Sales and Marketing
To be discussed
Summary The Sales Specialist is responsible for promoting our client's solutions to defined accounts within defined market segments. The role generates leads for other business areas and leverages relationship to expand business opportunities for their entire organization. Requires having an in depth understanding of workflows and their impact on customer key challenges around productivity, throughput, quality and cost. Requires utilizing a combination of consultative and needs fulfillment selling techniques to achieve goals. Requires being organized, and maintaining established planning, administrative, and reporting through existing CRM and other systems. Also requires strong proficiency in oral and written communication. Overall, the role ensures increased revenue and profitability for the Company through effective sales activities. Territory Description: Territory responsibility will be for the province of Quebec and the Ottawa region. Focus Area: Process Analytics- Industrial Process Analytics Specialists – Industrial are expected to support and sell our process analytics solution to the industrial segments including Chemical, Power, Mining, Pulp & Paper, and most other segments excluding (Food and Pharmaceuticals). This includes process measurements for pH, Dissolved Oxygen, conductivity, turbidity, various analyzers related to power and gas along with any other measurement that support the process control within these segments. Process Analytics Specialist will primarily sell direct to end user customer and support EPC within their region. Previous sales experience in this segment is required and prior process analytics experience is preferred. Essential Duties and Responsibilities Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. • Works to meet annual targets by actively participating in account selection process and identifying key accounts while utilizing a variety of key account strategies. • Seeks partnerships with segment specific work groups or associations assuring preferred or equal access for all Mettler Toledo products • Initiates and participates with on-site customer value shows or presentations • Conducts on-site seminars on topics related to segment specific Good Practices (GxP) • Promotes product to key accounts through direct sales and product detailing • Utilizes sales program introductory and discretionary quotes effectively • Works with marketing to create account specific micro-marketing pieces to support sales • Actively seeks electronic commerce and paperless procurement solutions for key accounts • Prospects new opportunities through cold-calling and penetrating new segments/accounts • Seeks out "New Start Up's" and actively pursues purchasing agreement across our portfolio. • Travels throughout assigned territory to call on regular and prospective customers to educate, inform, and solicit orders. • Follows up on all leads within 24 hours (sooner if possible) to insure first in and mind share capitalization • Uses all available tools to help drive penetration plans (i.e. Sales Enablement Tool) • Actively works in collaboration with other sales team members to gain access to targeted accounts, drive cross-divisional and SBU leads and sales • Supports key group initiatives and projects that involve our key and target account, segment penetration, and other strategic programs to improve MT group in the market place • Welcomes new accounts and seeks both OEM (Original Equipment Manufacturer) and appropriate BPA (Business Partner Agreement) opportunities • Joins local professional organizations that represent the Company’s customer base. • Actively works to improve the quality and completeness of data within the CRM while utilizing the tool to manage all aspects of the sales process and pipeline for their territory. CRM is used for marketing planning, inventory stocking, and production planning. • "Manages by Activity" to insure that customer requests and visits are maintained and not overlooked • Manages the entirety of their pipeline, leads, opportunities, quotes, and orders • Adds, modifies, and completes all contact and account data as needed. Works to continually increase the average number of contacts per account and complete the Industry, Workplace, Application and Product (IWAP) mapping as needed • Manages the correct assignment of internal and external sales to the corresponding leads and opportunities to insure prompt follow up and correct pipeline information. • Actively participates in annual account selection and builds a detailed penetration plan for designated accounts. • Researches to understand account potential and organizational structure • Determines best avenues to penetrate account and radiate sales for both supported products and other solutions. • Actively participates in bi-weekly pipeline reviews and penetration plan reviews. • Develops comprehensive territory review upon request at least once per year which includes market, channel, and competitive landscape, detailed penetration plan overview, and other key topics as required. • Completes other non-customer reports and process on time (i.e. expenses, evaluations, and won/lost order reports). • Other duties and tasks as assigned.
Education & Experience The Sales Specialist role requires a college diploma, preferably in the area of Instrumentation or Engineering around science or 4-5year of sales experience in a similar field or space. This territory requires fluency in both oral and written English and French.