Sales Engineer

at  GEA Group

SALES ENGINEER

GEA is one of the largest suppliers for the food and beverage processing industry and a wide range of other process industries. Approximately 18,000 employees in more than 60 countries contribute significantly to GEA’s success – come and join them! We offer interesting and challenging tasks, a positive working environment in international teams and opportunities for personal development and growth in a global company.
Why join GEA

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GEA is a multinational engineering company and one of the largest suppliers in the world focused on advanced engineering technology processes for the food, beverage, chemical, pharmaceutical, agricultural, oil, and naval sectors, among many others. In fact, we have more than 18 thousand employees worldwide and as a curious fact, 50% of beer production worldwide is made with our machinery. Right now we are looking for our future Sales Engineer is responsible for selling GEAs products by identifying leads, educating prospects on products through calls, trainings, and presentations, and providing existing customers with exceptional support. Sales Engineer either local or regional sales activities. Sales activities means sell products over the phone, online and through face-to-face meeting with potential and key customers. Senior Sales Engineer could be focused in some technology in GEAs portfolio or industry but should be GEA`s complete portfolio voice in front of the customer and send the lead to the area responsible, and should take a role of KAM in front of key customers.

Your responsibilities and tasks:

• Study the portfolio to create technical & commercial presentations on company products to deliver or show at customers meetings.
• Update the market and competitor’s data, sales trends and liaising with account managers and Head of Sales, to develop sales strategies.
• Define with head of sales the plan to: go to the market, keep customers contact and looking for new leads and opportunities.
• Propose and develop action and contingency plans that respond to market dynamics in order to meet customer needs and meet the objectives of the position and the area.
• Manage the bidding process from publication to closing and comply with the contracts that are generated from there in order to meet customer needs and comply with established agreements
• Prospect and qualify new sales leads.
• Schedule meetings and presentations with prospects.
• Organize flights, accommodations, transportations and others issues required to travel to have face to face meeting with a customer, under GEAs travel political.
• Track all sales activities in company CRM system and keep current by updating account information at least weekly, but preferred in real time. The complete profile of the customers, contacts, sales team, leads, opportunities, chances of success, competitors, activities, expected value, expected data to deliver a proposal, stage of the project, expected date to close de project and reason why for win/lost/ stopped status should be enter by the sales engineer.
• Communicate customer and prospect product pain points to appropriate departments
• Maintain a well-developed pipeline of prospects
• Develop strong, ongoing relationships with prospects and customers. Follows up with customers to make sure that they are satisfied. Ensure that long-term relationships are maintained between the client and the organization effectively.
• Coordinate with other team members and departments to optimize the sales effort and increase the hit rate over opportunities.
• Takes sales information and puts it into an easily readable format (Minutes of meetings, kick-off meetings, sales reports and CRM data).
• Ensure the sales activities are on track to meet goals implementing innovative activities in front of the customers.
• Establish active communication and engagement with all other departments to help out where necessary, but specially with sales support responsible and head of sales.
• Delivery complete information to sales support person to create and process orders in a timely manner.
• Ensure the proposals delivery to the customers are taking account aspect related with: local regulations and legal agreements, GEA guidelines, bond requests, financial paperwork, cover letters, etc
• Report under GEA guidelines and travel policies, the travel expenses monthly.
• Manage individual day to day activities with possible responsibility for multiple BU to ensure consistent approach and optimized performance.

Your profile and qualifications:
What education, knowledge and experience do you need?

Education

• University degree in a main engineering fields discipline or basic science.
• Business or marketing specialization.

Experience

• 2-4 years of sales experience
• Proven ability to meet and exceed sales quotas
• Experience in engineering environment and how to manage budgetary process in chemical industry
• Working knowledge of CRM systems DESIRED
• Proven track record of successfully managing customer relationships.
• Proven process knowledge relates with Chemical Technologies.

Knowledge and skills

• Fluent English
• Excellent interpersonal skills
• Highly self-motivated
• Strong verbal and written communication skills
• Proficient in Microsoft Office
• Familiarity with GEA service offerings and local market requirements of different customer groups.
• Capable of implementing strategic new machines sales plan.

What will you find being part of GEA?

• Exciting career challenges with extensive development and training opportunities in a global operating environment.
• A work culture that promotes the spirit of innovation where our engineers create, develop and implement world-class solutions.
• We believe in providing a true work experience in an equal opportunity environment that values difference and diversity.
• Market competitive salary and benefits complemented by flexible and self-employed work arrangements.

• Study the portfolio to create technical & commercial presentations on company products to deliver or show at customers meetings.
• Update the market and competitor’s data, sales trends and liaising with account managers and Head of Sales, to develop sales strategies.
• Define with head of sales the plan to: go to the market, keep customers contact and looking for new leads and opportunities.
• Propose and develop action and contingency plans that respond to market dynamics in order to meet customer needs and meet the objectives of the position and the area.
• Manage the bidding process from publication to closing and comply with the contracts that are generated from there in order to meet customer needs and comply with established agreements
• Prospect and qualify new sales leads.
• Schedule meetings and presentations with prospects.
• Organize flights, accommodations, transportations and others issues required to travel to have face to face meeting with a customer, under GEAs travel political.
• Track all sales activities in company CRM system and keep current by updating account information at least weekly, but preferred in real time. The complete profile of the customers, contacts, sales team, leads, opportunities, chances of success, competitors, activities, expected value, expected data to deliver a proposal, stage of the project, expected date to close de project and reason why for win/lost/ stopped status should be enter by the sales engineer.
• Communicate customer and prospect product pain points to appropriate departments
• Maintain a well-developed pipeline of prospects
• Develop strong, ongoing relationships with prospects and customers. Follows up with customers to make sure that they are satisfied. Ensure that long-term relationships are maintained between the client and the organization effectively.
• Coordinate with other team members and departments to optimize the sales effort and increase the hit rate over opportunities.
• Takes sales information and puts it into an easily readable format (Minutes of meetings, kick-off meetings, sales reports and CRM data).
• Ensure the sales activities are on track to meet goals implementing innovative activities in front of the customers.
• Establish active communication and engagement with all other departments to help out where necessary, but specially with sales support responsible and head of sales.
• Delivery complete information to sales support person to create and process orders in a timely manner.
• Ensure the proposals delivery to the customers are taking account aspect related with: local regulations and legal agreements, GEA guidelines, bond requests, financial paperwork, cover letters, etc
• Report under GEA guidelines and travel policies, the travel expenses monthly.
• Manage individual day to day activities with possible responsibility for multiple BU to ensure consistent approach and optimized performance