Technical Sales Manager
Job Description:
Job Description This is a salaried exempt position and will require work from our office in Kings Mountain, NC on a daily basis Salary: $100k to $125K At Pioneer Motor Bearing Company, we provide original equipment manufacturers (OEMs) and end users first-class bearing engineering, manufacturing, and repair expertise. Our mission is to help them design, build, maintain and upgrade large rotating equipment to operate more efficiently and reliably over an extended life. We are a service-oriented company; therefore, our fast-paced environment helps in meeting the goal to provide best customer satisfaction. SUMMARY The TSM makes a significant contribution to the company because they bring their knowledge, education and experience to every customer interaction and manage critical sales opportunities and customer data. This role is designed for a person with advanced knowledge of mechanical engineering and considerable technical and sales experience in the power-generation or industrial after-market. The TSM serves as a consultant to customers regarding their bearings issues and problems that they are trying to solve, serves in a sales capacity soliciting sales from customers at industry events, and serves as an advisor and consultant for the sales department and other departments (estimating, production, engineering) to handle complex projects, interpreting drawings and blueprints, interpreting and complying with regulatory requirements, evaluating customer needs, and resolving customer grievances. The TSM joins with the Sales Manager or other engineering assets to attend trade shows, make presentations, and generally represent Pioneer at all times while traveling. The TSM also travels to customer locations. Sometimes the job requires our presence on-site on a Monday morning, which would require travel over a weekend. The bulk of the travel will occur in summer and winter months based on trade show schedules. When the TSM is not traveling, the duties are intended to be performed primarily in-person at Pioneer's main facility. Pioneer does not have a standard product; quotes and orders are often unique, requiring precise dimensional instructions for manufacture or repair of bearings. Precision and attention to detail is imperative. Job duties may include being on-call or responding to customer and/or internal requests outside of normal business hours. Our customers regularly fall into emergency situations at all hours and rely on us for answers in a timely manner. ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited to, the following, utilizing the TSM's engineering knowledge: Provides consultation and expert advice to the Sales Manager regarding engineering, technical issues, customer needs, and sales strategy. Provides consultation and expert advice to managers in the production, engineering, quality assurance and estimating departments regarding process and procedures and customer needs; provides consultation and advice to other employees in these departments regarding interpretation of drawings, technical issues, and recommendations for additional information needed from customers to complete a quote or pending work. Assist with complex RFQs and/or jobs; review customer submissions to determine if Company has physical and technical ability to meet customer expectations. Provides consultation and expert advice directly to customers regarding technical problems and proposed solutions for bearings. Works with customers who know little about the bearings they send us to help them make sound decisions. It will be the TSM's role to help educate and advise the customers as needed for this purpose. Requests necessary drawings or information from other sources when not provided by the customer. Reviews, interprets, and checks against regulatory requirements blueprints and drawings from customers, explains issues to customers, negotiate with customers regarding and resolve areas of contention. Investigates, addresses, and resolves customer complaints and grievances both internally and externally, related to quotes or orders in progress and exercises discretion to offer alternative solutions to customer, or recommendations to senior management, such as payment, refund, or credit on future job. Recommends changes in policies and procedures to management where permitted within ISO 9001:2015 certification--which carries significant weight. Assists management in planning long term business objectives. Manage customer data in Salesforce, including creating accounts, customer contacts or leads, creating and maintaining opportunities from requests for quotes (RFQs) received from customers or leads, drafting and revising quotations Initial review of purchase orders and assure all information is correct. Assume project management as needed to keep the job on track and communicate with the customer as needed. Uses discretion and independent judgment, drawing on advanced specialized knowledge, in performing all of the aforementioned duties. COMMUNICATION RESPONSIBILITIES In addition to those inherent in the above description of essential duties, it is important that the TSM communicate in a professional manner in both verbal and written communications and be familiar with and able to use the Company's communication avenues, including SalesForce, Rootstock ERP, Google Workspace, company Email, CRM and ERP Chatter, in informal and formal meetings on an on-going basis. QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. EDUCATION and/or EXPERIENCE Bachelor's degree (B. S.) in mechanical engineering from an accredited college or university with 7 years relevant work experience; or other equivalent combination of education and on-the-job experience acceptable to the company. Though not required, any education, training, experience, or exposure to the principles of customer relations, supply chain management, quality assurance, project management, blueprint reading, the fields of metal machining operations or other industrial activity would be positive attributes. BLUEPRINT READING Thorough knowledge of blueprint reading is essential and required as a starting point of the role. Every job we receive comes with a set of drawings or ends up with Pioneer creating a drawing; the understanding of these drawings has a direct result on the outcome of the job. A working understanding of CAD programs would be a plus. LANGUAGE SKILLS Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures and company, customer and governmental specifications and regulations. Ability to write reports, business correspondence, procedures, and process steps. Ability to effectively present information and respond to questions from managers, co-workers, and customers. Though not required, any familiarity with and basic understanding of some of the fundamental principles of terms and conditions commonly found in commercial contracts in business-to-business transactions would be a positive attribute. Though not required, bilingual candidates would be preferred, especially in Spanish, German and/or Japanese. WRITTEN COMMUNICATION SKILLS TSM must exhibit excellent written skills in addition to the language skill requirements. Knowledge and practice of proper email and formal letter etiquette for both internal and external communications is a must. Spelling, grammar, and punctuation are very important in any communication being sent on behalf of Pioneer as it is a direct reflection of our company. Additionally, correct subject naming, caution in sending internal emails vs external emails, and determining appropriate participants to be included in an email discussion are also expected. COMPUTER SKILLS The TSM should enjoy technology and use productivity tools to increase their efficiency at work and in their personal life. The TSM should be resourceful and have the confidence to learn new programs and solve problems by using online resources. The TSM should have knowledge of cloud-based file and document collaboration platforms such as Google Drive, Box.com, and/or Microsoft 365. The TSM will be proficient in Gmail, word documents, spreadsheets (including basic functions/formulas), using and creating virtual meetings, and modern digital calendars (including shared calendars). The TSM should feel comfortable with either Android or iPhone and feel reasonably efficient performing some job duties using a mobile device. A cell phone will be issued as part of the role. Ideally, the TSM will be familiar with social networking programs, such as LinkedIn while also ideally having some experience working with records and reports in a cloud CRM / ERP (such as Salesforce.com). Proficiency in Salesforce and/or Rootstock ERP would be a plus. Proficiency in using a computer keyboard is critical. This includes keyboard shortcuts within the operating system as well as individual applications. The TSM candidate should be able to type a minimum of 50 words per minute. MATHEMATICAL SKILLS Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals, including the knowledge of trigonometry. Ability to compute rate, ratio, and percent and to draw and interpret bar and line graphs using Excel or its equivalent. Effective Interpersonal Skills: Must be able to effectively interact with all levels of personnel within the company; must be self-motivated and a team player. REASONING ABILITY Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form; ability to apply critical thinking skills to evaluate a problem, identify several alternative solutions and establish a rational basis for selecting the best (or least detrimental) alternative. CERTIFICATES, LICENSES, REGISTRATIONS Must have a license in good standing to drive an automobile, with access to a personal vehicle. A passport for international travel would be very beneficial. PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel and reach with hands and arms. The employee frequently is required to stand and talk or hear and is occasionally required to walk and sit. The employee must from time-to-time lift and/or move up to 25 pounds (books, binders, computer equipment, etc.). Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust focus. The ability to use a phone, including receiving and understanding the person on the other end, and communicating clearly for the listener, is of critical importance. Active listening skills and accurate note taking are necessary to understand and convey our customers' concerns. WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts by virtue of walking through the plant production area, with or without customers. The noise level in the office work environment is usually very low. BENEFITS We offer very competitive pay (based upon experience), health, dental and vision benefits, vacations, paid holidays, and a 401k package. We work to maintain the best possible environment for our employees, where people can learn and grow with the company. We strive to provide a collaborative, creative environment where each person feels encouraged to contribute to our processes, decisions, planning and culture. You should be proficient in:Blueprint ReadingExcellent Communication SkillsBasic Computer Skills Machines & technologies you'll use:ERP SoftwareID:qnkTyxEstimated Salary: $20 to $28 per hour based on qualifications.
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