Field Sales Engineer - Middle East Region
Alkegen brings together two of the world’s leading specialty materials companies to create one new, innovation-driven leader focused on battery technologies, filtration media, and specialty insulation and sealing materials. Through global reach and breakthrough inventions, we’re delivering products that enable the world to breathe easier, live greener, and go further than ever before.
With over 60 manufacturing facilities and a global workforce of over 9,000 of the industry’s most experienced talent, including insulation and filtration experts, Alkegen is uniquely positioned to help customers impact the environment in meaningful ways.
Summary
The Field Sales Engineer is responsible for achieving an annual sales program for the specific sales territory as assigned by company management. Fosters and develops existing accounts while penetrating and developing new accounts within the assigned territory. Creates yearly territory plans that align with company goals focusing on growth and expanding market share within the region. Seeks out new markets and product opportunities to better serve accounts and region. Maintains the highest level of knowledge possible of refractory and ceramic fiber vacuum formed product lines. Works closely with the application engineering team to provide superior technical support and best-in-class technical solutions to complex problems. Maintains cognizance of all market influences and provides management with competitive market knowledge and updates. Must be comfortable cold calling prospective customers and growth markets.
Role Overview:
The Field Sales Engineer is responsible for obtaining the annual sales program for the specific sales territory as assigned by company management. Develops new accounts, markets, and sales of new products in accordance with the Company's Business Plan. Maintains the highest level of knowledge possible of Company's products, their applications, services, and policies. Services all customers within the assigned territory. Provides Company management with market information and competitive updates. Operates within the assigned budget. Manages channels of distribution. Calls on prospective customers, provides information and demonstrations. Assesses customer requirements and competitor activity.
Alkegen Values - the incumbent is expected to perform the listed duties whilst ‘Living’ the Alkegen Values:
* Meet or exceed sales plans.
* Overnight travel expected (50% of time), primarily within the Territory but some overseas travel may be required.
* Develop and execute territory plans.
* Maximize time in front of customers in an efficient manner.
* Provide accurate forecasts on a regular basis (weekly, monthly, etc).
* Utilize CRM software to identify, progress, and close opportunities. Use CRM to document and store accounts and contacts, call reports, activities, etc.
* 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 an opportunity. Understand pain points and value selling approach.
* Work closely with the application engineering team to continuously improve core knowledge on applications and products, selling skills, presentation skills, and negotiation techniques.
* Continuously improve selling, business, and management acumen.
* Setup and lead regular sales calls with the team.
* Make technical presentations to large audiences (i.e., lunch and learns).
* Present special programs: marketing/advertising programs, new products, training, and educational seminars.
* Collect competitive information and communicate to Marketing and Growth organization.
* Work closely with customer service management to manage and resolve issues and complaints: quality, delivery, AR, and obsolescence.
* Lead team to sell all products but concentrate on those contributing higher standard gross margins.
Qualifications/ Experience:
* Ideal candidate will have previous experience in refractory products and existing relationships in the HPI, Oil and Gas, and Petro-chemical industry.
* B.S. Degree, Engineering preferred.
* English does not have to be the primary language but must be able to communicate in English when required.
* Previous experience selling and negotiating on both small and large scales preferred.
* Knowledge of refractory solutions and the marketplace preferred.
* Demonstrated success 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 bill of materials is preferred.
* Proficiency in Microsoft Office Suite, Financial Statement Analysis, CRM (ideally Salesforce).
If you are interested in being part of a world-class function here at Alkegen, then we would love to hear from you.
At Alkegen, we strive every day to help people – ALL PEOPLE – breathe easier, live greener, and go further than ever before. We believe that diversity and inclusion is central to this mission and to our impact. Our diverse and inclusive culture drives our growth & innovation and we nurture it by actively embracing our differences and using our varied perspectives to solve the complex challenges facing our changing and diverse world.
Employment selection and related decisions are made without regard to sex, race, ethnicity, nation of origin, religion, color, gender identity and expression, age, disability, education, opinions, culture, languages spoken, veteran’s status, or any other protected class.
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