Sales Engineer - Industrial Finishing Systems

Position: Finishing System Sales Specialist

Location: USA

Brand: Engineered Systems Group

We are currently seeking an experienced and dynamic Industrial Finishing System Sales Specialist to join our Engineered Systems Group (ESG), a division of OTC's Industrial Automation & Finishing Business Segment. This position will focus on developing system sales across the United States. ESG's system sales is focused around application based automation, finishing, and dispense systems with a high degree of robotic and/or process automation. We aim to support our customers in optimizing their industrial production processes through world class engineering and automation, that will shape the future of industry.

Principal Job Duties & Responsibilities:
  • Executes sales and account strategies as directed by management, in accordance with corporate goals; helps to develop plans for strategic accounts within specified territory in order to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
  • Develops and manages sales revenue and gross margin metrics, financial controls, and risk, ensuring operations are executed efficiently and within established budgets.
    • Work with multiple offices to respond to client needs. This may include leading collaborative efforts with external customers and partners, and internally with sales, and product engineering teams to develop and maintain technical relationships with customers
  • Continually identify new customers, contacts and opportunities
  • Participate and help lead initiatives to support sales success as assigned
  • Drive results by identifying key opportunities and developing strategic business plans to generate product utilization and grow territory business.
  • Business Segment Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
  • Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
  • Sales Pipeline Management - Plans proactively for successful execution of ESG strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches other sellers in order to achieve sales objectives.
  • Calls on engineers, project managers, contractors, industrial, and manufacturing accounts to ensure products are in all sections of their specifications.
  • Provides technical sales assistance to all Segment Sales Associates in order to review and develop engineering/product specifications as needed or requested.
  • Attend industry trade shows and events as needed
  • Cultivate and mine relationships that will help us sell and Cross-sell our products & services to new and existing customers

Specific Skills:
  • Finishing Industry Experience is a must.
  • Excellent interpersonal skills. The candidate must enjoy and excel at personal relationship building with internal and external clients at multiple levels: customers, vendors, engineers, branch managers, etc.
  • Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
  • Demonstrated ability to learn and apply technical and scientific product-related information.
  • Proven success and positive track record of consistent sales performance in complex markets with diverse customer segments operating with a high degree of integrity.
  • Ability to operate as a "team player" in cooperation with collaboration partners and internal colleagues to reach common goals.
  • Knowledge of computer programs, including but not limited to Microsoft Word, Excel, Outlook, PowerPoint,
  • Knowledge of codes and standards within the Finishing Industry
  • Knowledge of specifications and how they are developed and utilized within the Finishing Industry
  • Excellent written and verbal communication skills
  • Good listening skills
  • Strong organizational skills
  • Ability to interpret and forecast changes in customers' buying patterns and product requirements
  • Ability to calculate figures and amounts such as discounts, profit margins, unit conversions, percentages, etc.

  • Up to 60% is anticipated, but required as needed to successfully achieve organizational goals.

Education & Experience:
  • High School Diploma or equivalent (College Degree Preferred)

  • Minimum of 7yrs experience within industrial finishing and/or dispense sales
  • Previous system and/or industrial integration sales is required
  • Broad knowledge of the Finishing Industry is preferred: Including, but not limited to, Products, Processes, Services, Engineering, Systems, Etc.
  • Experience in finishing/dispense automation, controls, plc, preferred
  • Driver's License required

Performance Behavior:

Commitment: Makes a commitment to assist others in learning new skills and processes. Encourages others to assume responsibilities in the normal course of their daily work and provides assistance to help others develop their own level of commitment.
  • Judgment: Makes excellent decisions that result in improved production and workflow.
  • Perseverance: Has the ability to complete tasks ahead of schedule while assisting others on techniques to improve their performance. Always willing to go the extra mile to complete projects on schedule and does not give up on tasks until completed in a quality manner.
  • Professionalism: Encourages and reminds others to act in a businesslike and professional manner. Constantly works towards improving knowledge and skills to be the best in the profession. Adheres to the highest level of professionalism by demonstrating honesty, integrity and maturity.
  • Teamwork: Contributes knowledge and information to assist the team. Works with other team members to promote a positive and enthusiastic work environment.
  • Other job duties as assigned.

Traits: Must be highly organized having strong attention to details. Individual enjoys performing administrative and developmental work, as well having good interpersonal skills to work effectively with customers, vendors, and team members.

Authority and Responsibility: As with any associate, it is imperative that this associate knows and implements proper standards and conducts of safety. This and all associates have the authority and the responsibility to stop any action that is deemed to be unsafe, and it is this associates' responsibility to report any unsafe actions that other associates may have engaged in. Quality is second only to safety and should constantly be monitored.

At OTC Industrial Technologies, we believe that our employees are our greatest strength. Through investment in our people and growth from within, we believe in providing you with a wide variety of opportunities to accelerate your career potential as you help us drive change to move our business forward.

For over 60 years, employing and developing the best-in-class talent has been at the forefront of our success. By coupling our teams' hands-on experience with a wide range of products from top vendors, we provide customers with the best quality products and technical application expertise and services at the lowest possible costs.

Working with OTC Industrial Technologies is perfect for purpose driven individuals who are motivated to be part of an exciting transformational company .

Perks of Working with OTC Industrial Technologies:

As part of the OTC family, you'll enjoy competitive compensation and a comprehensive benefits package that includes medical, dental, and vision care coverage and a 401(k) savings plan - Additionally, we offer paid time off, short-and long-term disability coverage, life insurance, tuition assistance, and Employee Assistance Program. You'll also experience exciting opportunities for professional and personal growth and recognition.

Our Mission

OTC Industrial Technologies improves manufacturing operations through our breadth of product, best-in-class technical and engineering knowledge, and superior customer service to lead in every market we choose to do business in.

Our Vision

A re-envisioned industry where OTC Industrial Technologies provides turnkey solutions that improve uptime, labor safety, and energy conservations on a broad scale, improving the world around us.

Our Core Values

To remind us that ambition must be balanced with behaviors that lead us to do the right things; we balance our mission with our core values:
  • Integrity - We are known for our best-in-class solutions, advocacy, commitment, and support for a wide range of operations.
  • Achievement - We pride ourselves on achieving our goals and being judged in our work for our individual and collective accomplishments
  • Expertise - We provide tailored, expert solutions for a wide variety of industries and work hard to provide you the right solution that goes beyond other industrial distributors.
  • Partnership- We are a true long-term partner dedicated to providing solutions that improve day-to-day operations.
  • Investment - We are proud to be committed to investment in our people and investing in innovative technology with an eye focused toward the future.
  • Balance - We empower our teams to enjoy life, work passionately, play hard, and take time to appreciate what life has to offer