What are the responsibilities and job description for the Mgr, Sales Business Development position at Detector Electronics LLC?
Det-Tronics, established in 1973, is a global company with a long history of being a market leader in industrial fire and gas detection solutions. Market focus includes the Petrochemical, Oil & Gas markets, both onshore and offshore, as well as many other industrial specialty hazard markets. This $200M business is technologically innovative, global, and protects customers in many challenging environments with high end flame and gas detection products and systems. Det-Tronics is part of the Spectrum Safety’s business group and has a global reach with manufacturing in the U.S. and sales and service presence around the globe.
Technical Sales Engineer
We are seeking a Technical Sales Engineer who has experience in building and growing business by working with sales channel partners, system integrators and direct Petrochemical Oil and Gas end customers. This would include developing and executing sales strategies for assigned region and accounts, and monitoring and reporting results against plan to colleagues and senior management on a regular basis.
In this role, you will use your selling and problem-solving skills, strong analytical and logical thinking capabilities, and excellent communication skills to develop plans and strategies to establish, maintain and grow regional sales of company products, systems & services, specifically targeting upgrade opportunities through our existing customer base and competitive displacement in North America.
Responsibilities Highlights
- Develop, maintain and grow direct business with key end users or national accounts
- Drive business growth and expansion into assigned region/channel and accounts for new, existing base and upgrade opportunities, working closely with other Regional Sales Managers, channel partners, marketing and other internal stakeholders
- Support execution of sales objectives to achieve KPIs, including sales reporting, analytics, pipeline management, and bid preparation to drive growth in identified markets.
- Manage complex project pursuits from discovery to close
- Lead complex negotiations, define value propositions and strategies to improve the company’s position, ensure long term contracts and recurrent revenue streams by developing Master Service Agreements.
- Advise, coach and assist sales channels in their sales pursuit activities
- Develop and maintain a strong relationship with customers by reinforcing quality, continuous innovation and solution selling
- This is a hunter position; it is expected to go after new accounts from prospecting to producing
- Develop and maintain comprehensive account plans for each account or customer to help developing value propositions, strategies and tailor the company’s services and offering to the actual needs of the customer.
EDUCATION / CERTIFICATIONS:
- Bachelor’s degree in business, technical field or engineering discipline is preferred
- 10 years of diversified sales experience in a technology field is preferred
EXPERIENCE / QUALIFICATIONS:
Required
- Strong selling/ logical thinking skills along with judgment to make strategic decisions; Experience with large project sales initiatives and proposal development
- Experience negotiating complex terms and conditions of purchase or with proven contract negotiation skills
- Experience selling instrumentation or safety systems directly to end users or large Petrochemical Oil and Gas companies
- Ability to build relationships internally and externally
- Self-motivated with the ability to follow-up on issues and progress to meet leadership expectations
- Excellent written, verbal skills, and a passion for continuous improvement
- Capability to perform in a fast-paced and changing environment
- Experience working cooperatively and respectfully on multicultural/cross-functional teams
- Knowledge of how to present ideas and strategies clearly to diverse audiences, leadership, and decision makers
- Experience working on multiple projects while following up on issues and progress reports to drive projects to completion
- Comfortable and able to travel to meet business needs
- Strong organization and time management; Can work creatively in an ambiguous environment
- Ability to lift 50 lbs. with or without reasonable accommodation
Preferred
- Understanding of industrial fire protection/suppression and flammable/toxic gas detection systems used in petrochemical, oil, and gas production facilities
Detector Electronics, LLC/ Det-Tronics is An Equal Opportunity/Affirmative Action Employer.
