| Location: |
Tupelo, MS, United States |
| Company: |
Subscription Required |
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Overview
Obtains orders for assigned equipment/systems at targeted gross margins. Manages field relationships for medium to large customer accounts. Identifies opportunities for new business and develops new accounts. Facilitates communications, both internal and external, to ensure that customer needs are met.
Qualifications
Bachelor’s degree in Engineering, Business or equivalent technical and commercial experience.
Three to eight years sales experience with a broad technical knowledge of FMCTI’s products, services and customer requirements. Field installation experience preferred. Must be familiar with wellsite Frac operations
Previous Experience with Rental Equipment will be a plus
Must have good working knowledge of FMCTI manufacturing processes and infrastructure.
Must have knowledge of American Petroleum Industry (API), Industrial Standards Organization (ISO) specifications and governmental agency (OSHA and EPA) requirements.
Must have excellent interpersonal, negotiating, writing and presentation skills in order to effectively communicate with internal and external contacts. Must be able to modify communication and presentation style in order to relate to a variety of people and personalities.
Must be outgoing, aggressive and creative to be able to identify and maximize opportunities.
Must be able to work independently under limited supervision and need guidance only for difficult technical and customer problems.
PC skills with knowledge of word processing, spreadsheet, presentation, project and Internet access software.
Duties and Responsibilities
Seeks and identifies business opportunities by interviewing customers, other suppliers and colleagues in other regions and by researching business periodicals and Internet sites and by networking at industry sponsored events. Sponsors and champions new growth opportunities through alliances, new products and applications.
Analyzes the opportunity, identifies the decision makers and procurement processes, researches the customer, partners of the customer and any history either may have had with FMCTI and creates and develops FMCTI solutions. Presents information to management to determine account potential, whether the customer philosophy dovetails with FMCTI’s, if there are synergies with other FMCTI products and whether account will be targeted.
Prepares sales strategies for key and target accounts and compiles information needed to prepare proposals; such as identifying financial or safety benefits for customer, new applications for existing products & positive performance histories with FMCTI products. Communicates strategies to involved individuals and ensures that strategy is followed.
Works with the proposal team to communicate customer requirements and to proactively drive customer specifications towards standardization. Also communicates information related to industry trends, competitors, and projected future business.
Prepares monthly reports and internal memos to communicate and outline opportunities, to take corrective actions to resolve issues before they become problems and to assist with forecasting.
Prepares & makes sales presentations focusing on value to customer and coordinates visits from FMCTI technical staff and upper level management to customer where necessary. Arranges customer visits to FMCTI facilities and in-house installation demonstrations.
Acts as a liaison between the FMCTI Project Team and the customer and must be attuned to issues of both in order to communicate and clarify issues regarding the needs and expectations of the customer and constraints within the FMCTI Engineering and Manufacturing processes.
Works with FMCTI engineering/manufacturing to adapt existing products to market needs.
Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to FMCTI colleagues. Attends industry sponsored trade shows and seminars. Communicates potential opportunities to other FMCTI locations.
Builds relationships with customers and cultivates accounts into long-term customer alliances and continues to identify and promote opportunities for additional sales within the alliance.
Provides input and assistance to other functional areas including Quality, Service and Safety in order to improve processes and customer satisfaction levels.
Acts as a mentor to less experienced sales staff and assists with training.
Manages business expenses and supports other functions in the field location as needed.
May manage an FMCTI operated warehouse or consigned inventory. May oversee manufacturer’s or Distributor’s Representatives.
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