QUALIFICATIONS AND JOB DESCRIPTION

Job Purpose

Selling worldwide materials testing leader INSTRON’s products in Turkey&Azerbaijan. The Sales Engineer will have responsibility for delivering sales through both nurturing existing accounts and from finding and developing new accounts. In addition the Sales Engineer will work closely with Customer Support and Service Team to ensure we meet customer expectations and secure customer satisfaction.

Key Tasks & Responsibilities

·         Results driven to exceed business targets.

·         Ensure proposals, products & services are delivered to high standards of customer acceptance, timeliness & accuracy.

·         Own and manage the sales funnel to ensure monthly forecast and plan are met

·         Understand market verticals and applications to ensure that our products are promoted effectively to customers.

·         Managing tender processes on established territories

·         Be knowledgeable about the customer & why we are the best solution for them

·         Act as the voice of the customer within the business

·         Implementation of industry plans and sales initiatives to deliver sustainable growth

Key Competencies

·         Previous experience of B2B capital equipment sales

·         Ability to quickly learn and develop a full knowledge of a large, technically complex, product range.

·         Ability to communicate technical information to different audiences (i.e. highly technical to non-technical).

·        Ability to communicate at all levels on products/applications both inside and outside the company.

·         Ability to influence internal and external resources to ensure completion of assigned tasks.

·         Ability to work without continued supervision and to use initiative whilst working in a team environment.

·         Excellent interpersonal, communication and presentation skills.

·         Organisational Skills: Can co-ordinate & juggle many projects simultaneously.

·        Analysis: Can quickly evaluate technical issues and even with limited knowledge evaluate alternative solutions.

·         Enthusiasm, self-motivation and ambition.

·         Competitive personality with a will to win but not to the detriment of the team.

·         Flexible with the ability to work calmly under pressure.

·         Possess a “can do” attitude with the necessary tenacity to achieve results.

·         Have a minimum of 1 year direct sales experience, preferably in capital or laboratory equipment sales environment  with a proven sales track record. Experience should include direct sales to government, universities, and industry.

·         Willingness and having no restrictions to travel both within Turkey and abroad.

Qualifications

Bachelor’s degree in engineering (Mechanical Engineering or Materials Engineering is an asset) with appropriate experience in either a Technical or Sales environment. Strong PC skills in Microsoft applications.

Key Experiences

Experience in working with materials testing equipment, preferably experience in selling scientific instrumentation to Industries and Universities.

Key KPIs/other performance measurements

Exceed the plans in total for the full year

Exceed the quarterly plans in total

Develop sales strategies to close business at maximum achievable profitability.

New accounts won

Sales activity. Demonstrations and Visits

Respond to sales enquiries from customers in a quick and timely manner. Normally within the same day.

Product and software demonstration – provide customers with energetic and proficient product demonstrations.

Sales Systems:

Fully engage with CRM system making sure that all projects are accurately in the system.

Provide up to date and accurate forecasts on a quarterly basis based on information in CRM

Weekly Projects Report

Working Conditions

This role will require travel, in some cases at short notice, and for up to 60 - 80% of the time, and for up to 1 week at a time. Working hours may need to be adapted to accommodate business needs and may include evenings on occasion. Working conditions will be office at Atasehir / Istanbul and factory environments.