Inside Sales Engineer

Job Purpose

  For a defined Area of Primary Responsibility, or APR (geography, markets and accounts), the Inside Sales Engineer’s role is to grow the Grundfos business by defining, measuring, analyzing, improving, and controlling the activities within their APR.  The Inside Sales Engineer reports to a Regional Sales Manager with a strong dotted line to the Customer Service Director, and participates as an active member of the regional sales team.

 

Key Accountabilities / Responsibilities

 

Selling:

  1. Assigned level of Direct Accounts - The ISE is responsible for selling to existing and potential direct accounts.  (End users, contractors, specialty market customers or OEM), following the Grundfos Selling Process (PDJ I / II, Grid and Capture).
  2. Assigned level of Partner Accounts – The ISE will provide sales support to distribution partners & OEM to participate in closing an order or to facilitate and add value to the selling process.  Additionally, they will lead the efforts to implement Grundfos defined programs.
  3. Lead Follow Up – Manage and follow up incoming leads from marketing. Make sure partners are promptly following up on distributed leads via LRT tool.
  4. Grundfos – Be the brand, live the brand and present the brand, by building  relationships throughout the entire sales channel.

Training:

  1. Specialist: The ISE is responsible for managing aspects of industrial wastewater and     water reuse sales as well as dosing skid sales including quotations, negotiations and project execution, through assistance from our CSC and factory experts. The ISE will assist in conducting training for key partners / OEMs in the region, working with RSM or internal Experts.
  2. Liaison: The ISE collaborates with the manufacturing facility for our wastewater and dosing skid products and contributes actively in efforts to introduce new technology in the market.
  3. Ride Along with distribution: The ISE may be required on occasion to provide additional support to distributors when making joint calls with key end users and indirect OEMs.

 

Project Mining

  1. Dodge Project Mining - The ISE is responsible for mining Dodge within their APR, filtering project opportunities per the RSMs direction and entering projects into the pipeline via CRM Opportunities
  2. News Publication Project Mining - The ISE is responsible for monitoring news publications (i.e. Dodge, Construction Newsletters, etc.) via RSS feeds within their APR, filtering project opportunities per the RSMs direction and entering projects into the pipeline via CRM Opportunities
     

Pipeline Management

  1. Sales Analysis & Forecasting – The ISE is responsible for analyzing all relevant sales pipeline data for their region and developing a forecast based on this data. The ISE will own their regions SIOP forecasting process
  2. CSC Quote Pipeline - The ISE is responsible for monitoring and managing the CSC quote pipeline, prioritizing and proactively following up on quotes, and dispositioning quotes through the sales excellence pipeline process.
  3. GXS Quote Pipeline - The ISE is responsible for monitoring and managing the GXS quote pipeline, prioritizing and proactively following up on quotes, and dispositioning quotes through the sales excellence pipeline process.
  4. Opportunity Pipeline - The ISE is responsible for assisting the DSMs in managing the opportunity pipeline and ensuring pipeline quality of above 95%.

Key Account Support

  1. The ISE is responsible for providing an added, higher level of support for key accounts within their APR, such as expediting, urgent quoting, etc. This includes all account within the Industry central region.

Regional Forecasting

  1. The ISE is responsible for working with finance to collate all available data (i.e. open order reports,  GES shipment schedule, pipeline data, etc.) and developing a sales monthly forecast for their APR for the coming 3 months.

Reporting / Time Management

  1. CRM Notes of Activity
    1. The ISE will maintain data in the Customer Relationship Management (CRM) system relative to partners, accounts, and activities in their APR.
    2. The ISE will document sales calls, partner visits, phone calls and other activities so as to maintain a written history of transactions in their APR. 
  2. Expense reporting – The ISE will manage expenses to an agreed upon level and provide reporting in accordance with specific Grundfos policies and procedures.
  3. Results reporting - The ISE will prepare a monthly report  in accordance with specific Grundfos policies and procedures.
  • Time Management – Effectively utilize Outlook calendar on 30 day window.  Consistently completing tasks on time.

 

Posting, Reporting, and Work Relations

 It is the defined responsibility of the ISE to work with the RSM and regional team to foster open dialogue,  develop a team environment and culture, create a strong morale and spirit within the team; promoting the sharing of wins, successes and challenges. 

 

The ISE must be a contributing member of the customer service team and may take direction and daily guidance from the Customer Service Director.  

 

Required Minimum Qualifications

  •  Bachelor’s degree in technical discipline, engineering a preferred, business or marketing classes are a plus.  1-3 years pump experience.        

 

Competencies

  • Professional sales skills as taught at the PDJA, including key account strategies and plans.
  • Experience with sales/data analysis and forecasting
  • In-depth knowledge of the market segment to which the ISE is assigned and a general knowledge of the other Grundfos target markets.
  • Demonstrated knowledge of pumps and pumping systems, rotating equipment including electronically controlled pump systems (VFD, controllers, etc.) for the target market to which they are assigned.
  • Ability to develop and deliver effective product presentations at all levels of management and for all sizes of audiences for both internal and external customers.
  • Excellent verbal and writing communication skills.
  • Ability to manage individual expense budget and work with regional team to plan and stay within the regional expense budget.
  • Analytical and systematic approach to business processes, Green Belt certified.
  • Excellent PC skills with above average knowledge and use of Microsoft Office application programs (Word, Excel and PowerPoint) as well as a good aptitude for learning and applying new systems and programs.         

 

Work Conditions (US Only)

Travel  

  • Travel may be required and include driving a personal or company vehicle as necessary (e.g., to various company locations, to and from client sites).
  • Domestic and/or International travel may be required up to 10 percent of the time. A valid passport may be required.

Overtime

  • May be required to work outside of normally scheduled hours as mandated by the client, project, and/or workload (e.g., evenings, weekends, and/or holidays).

    

Talent profile

Grundfos is currently moving to a global recruiting system to enhance your user experience. Our new system is already live in Germany and other countries will follow throughout 2017. Due to legislation, we unfortunately cannot transfer existing candidate data to the new system. To keep you updated on opportunities in Grundfos, we kindly ask you to create a talent profile in our new system. We apologize for the inconvenience this may cause and hope that you still wish to join our talent pool. Click here for signup.

Please note that if you have already applied for a position, your application will be managed in the system in which you have applied. This means that you do not need to re-enter your application in the new system unless a recruiter contacts you directly in this regard.

Thank you for your interest in Grundfos.

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