTS Contracts and Legal departments to facilitate required reviews and approvals for new orders. Prepares Delegation of Authority documentation for escalation to Sr. Management when necessary.
Autonomously lead selling in prescribed FastLane technology focus areas (as assigned):
- Exhibit product mastery sufficient to be the principle sales channel interfacing directly with existing and prospect clients while requiring only limited Application Engineering support
- May include one or more product focus areas where ISS leads selling of product (I. e. Crank Dynos, EMAs, Criterion, Exceed etc.), potentially across multiple sales geographies depending on volume of product
- Order volume of such focus area shall be part of individual’s FastLane strategic goal
Collaborates with Field Account Manager in sales activities for assigned regions. This could include on-site customer demonstrations, presentations, quotes, order entry, negotiation of customer Terms and Conditions of sale, pipeline cleanup, .and closing orders. Follows up on all written communications (mail, fax, email) to assess interest and impact. Works with additional MTS resources to resolve customer delivery schedule and service issues when they arise.
Support MTS internal process development teams including Newton, SFDC, etc. in the development, implementation and testing of new processes. Represent MTS Sales on cross-functional business initiatives when necessary.
Maintain complete understanding of MTS products and services and their features and benefits as they relate to specific customer needs. Present products and services to individual contacts when appropriate. Lead internal/external customer meetings and attend trade and technical shows as required. May require periodic overnight travel.
Uses a uniform and approved set of processes and systems to complete the work assignment. Accurately and thoroughly, and in a timely manner, documents all opportunities, contacts, customer information, presentations and call results in the company CRM system.
Monitors competitive activity and initiatives with accounts in assigned territory, ensuring that MTS marketing is fully aware of competitor intentions and actions that threaten MTS market share.
Follow up on trade show / website leads to develop appropriate and timely response plans to meet customer needs or develop new customer relationships. Activities may include use of Blue Sheets, Right to Left Plans or other pursuit planning tools.
Provide specialized peer-to-peer consultation within the ISS group in assigned market areas where the individual ISS personnel demonstrate niche subject matter expertise. Areas include Electro Mechanical Frames, Materials Testing Methodologies, Structures and Hybrid Testing Applications and Crank Dyno Applications as examples of current assigned areas.
Education: Bachelor’s degree or 8 yrs. relevant technical experience.
Experience: 2 yrs. previous account management or inside sales experience
All your information will be kept confidential according to EEO guidelines.
Location: Eden Prairie, MN
Job date: Sat, 11 Dec 2021 23:33:33 GMT
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