What are the responsibilities and job description for the Sales Engineer position at Tompkins Robotics?
The Sales Engineer is an innovative, collaborative, motivated, self-starter. This candidate will be able to engage senior supply chain executives to identify an opportunity, work with the solutions team to develop a solution, and lead the proposal and sales process utilizing the leadership team as necessary to close deals. They should have the ability to build a robust pipeline and help customers identify their business needs and work to coordinate the best solution. The role requires a high-energy expert who can pursue new business opportunities with confidence, with excellent problem solving, and interpersonal skills.
They will be directly working together with the Vice President and Sales Director to define the sales strategies for different prospects.
Essential Job Functions:
- Support Business development by researching prospective accounts in targeted markets.
- Understand the target markets, industries, and companies for our products and applications and which market strategies can be used to attract clients.
- Drive end-user adoption of Tompkins Robotics offerings through events and training, seminars, webinars, demonstrations, and other activities as appropriate.
- Demonstrate ability to relate client business challenges to Tompkins Robotics solutions
- Deliver Tompkins Robotics value proposition in a persuasive and accurate manner.
- Prepare correspondence and materials for individual prospects that are customized to the client to include budgets, proposals, and statements of work.
- Work with VP and/or Sales Director to develop and implement sales plans for assigned opportunities.
- Develop a complete understanding of the customers' organizational structure and key buying influences.
- Perform customer presentations articulating the value proposition of product/solution/service offerings.
- Maintain knowledge of competitive products to enable the capability to effectively address and dispel objections to Tompkins Robotics solutions.
- Lead interactions with clients throughout the sales process and utilize supporting resources as appropriate.
- Actively work with Senior Systems Sales Engineer, Solutions Engineers, Software, Operations, and Product Development to create solutions and get necessary inputs to develop the proposal.
- Actively work with Marketing to promote products, capabilities, and services.
- Maintain funnel and track projects in CRM.
- Other activities as assigned by leadership team.
Job Requirements:
- BS/BA in related discipline or advanced degree. A degree in Industrial Engineering is a plus.
- Ability to analyze data and translate business needs into business opportunities which can be executed in small steps and prioritize them according to business value and impact.
- Experience in warehousing, distribution, and fulfillment operations.
- Ability to read and understand automation equipment design drawings.
- Supply chain consulting experience a plus.
- Data driven, proven analytical, customer focused, proactive, creative, and innovative.
- Typically, 5- 8 years of successful experience in complex solution sales or consulting with 5 years of logistics and automation experience.
- High degree of proficiency in MS Office Suite (Excel, Word, PowerPoint).
- Excellent verbal and written communication skills.
- Able to multi-task and work in a high-growth, fast-paced and deadline driven environment successfully.
- Willingness for business travel.
- Proficiency in CRM software (Netsuite or Hubspot a plus).
- Good balance of sales, business, and technical skills.
Tompkins Robotics is focused on the robotic automation of distribution operations. Our primary system tSort consist of autonomous mobile robots that sort a wide range of items and parcels to consolidation points. tSort is the world’s first portable, automated material handling sortation system that is creating a huge paradigm shift in the supply chain and how the basic distribution function of order fulfillment is accomplished. We continue to expand this core system with complementary robotic systems to automate processes in fulfillment operations. Our systems maximize performance with mobile, scalable, flexible, and portable robotics solutions. We create profit and value for our clients; making them more agile and adaptable to the highly dynamic changes in the marketplace.