Regional Sales Engineer - Northeast Region

This position is responsible for coverage in PA, NY, NJ, RI, CT, MA, NH, VT, ME and Canada 

Summary

The Sales Engineer is a technical, hands-on outside sales professional. This position is responsible for selling all Ipsen products and solutions, particularly ICS (aftermarket) categories including engineered components (retrofits), parts and field service. This role will have a special focus on developing and maintaining profitable relationships while maintaining a professional image of the company. The Sales Engineer will learn to technically understand vacuum and atmosphere products, develop the market of the territory or products assigned, develop customer and prospective relationships, and meet sales objectives. This position requires strong communication with the Regional Sales Owners and Regional Service Managers within given territories and the ability to communicate needed resources to help grow the full line of Ipsen offerings.

Essential Duties and Responsibilities

• Technically support customers by evaluating their Ipsen equipment for potential areas of future failure.
• Consultative sales approach to present both short term and long-term maintenance and support plans which may include replacement parts, retrofits/upgrades, modernizations and visits from the Ipsen field service team.
• Perform professional presentations or demonstrations of company product(s)/service(s) while on-site. 
• Build and maintain relationships with multiple stakeholders within each account.
• Assist in the developing of pricing and sales strategies for market shares and product lines we are emphasizing for growth while providing accurate and detailed information for quotable opportunities.
• Assist as requested with orders in process by attending meetings with the customers and facilitating both problem resolution and timely payments.
• Emphasize product/service features and benefits, negotiate pricing, discuss credit terms, and prepare sales order forms and/or reports as requested.
• Ensure follow-up by passing leads through proper channels with calls to action, dates, complete profile info, sources, etc. Perform some project management to make sure prospecting to PO is organized.
• Actively manage schedule to adequately cover assigned territory in a time-efficient manner.
• Maintain accurate records; including sales call reports in Salesforce.com, expense reimbursement forms in Concur, billing invoices, and other documentation.  
• Assist in developing monthly forecast.
• Make front-line assessment of market conditions and advise company Managers and marketing staff of findings.
• Build and maintain ongoing awareness of new products and services, competitor activities, and other research.

Knowledge, Skills and Abilities

• Ability to write reports and business correspondence. Ability to effectively present information
• and respond to questions from managers, suppliers, and customers. Integrity, passion and in-person presentation skills are essential.
• Ability to calculate figures and amounts such as discounts, interest, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry. Experience and ability in understanding electrical theory and PLC control software are helpful. 
• Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to
• interpret an extensive variety of technical instruction and deal with several abstract and concrete variables.
• Knowledge of MS Office Suite (Excel, Word, Powerpoint)
• Possess strong sales dynamics with ability to understand customer needs, promote Ipsen product offerings and close sales opportunities.
• Ability to effectively plan and schedule travel to cover assigned territory and meet in person sales calls goals. 
• Ability to meet or exceed 60% travel requirements; travel includes airplane and driving a vehicle where maintaining a valid driver’s license is essential.  
• Ability to learn the technical aspects of the heat-treating industry and Ipsen’s vacuum product line.
• Ability to always maintain professionalism, tact, diplomacy, and sensitivity to portray Ipsen in a positive manner. 
• Possess an entrepreneurial spirit, positive can-do attitude and a hunters mentality to be relentless in the pursuit of growing Ipsen’s profitable sales opportunities. 

Education and Experience

• High School Diploma or Equivalent GED required with a minimum of 8 years sales experience or Bachelor Degree from accredited university in general business, marketing or technical discipline with 3-5 years sales experience required. 
• Minimum of 1 year of outside industrial sales/multistate territory sales experience required.

Physical/Visual/Mental/ Environmental Factors

The demands described 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. 

• Occasionally required to lift up to 10-20 pounds.
• Regularly requires close vision, hearing and talking.
• Exposure to moderate noise level while in an office environment.
• This position often requires physical stamina and ability to drive and/ or travel in various weather or road conditions. 
• Frequently exposed to moving mechanical parts while on Ipsen or customer sites
• Due to the nature of this position, is frequently exposed to various industrial, and at times unpredictable, environments while off-site at customer locations. This can include hot, dirty or where other PPE is required.   

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.