What are the responsibilities and job description for the Techncial inside sales specialist position at Baumer Group?
This position contributes to sales growth of Baumer’s sensor products in the US and Canada by closing incoming leads and prospecting for new customers. Uses technical expertise to recommend the best sensor solution for our customer’s application. Help maintain our competitive position in the market by sharing market insights (industry trends, new products) with product management.
Duties:
Respond to inquiries:
Works technical inquiries from customers in specified geographical areas: understand and interpret technical requirements, provide technical information on recommended product
Following our sales process and cadence, responds to customers in a timely and professional manner to move the prospect through the sales funnel from lead to opportunity to win. This includes daily follow-up via phone calls, virtual visits, and emails
Work as needed with application engineers, product managers, customer service and field sales engineers to find the ideal solution for the customer
Create quotes for the recommended solutions and follow up as needed
Identify and develop opportunities with new and existing customers:
Using list of targeted accounts, source new sales opportunities through outbound calls and emails
Analyze purchases at existing accounts and identify upsell opportunities. Nurturing relationships accordingly to drive penetration into the account
Expert in the portfolio and value messages:
Explain complex technical concepts in a way that customers can understand and appreciate
As an expert in our sensor product portfolio, educate customers on sensor solutions
Create and deliver powerful presentations that clearly communicate the uniqueness of our value proposition
Support to Field Sales Engineers (FSE):
Perform occasional customer visits with FSEs
Support FSEs with quotes, leads times and account research as needed.
Meet KPIs:
Consistently meet and exceed sales quotas and KPIs
Reporting in CRM:
Document all activities per our sales process with relevant information: key contacts/relationships, customer visits, communications (phone, e-mail) and competitive information as applicable
Ensures that all accounts being worked on are fully up to date with all required fields
Entering leads:
Enter all marketing leads from campaigns, including webinars, whitepapers, tradeshows etc.
Complete the first outreach to the customer to ensure quick response. This includes adjusting emails based on templates provided
Distribute leads per our defined guidance
Marketing:
Help promote Baumer’s brand and product awareness in the market by amplifying Baumer’s marketing message on social media
Help with marketing campaigns as needed
Other:
Collect and document competitive intelligence (pricing, product features, market policies, selling techniques, etc.)
Effectively communicate customer’s needs to PMM for future product enhancements
Education and Experience:
4 years bachelor’s degree (technical degree preferred), or technical associate’s degree, or equivalent professional experience, preferably in engineering
2 years of experience in technical sales or relevant professional experience
Knowledge of the industrial market(s) including factory automation
2 years working experience in CRM (preferably SAP)
Willingness to travel domestically (less than 10%)
Proficient computer skills including MS Office applications (i.e. PowerPoint, Outlook, Excel)
Working knowledge of online sales tools (i.e. Sales Navigator) and social networks (i.e. LinkedIn)
Competencies:
Technical proficiency
Excellent problem solving and analytical skills
Must be a goal-oriented self-starter and work well without supervision
Strong phone presence and experience dialing dozens of calls per day
Strong verbal, written, presentation and communication skills
Exceptional customer focus; ability to maintain awareness of, and seek to meet the needs and wants of the customer without being prompted
Ability to manage multiple projects and deadlines in a rapidly changing environment
Negotiation skills
Ability to work with a cross-functional team
Duties:
Respond to inquiries:
Works technical inquiries from customers in specified geographical areas: understand and interpret technical requirements, provide technical information on recommended product
Following our sales process and cadence, responds to customers in a timely and professional manner to move the prospect through the sales funnel from lead to opportunity to win. This includes daily follow-up via phone calls, virtual visits, and emails
Work as needed with application engineers, product managers, customer service and field sales engineers to find the ideal solution for the customer
Create quotes for the recommended solutions and follow up as needed
Identify and develop opportunities with new and existing customers:
Using list of targeted accounts, source new sales opportunities through outbound calls and emails
Analyze purchases at existing accounts and identify upsell opportunities. Nurturing relationships accordingly to drive penetration into the account
Expert in the portfolio and value messages:
Explain complex technical concepts in a way that customers can understand and appreciate
As an expert in our sensor product portfolio, educate customers on sensor solutions
Create and deliver powerful presentations that clearly communicate the uniqueness of our value proposition
Support to Field Sales Engineers (FSE):
Perform occasional customer visits with FSEs
Support FSEs with quotes, leads times and account research as needed.
Meet KPIs:
Consistently meet and exceed sales quotas and KPIs
Reporting in CRM:
Document all activities per our sales process with relevant information: key contacts/relationships, customer visits, communications (phone, e-mail) and competitive information as applicable
Ensures that all accounts being worked on are fully up to date with all required fields
Entering leads:
Enter all marketing leads from campaigns, including webinars, whitepapers, tradeshows etc.
Complete the first outreach to the customer to ensure quick response. This includes adjusting emails based on templates provided
Distribute leads per our defined guidance
Marketing:
Help promote Baumer’s brand and product awareness in the market by amplifying Baumer’s marketing message on social media
Help with marketing campaigns as needed
Other:
Collect and document competitive intelligence (pricing, product features, market policies, selling techniques, etc.)
Effectively communicate customer’s needs to PMM for future product enhancements
Education and Experience:
4 years bachelor’s degree (technical degree preferred), or technical associate’s degree, or equivalent professional experience, preferably in engineering
2 years of experience in technical sales or relevant professional experience
Knowledge of the industrial market(s) including factory automation
2 years working experience in CRM (preferably SAP)
Willingness to travel domestically (less than 10%)
Proficient computer skills including MS Office applications (i.e. PowerPoint, Outlook, Excel)
Working knowledge of online sales tools (i.e. Sales Navigator) and social networks (i.e. LinkedIn)
Competencies:
Technical proficiency
Excellent problem solving and analytical skills
Must be a goal-oriented self-starter and work well without supervision
Strong phone presence and experience dialing dozens of calls per day
Strong verbal, written, presentation and communication skills
Exceptional customer focus; ability to maintain awareness of, and seek to meet the needs and wants of the customer without being prompted
Ability to manage multiple projects and deadlines in a rapidly changing environment
Negotiation skills
Ability to work with a cross-functional team