Outside Sales Engineer

IEM (Industrial Electric Mfg.) is the largest independent full-line manufacturer of custom electrical distribution and power quality equipment in North America. IEM is delivering customer-specific solutions to meet the ever-changing power requirements of growth industries across the world. This position offers an exciting opportunity within an innovative, growing company!

As a Sales Professional for IEM, you will be responsible for the sale of IEM power distribution products (MV/LV Switchgear, Switchboards, Panelboards) through direct channels. This includes developing and maintaining medium and large Electrical Contractor accounts and developing contacts and sales with key end user accounts. Candidate should be skilled in assembling large project package quotations to include IEM and non-IEM products as necessary to furnish a complete bill of material to the customer.

The general territory will be the Kansas City/Missouri/Kansas area. Your office base will be remote. Ideal candidate will be known in the Kansas City area electrical equipment market and will have developed a trust with a core group of existing contractors, end users or electrical distributors

Requirements

• A Bachelor’s Degree in Electrical/Mechanical Engineering or related field.
• A minimum of 5 - 10 years’ experience in the sale of power distribution equipment (MV/LV switchgear/switchboards. Data Center market experience a plus.
• A strong track record of negotiating medium and large project orders, successfully developing new contacts, maintaining current relationships with major contractors throughout the sales cycle and maximizing client potential is a must.
• Experience generating accurate project proposals utilizing MV/LV switchgear plus non-IEM products to present a complete bid package is required.
• A self-motivated individual with a high level of professionalism, excellent communication, presentation and negotiating skills are also required.
• Work with Sales Director to establish, own, execute and continuously develop an agreed & sponsored Account plan.
• Identify & build positive relations with all account decision & influencers who impact current or future business.
• Deeply understand and be able to articulate the client buying process.
• Identify & engage in revenue opportunities within defined accounts.
• Understand & capture the clients challenges & requirements.
• Use personal & internal resources to develop proposals that meet/exceed client requirements.
• Follow the client buying journey / process so as to commercially respond & offer proposal.
• Oversee the effective handover to Platform Execution team.
• Maintain an ongoing oversight to all commercial related engagements for customer success/satisfaction and our performance as vendor.
• Be highly knowledgeable of the client’s business, commercial condition, structure, strategy, operations and challenges. In order to articulate this in terms of opportunity, growth and risk.
• Be highly knowledgeable on IEM products, services, general business, structure, strategy, operations. In order to articulate this in terms of value to client’s business.
• Be an effective advocate and communicator of the benefits in supporting the account within IEM.
• Be an effective advocate and communicator of the benefits in supporting IEM within client organization.
• Provide all internal stakeholder and functional departments the account specific guidance and insights required so that they can execute their role and add value to the client.
• Be responsible for managing forecasting and providing information to Sales Director for capacity planning.