Industrial Finishing System Sales Specialist

Position: Industrial Finishing System Sales Specialist

Location: Charlotte, NC, Greenville, SC or Atlanta, GA (REMOTE)

Job Summary:

We are currently seeking an experienced and dynamic Industrial Finishing System Sales Specialist to join our Engineered Systems Group (ESG), a division of OTC's Finishing, Dispense & Filtration Business Segment. This position will focus on developing system sales across the United States. ESG's system sales is focused around application based automation, finishing, and dispense systems with a high degree of robotic and/or process automation. We aim to support our customers in optimizing their industrial production processes through world class engineering and automation, that will shape the future of industry.

Principal Job Duties & Responsibilities:

• Executes sales and account strategies as directed by management, in accordance with corporate goals; helps to develop plans for strategic accounts within specified territory in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
• Develops and manages sales revenue and gross margin metrics, financial controls, and risk, ensuring operations are executed efficiently and within established budgets.

• Work with multiple offices to respond to client needs. This may include leading collaborative efforts with external customers and partners, and internally with sales, and product engineering teams to develop and maintain technical relationships with customers

• Continually identify new customers, contacts and opportunities
• Participate and help lead initiatives to support sales success as assigned
• Drive results by identifying key opportunities and developing strategic business plans to generate product utilization and grow territory business.
• Business Segment Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
• Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management - Plans proactively for successful execution of ESG strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches other sellers in order to achieve sales objectives.
• Calls on engineers, project managers, contractors, industrial, and manufacturing accounts to ensure products are in all sections of their specifications.
• Provides technical sales assistance to all Segment Sales Associates in order to review and develop engineering/product specifications as needed or requested.
• Attend industry trade shows and events as needed
• Cultivate and mine relationships that will help us sell and Cross-sell our products & services to new and existing customers

Specific Skills:

• Finishing Industry Experience is a must.
• Excellent interpersonal skills. The candidate must enjoy and excel at personal relationship building with internal and external clients at multiple levels: customers, vendors, engineers, branch managers, etc.
• Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
• Demonstrated ability to learn and apply technical and scientific product-related information.
• Proven success and positive track record of consistent sales performance in complex markets with diverse customer segments operating with a high degree of integrity.
• Ability to operate as a "team player" in cooperation with collaboration partners and internal colleagues to reach common goals.
• Knowledge of computer programs, including but not limited to Microsoft Word, Excel, Outlook, PowerPoint,
• Knowledge of codes and standards within the Finishing Industry
• Knowledge of specifications and how they are developed and utilized within the Finishing Industry
• Excellent written and verbal communication skills
• Good listening skills
• Strong organizational skills
• Ability to interpret and forecast changes in customers' buying patterns and product requirements
• Ability to calculate figures and amounts such as discounts, profit margins, unit conversions, percentages, etc.

Travel:

• Up to 60% is anticipated, but required as needed to successfully achieve organizational goals.

Education & Experience:

• High School Diploma or equivalent (College Degree Preferred)

AND

• Minimum of 7yrs experience within industrial finishing and/or dispense
• Previous system and/or industrial integration sales is required
• Broad knowledge of the Finishing Industry is preferred: Including, but not limited to, Products, Processes, Services, Engineering, Systems, Etc.
• Experience in finishing/dispense automation, controls, plc, preferred

• Proven experience in utilizing skills to solve customer problems and assist sales staff
• Powerful sense of urgency and accountability
• Proven customer relationship building skills
• Exceptional verbal, written, and presentation skills
• Must be proficient in Microsoft Office Suite (Excel, Word, Outlook, Teams)
• Ability to understand written and oral English and be proficient with computer, email, spreadsheets and look up documents online
• A Strong "team attitude" with the ability to work productively in group settings with other associates, customers, and vendors
• A commitment to the concept of "doing it right the first time"
• Valid Driver's License
• Aptitude to read parts manuals, vendor catalogs, understand blueprints, and communicate technical information effectively
• Must be able to work in an industrial and manufacturing environment daily, as required
• Ability to work in environments that may include:




• Moving mechanical parts
• Fumes or airborne particles
• Chemicals and solvents
• Electrical equipment

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Requires ability to walk, climb, stand, carry materials, stoop, kneel, bend at waist.
• Maximum unassisted lift = 50 lbs. Average lift less than 50 lbs.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

• Adaptability - Ability to be flexible and adjust to changes in your work environment. You can respond quickly to changing ideas, responsibilities, expectations, trends, strategies and other processes. Being adaptable also means possessing soft skills like interpersonal, communication, creative thinking and problem-solving skills.
• Accuracy - Ability to detect errors in normal course of work by standard check or routine crosscheck. Errors resulting from inaccuracy would create minor confusion, delay or expense to correct the situation.
• Dependability - Follows instructions, responds to management direction; Keeps commitments.
• Initiative - Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Customer Service - Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance.
• Problem Solving - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
• Planning/Organization - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Develops realistic action plans.
• Communication and Interpersonal Skills - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Demonstrates group presentation skills.
• Collaboration - Ability to work with others to achieve a common goal; Building and maintaining relationships through shared responsibility, respect, and empathy.