Description
SUMMARY
This position is primarily responsible for inside sales to direct customers and for providing high-level sales support to both the field sales organization and end-users for an assigned sales territory within the North American Industrial Business Area. Inside Sales responsibilities include the selling of specific commercial and applied Industrial products to end users from the quotation phase to closing the sale without the Field Sales Representatives involvement.
ESSENTIAL DUTIES & RESPONSIBILITIES include the following. Other specific duties may be assigned as business needs dictate:
Knowledge and Business Management Functions:
· Overall general and application knowledge of all Industrial product lines and service offerings. Examples include knowledge of where products are built or sourced within the MT world-wide organization; fundamental knowledge of product performance and typical applications; knowledge of manufacturing or assembly differences within product lines (i.e. concrete verses steel deck truck scales, stainless verses mild steel floor scales, flexmount verses centerlign weigh modules, etc.); familiarity with third-party suppliers to Mettler Toledo; and familiarity with the construction process as it relates to the installation and application of certain Mettler Toledo products.
· In-depth knowledge of internal systems applications relating to Industrial sales and marketing, including but not limited to QuoteWerks, Sales Logix, and the BaaN business system.
· Responsible for actively driving revenue by engaging in planned and agreed to direct sales and service activities, including identifying, quoting, and closing transactional business opportunities.
· Responsible for managing the support activities for an assigned group of Field Sales Representatives and end-users by providing the appropriate level of support for product inquiries, order review, order status, credit/invoicing issues, equipment returns, and problem resolution.
· Maintain compliance with ISO standards and MT Operating Policies and procedures specifically related to Sarbanes Oxley controls and compliance with the company’s order validity policy, authority limits, and standard terms and conditions of sale.
Sales and Support Functions:
· Provide complete solutions for commercial and applied product inquiries in accordance with the Industrial Inside Sales Guidelines; includes recommending the appropriate product to meet the customer’s specifications, preparing formal quotations and closing the transactional sale.
· Responsible for assisting the Industrial Field Sales Organization with the sales process through activities which include, but are not limited to, general correspondence with customers, quoting assistance, completion of sales contracts, order coordination for large/complex orders, and installation coordination.
· Responsible for the qualification of sales leads which includes contacting potential and existing customers to define and clarify the specific details of the sales opportunity and capturing and maintaining the customer data and requirements in the SalesLogix data base.
· Provide centralized phone support for direct customers and field sales representatives.
· Work in coordination with field sales representatives, customer order service, and other departments to resolve problems and customer issues.
· Provide project management support for large/complicated orders.
· Utilize Baan, Sales Logix, and other business systems to access customer and order information.
Requirements
BEHAVIORS
Decision-making
· The ability to make confident and reasoned decisions regarding processes that affect everyday work and the ability to understand when to involve Marketing and Credit with respect to discounts and special terms and conditions of sale, is required.
· Decision making authority includes, but is not restricted to:
· When and how to involve other departments and teams to ensure that exceptional support is being provided to the customer at all times.
· When and to whom to escalate issues or opportunities that may continue to surface.
Customer Focus
· Must establish and maintain an open, professional and efficient means of communication with all customers, both internal and external.
· Must take a proactive role with pinpointing breakdowns in processes and communications regarding sales and service functions, and be able to provide proactive help with minimal supervision.
· Must establish and maintain an attitude of quickly responding to internal and external customer needs.
Team Work/Cross-Functional Effectiveness
· Ability to work effectively within the Industrial BA and with other Geo team members, plus those in the Retail and Lab BA’s, in a highly variable and often stressful environment.
· Ability to work effectively and efficiently, in a coordinated effort with Sales, Credit, Application/Technical Support, and Service personnel.
· Willingness and motivation to learn and acquaint oneself with many areas of the Industrial operation which may directly or indirectly impact the ability or effectiveness of the Sales and Support position.
Professionalism
· Professional display and demonstration at all times in one’s mode of speech, dress, and personal behavior.
· Ability to work with minimal supervision is essential.
· Successful management of one’s own time in order to maximize efficiencies and workload output.
· Ability to prioritize work flow on a daily basis is vital.
· Ability to effectively plan and organize work responsibilities.
EDUCATION AND EXPERIENCE
The desired education is a Bachelor’s degree (B.A.) from a four-year college or university or an Associate’s degree with two to three years of any combination of customer service, sales, or marketing related experience; or five or more years of any combination of customer service, sales, or marketing experience. Prior experience working within a customer service or inside sales operation is desired. MT Industrial product knowledge is a plus.
Knowledge of Microsoft Office programs including Outlook, Word, and Excel. Candidates must possess the ability to utilize and work within a computerized business data system. Additional requirements include the ability to multitask in an open work space environment and to maintain a high energy level with strong customer focus.
LANGUAGE SKILLS
Ability to gather, maintain, report on, and interpret data in a written and verbal form, along with the ability to create sales documents, customer correspondence, reports, and related narrative with minimal input. The ability to present information in front of groups is also required.
MATHEMATICAL SKILLS
Ability to add, subtract, multiply, and divide in all units of measure using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percentages and to create and interpret bar graphs and charts. Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume, and to apply conversions using the metric system.
REASONING ABILITY
Ability to apply common sense understanding to carry out detailed written or oral instructions. Ability to deal with problems, involving many variables across situations, is required. Good decision making and prioritizing skills are also required.
INTELLIGENCE
Has the ability to apply business principles in order to solve problems and deal with a variety of variables in situations where only limited standardization exists. Must be able to develop and recommend solutions to problems with the organization’s goals and objectives as the basis for the solution, and be able to articulate the logic of the solution to a diverse group of individuals.
INTERPERSONAL TEMPERMENT
Must convey a positive attitude at all times. Must be adaptable to perform under stress.
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VERBAL APTITUDE
Requires the ability to record and deliver information and to follow verbal instructions, and the ability to articulate complex ideas and concepts to a diverse group of individuals in a form and manner appropriate for the audience.
QUALITY OF WORK
Maintains high standards of quality for own work. Exercises immediate remedial action to qualify and correct any deficiencies that occur in area of responsibility. Maintains high quality communication and interfaces well with all people.
DEPENDABILITY
Must meet professional commitments, establish and meet deadlines, putting forth extra effort to achieve company goals and objectives.
INITIATIVE AND ENTHUSIASM
Displays a high degree of initiative to seek acceptable methods to achieve position requirements. Strives to anticipate work to be done and accomplishes said work effectively.
JUDGEMENT
Requires sound business judgment in order to act in a manner that is consistent with company goals and objectives. Must be able to take/recommend appropriate actions with minimal supervision that are consistent with company goals and objectives.
ATTENDANCE
Must adhere to company attendance and tardiness policies and procedures. Provides adequate notice to leadership with respect to vacation time and time off requests.
SAFETY AND HOUSEKEEPING
Adheres to all safety and housekeeping standards established by the company and various regulatory agencies, and maintains a clean and orderly workplace.
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.
While performing the duties of this job, the employee is regularly required to sit for approximately 90%, stand or walk 8%, and kneel or bend 2%, of a standard 8 hour work day. The employee must be able to communicate using a computer and a telephone. The job involves lifting tasks normally limited to 8 lbs or less. Travel requirements for this position, including overnight travel, are typically less than 2% and the legal ability to operate a motor vehicle will be required in those instances. Based on job requirements and project deadlines, the employee may be required to work up to 48 hours in any given week. Specific vision abilities required by this job include close and constant vision of a computer monitor as well as the reading of paper documents including faxes and computer generated paperwork.
WORK ENVIRONMENT
The work environment is an open environment and the characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this job. The noise level in the open work environment is usually moderate.
