Service Sales Specialist, Northeast

Job Description:

Primary Objective

Generate sales of MTS service contracts and other services within the assigned territory/ region to achieve volume and profitability targets.  Works closely with Inside Account Managers, applications engineers, product sales, order services, and other sales support resources, as needed, to effectively pursue selling opportunities.

Major Areas of Accountability

• Achieves annual sales targets by promoting sales of service products and maintaining effective customer relationships at assigned customer sites. Effectively sells all service products.

• Develops, and implements a customer contact plan. Records the plan and planned actions in a clear and timely manner into Salesforce.com (SFDC). The contact plan should contain prospecting and account penetration activities in addition to the annuity renewals and per call (reaction based) activities.

• Uses sales system techniques effectively to discover the client's needs, their decision-making process, budget and timing requirements on all pending opportunities.

• Works with application engineering to develop effective custom solutions when standard solutions will not meet the customer requirements.  Performs risk analysis and front-end review requirements per existing guidelines.  Describes both features and benefits of the offer in the quote. 

• Creates effective and timely communications with customers through the blended use of face-to-face visits, phone, email and other techniques throughout the total sales process.  Effectively communicates with staff internal to MTS resulting in a timely and efficient order entry process and an accurate and complete statement of work being communicated to service operations.

• Constructs and communicates quotes that contain a clear value proposition, which enables the customer to effectively evaluate our offer. Demonstrates use of communications skills, both written and verbal, that enable him/her to articulate our offer and differentiate the MTS offer from alternative solutions available to the customer.

• Accurately forecasts opportunity closure dates and projects monthly, quarterly and yearly sales volumes to sales management via the use of SFDC and other standard practices within MTS service sales.

• Works effectively as a member of the total sales team by accurately recording sales activities, key communications, and planned events in a timely manner within the sales management system.

• Monitors expenses for assigned department and maintains expenses within annual budget.  Completes expense reporting in a timely and accurate manner.

• Supports marketing by providing updates on competitive landscape and market trends. Understands where competition exists and how competitors try to differentiate and win business from MTS. Provides support and feedback on programs that occasionally need direct sales insight.

• Other duties and special projects as assigned.

Qualifications

• Ability to build relationships and build consensus among diverse stakeholders

• Demonstrated solid technical understanding of MTS service products, product lines & incorporated technology

• Demonstrated sales leadership capabilities with ability to analyze complex customer needs & problems in order to develop creative service offerings

• Able to actively seek out and identify new opportunities within assigned accounts

• BS deg. in Business/ Engineering, or AA(Vo-tech) degree in a technical field or equivalent military training; or 4 yrs applicable technical experience with: 6 yrs service sales experience; or 3 yrs sales and 3 yrs applicable MTS experience.

• Strong oral and written communications skills

• Basic computer and software skills

• Ability to work with high degree of personal discipline

• Presentation skills and ability to interface and work directly with customers

• Problem solving and analytical business skills

• Willingness to travel domestically 30-70% of the time, depending on the assigned territory

• Must be process a valid driver’s license and able to obtain automobile/liability coverage

Compensation

The base salary range for this role is $65,000 – $95,000 annually, plus eligibility for a performance-based sales incentive; actual compensation will be determined by experience, skills, and performance.

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 sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  The employee is occasionally required to stand; walk; and stoop, kneel, crouch, or crawl.  The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

Compensation Information:

The base salary range for this role is $65,000 – $95,000 annually, plus eligibility for a performance-based sales incentive; actual compensation will be determined by experience, skills, and performance.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.