1. Summary of the role
The Sales Engineer (SE) is responsible for promoting and selling Trelleborg Aerospace products and services into the aerospace market, utilizing sales excellence concepts within an assigned geographic area, in order to achieve sales and profit targets. In addition, the SE will support marketing efforts and seek new product, material and services opportunities. They will be well versed in Trelleborg Aerospace product range, services, capabilities and customers to meet and exceed customer expectations with the goal of ultimately becoming a customer business partner. The role is specific to the support and growth of the aerospace OE within Asia Pacific, but may include some aftermarket responsibilities.
The individual is responsible for engaging customers across all levels as well as developing new prospective target accounts to generate new business opportunities. The SE is also responsible for Global coordination and alignment with global key account managements, technology groups and others within Aerospace. The SE will report to the director of Aerospace APAC.
2. Tasks and Responsibilities
The primary function of the Sales Engineer (SE) position is to promote and sell Trelleborg products and services within an assigned geographic area, market industry, product range or list of customer accounts in order to achieve sales and profit targets.
- Sales Growth: Achieve Sales Target based on annual budget number and target.
- Profitability: Achieve Profit Target based on annual budget number and target
- Project Focus: Generate and convert projects for key target customers.
- Achieve target of new projects per month.
- Assist project managers in tracking, monitoring and reporting to deliver projects on time and improve project win rate. Utilize CRM for all project information.
- Pursue sales leads, visit existing and new strategic customers with the focus being Total Customer Satisfaction and Generation of Projects for Sales Growth.
- Build customer relationships and strategic partnerships, assess customer needs and recommend appropriate products and services; respond to complex customer inquiries; negotiate prices and delivery times, and win sales orders to meet sales targets.
- Identify, research, and contact prospective target growth customers that will generate future sales and repeat business.
- Provide market feedback and intelligence for use by local MC, Marketing Department, Segment/Product/Lead Group personnel
- Promote standard products, and custom engineered products where needed. Be a total solution provider.
- Establish the market sell price and profit margin in collaboration with the Marketing Department utilizing market research, tools and methods along with the support of the SM and GM.
- Ensure timely flow of quotations in order to maximize our competitive edge and win order
- Complete reports as requested; Including but not limited to: customer updates, project won/loss information, financial results and plans, demand forecasting, competitor activity, and general market condition updates.
- Establish annual, quarterly, monthly and/or weekly strategic sales visit, and customer action plans and prioritize and schedule own activities so sales and profit targets are met.
- Work with SM, GM and Marketing department to increase Trelleborg Brand Awareness and identify Marketing needs and opportunities for territory.
- Learn and utilize internal processes: CRM, JDE, GPS, Consense, Quality.
- Support the development and implementation of processes and procedures to ensure that customer projects, quotations and orders are processed efficiently, correctly and in a timely manner.
- Ensure full compliance with all Standard Operating Procedures including Quality Manual and Quality Procedures.
3. Education and Experience
- Minimum of 4 Year College degree required. (Business or Engineering preferred)
- Minimum 3 year experience in sales, or engineering related field required
- Strong Technical aptitude preferred. Must be mechanically inclined and able to read technical prints and drawings.
- Knowledge of aerospace market and aftermarket a plus.
- Knowledge of rubber/plastic products is beneficial
- Familiarity with AS quality requirements is beneficial
4. Competencies
· Excellent Customer Focus and understanding of Total Customer Satisfaction
· Ability to work independently as well as in a team environment
· Excellent people and relationship building skills, including written and verbal
· Customer driven with a positive, professional, can-do attitude
· Strong organizational skills with the ability to mulit-task with attention to detail and accuracy
· Strong analytical, decision making and problem solving skills
· Proven proficiency and experience in the use of business operational software (CRM, Oracle JDE, SAP)
5. Key Interfaces and Stakeholders
· Develop and maintain strong working relationships with:
o Outside customers across all platforms and departments:
§ Engineering personnel
§ Purchasing, Procurement and Supply Chain personnel
§ Management personnel; Business Development, Product Managment, etc
§ C-suite personnel
o Internal Co-Workers across all platforms and departments:
§ Sales Engineers, Segment Managers, Product Managers, Lead Group
§ Aerospace Applicaton Engineers, Product Engineering and R&D
§ Factory personnel
§ Marketing department
§ Purchasing, Procurement and Supply Chain personnel
§ Accounts Receivable and Credit department
6. Geography to cover and travel requirements
· The SE position is a local geographic position.
· Travel requirements (including overnight travel) will be approximately 50% of work time. Travel will include local, national and international requirements for customer visits, business meetings, and trainings.
7. Behavioral Characteristics
· Trelleborg’s Core Values:
o Customer Focus
§ Working with customers to build long term relationships & partnerships
§ Delivering on our promises and commitments
§ Understanding the impact on our customers of our business decisions
o Performance
§ Taking individual responsibility for personal objectives and results
§ Continuously improving our performance and delivering on committments
§ Encouraging a culture of continous improvement and teamwork
§ Setting clear objectives and measuring performance and providing continous feedback
o Innovation
§ Develop innovative solutions to customer problems
§ Being proactive in initiating change and improvement
§ Sharing knowledge and experience through teamwork
§ Continuously challenging and asking ”why”
o Responsibility
§ Respecting the culture, custom and rules of Trelleborg, our suppliers, and our customers
§ Communicate openly and accurately
§ Taking personal responsibility for our actions
§ Performing our duties to the best of our ability and with integrity
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