Engineering Sales Manager

Job Summary 

The primary responsibilities of the Engineering Sales Manager are to initiate contact with potential and current B2B customers to generate and qualify leads, promote the company's products and services, identify sales opportunities, write responsive proposals, and close deals. This role is responsible for meeting monthly and quarterly sales closure quotas while maintaining a high level of customer satisfaction. This position overall focuses on new customer development and closing sales opportunities.

Major Responsibilities and Essential Functions  

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Establish relationships with potential B2B customers and secure contracts with new customers that achieve assigned monthly/quarterly sales quotas and targets. 
• Manage existing customer accounts on a daily basis.
• Prospect and develop business.
• Develop and execute customer retention strategies and key account plans.
• Participate in and improve upon brand promotions.
• Find and capitalize on B2B sales opportunities.
• Meet with customers as needed to help solve their problems and differentiate our engineering offerings. Keep the CRM updated with timely, relevant, and accurate information.
• All other duties as assigned.

  Job Qualifications and Minimum Requirements 

• Bachelor’s Degree or equivalent sales/business experience.
• 5+ years of experience in B2B sales experience.
• Background in engineering or technical field.
• Ability to work independently, but also collaborate in a team-based environment.
• Proficient in Microsoft Word, Excel and Outlook.
• Ability to meet tight deadlines and maintain quality work while under pressure.
• Basic knowledge of Hubspot or other equivalent CRM systems. 
• Ability to work with marketing department to support sales campaigns/objectives.  
• Competence in data entry/lead tracking, engaging in LinkedIn & other various social media.
• Motivated intrinsically and extrinsically.
• Willingness to be constantly challenged.
• High level of conscientiousness and attention to detail.
• Excellent interpersonal communication skills.
• Ability to communicate professionally with clients and vendors.
• Ability to communicate with a wide range of roles (from engineers and maintenance, to managers and directors, and owners of companies
• Demonstrate a strong work ethic.
• Motivated by the prospect of hunting and closing new business. 

Career & Competency Emphasis 

Career Level: Mid-level to Senior career position Competency Emphasis

Technical Knowledge

• Understand the phases of an engineering project and how to add value and sell to each phase
• Communication
• Verbal/Written – Facilitates and transfers knowledge in group and individual settings
•  Active Listening – Acts as a receiving point for customers

Leadership & Navigation

• Resource Management – Effectively manages the resources available to meet planned projects and initiatives

Cultural Effectiveness

• Diversity Perspective – Appreciates the commonalities, values and individual uniqueness of ICC employees and clients and is sensitive to the issues related to them
• Empathy – Understands and appreciates multiple points of view and emotions related to challenges, interpersonal conflict or other relevant issues requiring their attention

Relationship Management

• Human Engagement – Develop personal connections with peers, employees, vendors, clients and their agents

Working Conditions  

This position routinely uses standard office equipment including but not limited to computers, office copiers, printers, and phone systems. This position will need to visit customers in medium-noise, non- climate controlled facilities with regular exposure to dust and residue. Machinery will be present and in operation.

Hours of work are Monday through Friday, flexible hours, 40+ hours per week. This is a remote position, requiring regular travel to client locations and ICC office locations.

Physical requirements  

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.

This role requires the employee to occasionally stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; talk or hear. The employee may occasionally lift and/or move up to 40 pounds. Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Travel 

40-50%

ICC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to

all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.