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Field Account Manager (Dayton-Columbus)

Date: Aug 8, 2019

Location: US - OH - Dayton, US

Company: MTS Systems

smart people.

smart ideas.

smart choice.

 

A thriving environment for learning, innovation and growth.

 

Why do so many people join MTS Systems Corporation and stay for a career? Because this is a place where you get to apply your creativity, work with smart people on fascinating projects, and make a positive impact on people’s lives. It is a place where you can learn, innovate and grow professionally.

 

Transforming what’s possible with cars, aircraft, bridges, wind turbines and space-age materials — this is work we dream about as kids. At MTS, it’s a rewarding career path for talented individuals who are willing to work hard, think hard, and commit to solving complex and critical challenges for our customers around the world, many of whom are leaders in their respective industries.

 

By joining MTS, you’ll have access to the latest tools and technologies, along with the support of colleagues who are passionate about their work. You’ll discover a dynamic culture of continuous improvement that extends to our people, one that offers numerous ways to expand your knowledge and advance your career. And because we are a global company, your work may also include world travel.

 

Our business is thriving. Our future is exciting. Your potential is unlimited.

 

https://www.youtube.com/channel/UCBZqUHA2vnZmsIwwavVGN3A

 

 

**This is a remote position based out of the location listed in the title. **

 

Primary Objective:
Generate sales of products and services through the pursuit of potential customers within assigned region to achieve market segment order volume, product mix, and margin targets. Territory will inclue large portions the Ohio-West Virginia Region.

 

Major Areas of Accountability:
1. Ensures best possible coverage, development, and improvement of assigned region by:
• Developing an annual Territory Management plan to achieve specified sales volume.
• Regularly monitors progress against the plan and makes modifications, as required, throughout the year.
• Classification and development of customers according to business potential.
• Ensuring all prospects and customers receive appropriate attention reflecting the customer’s classification.
• Travel planning optimized for cost and time efficiency

2. Responds promptly to inquiries and seeks out and calls upon potential customers to identify their needs for products or services and qualifies leads. Directs customer inquiries and orders to the most efficient sales channel.

3. Partners with Inside Sales Specialist, as assigned, to ensure appropriate type and level of sales coverage for all accounts and prospects in territory.

4. Assembles and coordinates sales teams, as needed, for specific key opportunity or consultative team pursuits.

5. Builds successful relationships with key decision-makers and influencers in existing and prospective customers.

6. Generates and presents proposals/quotations to customer, independently or with the assistance of other sales functions, in accordance with standard procedures and pricing guidelines. Develops consensus with customers on MTS value proposition(s) prior to solution building, ensuring proposal meets customer needs.

7. Develops and maintains knowledge and expertise of the following areas to enhance sales effectiveness:
• MTS capabilities, products, components and services and how they apply to customer needs
• Test methodologies/ technologies and how to apply MTS offerings to satisfy specific customer requirements
• Customer base, customer organizations, customer needs and market trends affecting customers

8. Uses CRM daily for all lead, contact, activity, forecasting, account management and time management monitoring, recording and reporting functions. Performs administrative responsibilities in connection with sales accountabilities, as required.

9. Continuously monitors and responds to competitor activities at prospects and provides timely reporting on competitive activity to sales management and marketing.

10. Interface between customer and MTS by maintaining contact with PE and manufacturing teams regarding delivery, installation, and technical support driving MTS value proposition.

11. Uses a systematic process to take opportunities through the pursuit cycle, ensuring each step is conducted and complete in a satisfactory manner prior to moving to the next step/stage.

12. Maintain awareness of and understand how to conduct business relationships via customer supplier portals.

13. Other duties and special projects as assigned.

 

Qualifications:

  • Education and Experience:  BS degree in engineering/ technical discipline or equivalent work experience with: 6 years sales experience; or 3 years other relevant MTS experience and 3 years sales experience.   
  • Knowledge of products, technologies and methodologies:  Solid understanding of test technologies.  Fundamental knowledge of test methodology. Understands how specific tests are used within the customer’s environment. 
  • Discovery and Influencing Skills:  Skilled at influencing competitive opportunities in favor of MTS.
  • Complexity of customers and pursuits:  Proficient at selling standard products with little or no Application Engineering support. Able to sell custom systems with management/A Application Engineering support.
  • Customer Relationships:  Actively seeks out and identifies new opportunities within assigned accounts.
  • Strong oral and written communications skills
  • Basic computer and software skills
  • Ability to work with high degree of personal discipline
  • Presentation skills and ability to interface and work directly with customers
  • Ability to build relationships and build consensus among diverse stakeholders
  • Knowledge of competitive products
  • Knowledge of the sales process
  • Problem solving and analytical business skills
  • Willingness to travel domestically 30-70% of the time, depending on the assigned territory
  • Must possess a valid driver’s license and able to obtain automobile/liability coverage

 

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MTS Systems Corporation is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, ethnicity, religion, creed, gender, gender identification, sexual orientation, national origin, physical or mental disability, age, marital status or veteran status.

Posting Notes: Sales/Service | | |


Nearest Major Market: Dayton
Nearest Secondary Market: Cincinnati

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