McWane Ductile - Sales Engineer - Central States

US-OH-Coshocton
2 months ago
Requisition ID
2017-1656
# of Openings
1
Category (Portal Searching)
Sales

Overview

McWane is an equal employment opportunity employer committed to providing equal employment opportunity in all employment practices. McWane will not discriminate against any applicant for employment because of their race, color, religion, sex, national origin, age, disability, veteran or service member status, marital status, citizenship status or any other category protected by federal, state or local law.

 

Summary:

 

The Sales Engineer is a highly experienced and trained representative with extensive contacts in the contractor, engineering and utility communities plus a high level of recognized expertise in these communities within a specified region. This representative would be able to significantly contribute to winning a higher than average percentage of major projects (described as projects consisting of 500 or more tones of pipe and/or 300 or more tons of restrained joint/fabricated 30” and larger pipe). Additional responsibilities would include enhancing the Company’s position through improved specifications and market perception creating the ability to secure smaller orders, greater customer loyalty and higher margins on these smaller orders. As the size and resources available to the Marketing and Specification Department will not allow them to be the only source for this work, the Sales Engineer will primarily call on the Top 50 utilities, municipalities with greater than 500,000 people and other similarly primary project users.

Responsibilities

Essential Duties and Responsibilities (include, but not limited, to the following)              

 

  • Call on city engineers and specifying officials within respective region both in support of Division Sales Reps and independently concentrating on major national firms and those with identified projects of 500 tons or more.
  • Entertain engineers and officials (lunches, dinners, occasional other activities). Attain a personal relationship with as many engineers and officials as possible.
  • Join AWWA Chapters and attend AWWA Chapter meetings within region. Support Code Officials Groups within Region (membership if possible).
  • Attend National, State and Local code meetings and conferences.
  • Be “the authority” on all McWane Ductile products within the established Region. Be the “go to individual” for all design, installation and product issues concerning pipe, fittings, gaskets, restrained joint and other specialty products, etc. within the engineering and code community.
  • Promote the use of ductile iron over alternate materials and imported DIP.
  • Present programs to engineering and specifying groups. Organize, with the help of sales reps, lunch and learn programs within the region.
  • Travel with Sales Representatives in the region, when making engineering and code calls, so the sales rep can gain knowledge and experience with that environment.
  • Maintain contact listing of all major engineering firms and code enforcement agencies in the region. This information will need to be entered into the CRM system.

 

Key Responsibilities

 

  • Obtaining the assigned annual sales tonnage and pricing levels, customer acquisition goals.
  • Project/Bid reporting while project is in planning, predesign, design and pre-bid stages.
  • Provide pertinent and assigned Sales Reports.
  • Prospecting, customer and lead development.
  • Product and specification promotion through creating, arranging and participating in training sessions and various trade associations.
  • Create, produce and submit papers and presentations for submission to trade associations and groups.

Qualifications

Performance/Activity Requirements

 

  • Plan sales calls and activities at least 2 weeks in advance using Outlook Calendar.
  • Maintain entry accuracy and completeness of calls and activities and pursuits into CRM.
  • Make an average of 10 Sales calls per week.
  • Submit expense reports bi-2weekly.
  • Obtain at least 3 relevant CEU’s per year.

 

Minimum Educational and experience requirements

 

  • Bachelor’s Degree in an Engineering discipline and a minimum of 10 years’ sales experience in spec driven products. P.E. preferred.
  • Ten (10) years’ experience in a high profile position in the utility, water, wastewater or construction industry may be considered in lieu of an Engineering Degree.
  • Proficient in Microsoft Office applications and database usage.
  • Knowledge of Water and Wastewater Systems and Operations.
  • Valid Driver’s license
  • Must be willing to relocate if necessary
  • Must be willing to travel a minimum average of 3 nights per week.

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