Job Opportunities
Sales Executive in Industrial and Building Automation
We are looking for a motivated, self-starting sales executive with the necessary skill set and experience to increase FieldServer sales 50% per year for the next 5 years.
FieldServers are sold directly to OEMs and Systems Integrators. The sales challenge is to develop relationships with the existing integrator base to ensure that FieldServers are designed into project plans and to expand the network of integrators that consider the product a “go to” solution.
The product line presently generates over $2.5 million of sales from a highly satisfied, and growing, customer base and has the potential to grow rapidly through expansion of existing channels and development of new applications and appropriate channels.
The candidate will be responsible for developing sales opportunities with customers who are at a technical level which cannot be supported by non-technical salespersons. These customers are typically project engineers, system designers and product designers who understand that they have a machine level communication problem, but do not know the processes to resolve the problem. As the FieldServer provides the solution to many machine level communications problems, the sales engineer must be able to understand the customer's issues and translate them into a technical solution based on FieldServer products.
Major responsibilities include:
- Direct Sales: Identify, target and motivate project engineers and system integrators to specify FieldServer products.
- Travel: Attend customer site presentations, trade shows, symposiums, regional meetings.
- Channel Strategies: Develop strategies to expand sales channels which may involve representatives, distributors or additional direct sales staff.
- Training: Provide or coordinate customer training ranging from field technicians to systems integration engineers.
Sales Activities are supported by the Sales and Customer Service staff, a dedicated team of development engineers, telephone technical support engineers and corporate engineering management.
You will be responsible for:
- Prepare sales forecasts and marketing plans.
- Maintain all customer contact information in Goldmine (CRM System) database.
- Write project proposals and quotes.
- Develop target market opportunities.
- Represent the company at industry trade shows and technical conferences/meetings while prospecting for and qualifying leads.
To fulfill the job responsibilities the Sales Engineer must have experience in a suitable subset of :
- Computer technology
- Fieldbus technology
- Ethernet technology
- RS232/485 serial communication technology
- Embedded Web server technology and applications
- Terminal Server applications
- Building Automation
- Industrial Communications concepts and practices
- PLCs, HMIs and other Industrial controllers
General knowledge and skills:
- Demonstrated ability to analyze customer requirements and provide solutions
- Demonstrated ability to accurately forecast and consistently exceed sales and profitability goals
- Strong organizational, communication and management skills
- Experience with a major CRM package
- Proficiency with MS Word, PowerPoint and Excel
Education and experience:
Must possess some formal electronic engineering technical qualifications through education or equivalent work experience, and must also possess formal sales and marketing education or equivalent work experience. The ideal candidate will have automation/control experience and two or more years selling equipment to the Building Automation industry, with an understanding of how the industry is structured and how to access the key decision makers.
Send resume to: hr@fieldserver.com