Employment Spot

Job Description

To grow Avtron’s Industrial Power Resistor business and market share by focusing on specific market segments including but not limited to: oil-field DB resistors, neutral grounding resistors for switchgear and transformer OEMs, off-highway truck resistors, high capacity transit resistors, and small DB resistors for drive OEMs.

Complete sales and product line responsibility for all industrial resistor sales and marketing. This position reports directly to the company Vice President. 

DUTIES:

1. Implement and execute a business plan to grow market share for the Industrial Power Resistor product line. This includes selling existing Avtron resistor products as well as identifying new product opportunities and defining the ideal product that would fit any customer need. 
2. Target key national accounts to call on nationwide to grow the resistor business. Visit key accounts and call on the decision makers to influence the ultimate buying decision.
3. Prepare detailed and timely proposals based on the customer’s specific requirements. Suggest standard Avtron products whenever possible. Work closely with Avtron Engineering to develop new resistor products and/or minor revisions to existing products â€" based on the ultimate goal of satisfying the customer and growing the business.
4. Follow up with customers on all proposals and share feedback (good and bad) with management.
5. Work closely with Contracts and Production Control on customer schedules and customer expedites. 
6. Work closely with existing sales engineers in identifying and targeting key OEM and distributor accounts.
7. Work closely with Contracts assisting in the order entering process, review of terms and conditions and order clean-up.
8. Take full ownership of all industrial resistor sales and marketing; including product brochures, advertisements, website design, white papers, press releases, and industry trade shows.
9. Assure customer satisfaction and profitable sales by effectively managing the entry of clean customer orders, within the guidelines of company terms and conditions. 
10. Provide good balance of customer requirements and ability to meet commitments.
11. Work with manufacturing to determine customer required lead-times of said products and suggest stocking levels for the most popular products.
12. Establish a list of account goals for growth and market share, for said industrial power resistor products, especially at targeted key accounts.
13. As market share grows, determine if direct factory sales engineers or external Manufacturers Representatives are required. Set up a network of distributors or other sales channel for any resistor products if appropriate.
14. Develop an annual expected order forecast for the industrial power resistor family of products as well as a five year growth strategy and forecast.
15. Drive the organization to achieve sales success. Remove obstacles to winning business by expediting and stream-lining the processes of the organization. A winning attitude with the highest level of customer service and excellence will produce positive results. 
16. Define and implement a system of metrics for monitoring the success of sales effectiveness: quote volume, closure rate, gross margin, trip reports, and sales activity.
17. Work closely with engineering to obtain the necessary engineering and drafting resources for design and development of any new product or application opportunities.
18. Work closely with Purchasing and Quality Control for conformance with all manufacturing standards, ISO, UL certification, and any necessary incoming inspection requirements and any necessary vendor audits.
19. Continuous improvement -- sales process, quotation, and customer support.
20. Assure complete customer satisfaction and profitable sales by managing customer expectations and company commitments.

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Job Requirements

Knowledge and Experience:

1. Four year bachelor’s degree, in engineering (preferred) or business.
2. Five years (or more) experience in the technical sales of electrical power equipment. Related experience with the manufacturer or distributor of said equipment is desirable.
3. Sales, marketing, and management experience selling technical capital equipment.
4. Computer proficiency; Microsoft Office, Word, PowerPoint, Excel is required. Internet sales and marketing knowledge and social media networking experience is a plus.
5. General knowledge and use of ERP systems in a manufacturing environment.
6. Supervisory experience is helpful and would be required as the business grows and additional sales staff is added. Ability to lead a team and produce results in a team environment.
7. Experienced and seasoned traveler. Able to travel approximately 40-50% of the time to key customer locations.

Personality Profile Requirements:

1.      Aggressive, a goal oriented self driver with a strong work ethic.

2.      Strong leadership skills. The ability to work with and lead others.

3.      Self Starter with an enthusiastic level of motivation.

4.      Has the ability to get things done and is “results" oriented.

5.      Holds a professional and polished sales presence.

6.      Excellent interpersonal skills and strong technical expertise.

7.      Team player, able to operative effectively across all boundaries of organizational structure.

Desirable:

1. Relevant experience as a Sales Engineer in a similar environment.
2. Generally acclimated with the design, manufacture and sales of Industrial Power Resistors, and a basic understanding of the customers who buy said products.
3. Highly professional sales person who is confident and an expert in their field