RF Inside Technical Sales - Positive Work Culture

Technical Sales

We are expanding our sales team. It currently has four established technical representatives who are better spent serving established accounts. We have seen new inquiries increasing yet our responsiveness decreasing, opening up opportunities for two qualified salespeople to come in and capitalize on warm qualified leads. We need someone with in-depth phone sales experience and the aptitude to read through technical datasheets and grasp the EMC, RF, and electrical test concepts our customers are striving to perform.

We are seeking an ambitious and assertive salesperson who will work to match customer needs with inventory and testing capabilities. You will be part of the effort to build new channels of revenue, mainly testing services, the alternative for customers who often don’t purchase test equipment. You must be able to demonstrate the ability to close business on the phone. If you aren’t well versed in qualifying, building trust and rapport, and building long-term business relationships, we will train you. Winning new business initially in the EMC industry will be challenging, and you must be able to recognize why we ‘lost’ so you can do better on the next opportunity. You will take some bumps and bruises along the way because the customer expectations may be challenging to meet while you develop competence in the product and service catalog. But we always make sure to do right by the customer, even if the company has to sacrifice profits. This opportunity is lucrative, but if you are all about the $, people will see through you and not want to do business with you.

Ideally, we are seeking someone with recent, successful, sales experience selling RF, EMC, and/or environmental testing. However, the ability to read technical specifications and datasheets will be a good start. You will also support our customers' test equipment needs, our core business, to generate more volume. In this role, you will be joining a diverse sales staff, given training and resources, but expected to be self-sufficient within 6 months.

Success will be achieved by maintaining high-level communication with the internal technical personnel and the customers. The candidate needs to be capable of developing and demonstrating in-depth technical knowledge in EMC and RF testing. This role is multifaceted, and a well-rounded skill set and an adaptive mindset are required to handle sales from small, short-term testing needs up to multi-million dollar, ongoing contracts, or test equipment solutions.

This is a challenging role that requires communication at all levels from end-user engineers and technicians through to top-level senior management.

Measures for Success

●     Consistently meet or exceed monthly/quarterly sales targets.

●     Customer Feedback from Surveys and Google Review

●     Ability to generate compelling, out-of-the-box proposals

Key Skills

●     EMC and RF testing knowledge.

●     Strong strategic business management literacy and acumen.

●     Ability to demonstrate executive presence, including being well-presented, articulate, conscientious, ethical, punctual, highly motivated, and demonstrating strong service leadership

●     Strong team player with the ability to work well in a team-oriented, short-deadline environment; comfortable dealing with, and managing through ambiguous situations.

●     Strong aptitude for creative problem-solving.

●     Ability to coordinate across functional lines in a highly-matrixed work environment to complete important projects; coordinate interrelated projects and manage interdependencies.

●     Strong verbal and written communication skills; excellent listening and negotiation capabilities, as well as high-quality telephone and presentation skills.

●     Proficiency with MS Office applications, including MS Word, Excel, Outlook, and PowerPoint.

DUTIES:

●     Interact with potential customers to ascertain sales opportunities and understand technical requirements

●     Set follow-up activities and reminders to ensure all opportunities are appropriately nurtured.

●     Generate quotations and help to prepare proposals in support of new sales

●     Maintain contact with the existing base of customers to keep on top of new opportunities.

●     Search for new potential customers in appointed regions of responsibility, throughout the Americas

●     Develop high-quality technical responses and price proposals.

●     Provide regular visit reports with necessary actions, and update the company database (CRM) with activity dates

●     Report back to the company with both market and forecast information.

●     Look to continuously improve market and technology understanding.

OTHER RESPONSIBILITIES:

●     Travel to key customers if appropriate to win business, and flush out objections.

●     Provide backup and overlap to your colleagues in the team.

●     Look to continually improve our technical offer to the customer.

●     Work with the project team to ensure a seamless handover of projects from bid to acceptance. Ensure that areas of technical risk are highlighted at all points of the delivery.

●     Develop business relationships within the market to ensure long-term exposure.

●     Continuously develop your technical skills and contribute to the wider company engineering knowledge base.

●     Support Trade Shows - help in making preparations, and exhibiting

●     Support other marketing activities

●     Other duties as required.

Skills & Experience:

●     Bachelors degree

●     Phone Sales

●     Sophisticated and professional communication

●     5 years experience in sales

●     5 years experience in an RF, EMC, or related technical field.

●     5 years CRM (Hubspot a plus)

●     5 years of Inventory Database Searching

●     Demonstrates understanding of logistics

●     Project Management and Problem Solving Skills

Provide evidence of multiple large Purchase Orders of $50K or greater.