Description

Updated: December 2021

Summary: Kahler Automation designs control systems and software for bulk material handling of grain, fertilizer, chemicals, minerals, and household products and more. These automated systems provide the ability to run a facility with ease and accuracy. They control product receiving, inventory, dispensing, and loadout, and tie directly into user’s accounting/ERP software. They increase user’s competitive advantage in operations and service levels while reducing overhead.

This technical, full-time position involves the creation and execution of a territory plan providing and delivering necessary business growth for the territory. The TSM will deliver the sales-led steps of Kahler’s proven practice for customer success and will manage and build new relationships with key customers in agriculture and other industries. The territory includes: MN, SD, ND, MT. WY. ID, OR and WA

Core Responsibilities:

Exhibit and promote the following values:

• Curious Attitude: An employee who is curious is motivated to take time to question and explore new things to find answers that will ensure the best outcomes for the organization.
• Focus on Quality: An employee who values quality has integrity and produces results that meet high standards set by the organization.
• Passion for Service: An employee who is service-oriented displays a positive behavior and responds to customers using good business practices to meet their needs and expectations.
• Dedicated Spirit: A dedicated employee is one who takes ownership for their role and the whole organization to ensure that goals are achieved.

• Use excellence in consultative selling to deliver the Kahler Automation proven practice (Listen, Solve, Deliver, Launch, Sustain) for customer success.
• Sell all Kahler Automation products within their assigned territory – liquid automation, dry automation, grain, LP automation equipment, industrial (non-agricultural) applications, and vehicle traffic control equipment.
• Document and gain approval of project scope for quoting and sale, using Kahler’s Project Needs Assessment and Product Flow Diagram documents to ensure needs are clear and realized.
• Provide direction to the Kahler Automation Solution Consultant (SC) to ensure projects are fully understood and accurately quoted.
• Create the territory sales plan and forecasts in collaboration with sales leadership and execute to achieve sales objectives.
• Achieve sales targets and goals within territory annually.
• Establish relationships with customers and prospects in liquid and dry bulk material handling companies.
• Create business opportunities with industry providers of equipment, construction, consulting, and related services.
• Plan and report territory coverage and trips to ensure proper Kahler Automation representation.
• Visit existing owners of Kahler Automation systems to ensure proper operation and satisfaction.
• Provide intelligence on new products, markets, and general industry information.
• Daily maintain Customer Relationship Management (CRM) data with activity and status of opportunities in the territory.
• Review project needs assessment, scope of work, and estimates generated by Solution Consultants.
• This job description is not comprehensive, and all employees must be adaptable, flexible, and willing to perform other duties as assigned by their manager/supervisor.

Competencies: To perform the job successfully, an individual must demonstrate the following:

• DEPENDABILITY AND RELIABILITY: Performs all duties and assignments whether or not supervision is present.
• COMMUNICATION SKILLS: Expresses ideas, information, and instruction in a positive and effective manner.
• TEAMWORK and COOPERATION: Works cooperatively with coworkers and supervisor. Acts as an effective team member with other employees through cooperation.
• JUDGMENT: Makes reasonable and appropriate decisions.
• ADAPTABILITY: Readily and effectively adjusts to changing ideas and activities.
• ROLE MODELING: Acts as a good role model for other employees.
• CREATIVITY: Shows imagination and innovation in solving problems.
• ATTENDANCE: Reliably reports for work as scheduled, works OT when requested.
• SAFETY: Follows all safety rules and works in a safe manner.
• PRODUCTIVITY: Produces an acceptable amount of work, of sufficient quality in an appropriate amount of time.

Requirements

Qualifications: To perform this job successfully, and individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience: Bachelor’s degree or 5 years of related industrial or agricultural sales or project management experience; or equivalent combination of education and experience.

Skills: Technical selling skills are a must, including

• Familiarity with or the proven ability to learn basic electrical logic, industrial equipment including pumps, bulk transfer equipment, electrical panels, and bulk material facility experience.
• Proven ability to provide expertise to customers, guide them to optimal solutions, and present technical proposals.
• Write reports and business correspondence and to verbally communicate effectively to all levels of management.
• Strong presentation skills in small informal groups and large formal settings.
• Manage multiple priorities with highly effective follow through.
• Apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
• To perform this job successfully, an individual must be proficient with Microsoft Office software including Word, Excel, PowerPoint, OneDrive, and SharePoint, and will use CRM and ERP systems to perform work.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical documentation, and governmental regulations.
• Agricultural and agronomy knowledge is a strong plus.

Reasoning Ability: Ability to solve practical problems and deal with a variety of variables in situations in a logical manner to come to conclusion. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Math Ability: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Language Ability: Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.

Travel: Must be able to travel by automobile and airplane as necessary to attain the agreed upon sales goals, opportunities, and project requirements. Must have a valid Driver’s License. Customer visits will require overnight stays 50% on average for an ideally located incumbent and will vary seasonally. An incumbent located elsewhere within the territory would travel more.

Work Environment and Physical Demands: Work Environment and Physical Demands: The work environment characteristics and physical demands described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The employee may be required to spend time in industrial plants in proximity to equipment, processes, products, and chemicals. Personal protective equipment is required when in the plant or on a construction site.

Specific vision abilities required by this job include close vision, peripheral vision, depth perception and ability to adjust focus. While performing the duties of this job, the employee is frequently required to stand; sit and talk or hear. The employee is frequently required to walk; use hands to fingers, handle, or feel and reach with hands and arms. Communicate by talking, listening, and writing.