Field Instruments & Controls - Outside Sales Engineer

Field Instruments & Controls Inc., a manufacturer's representative partner of Endress+Hauser Inc., is seeking a dynamic Outside Sales Engineer for their Kennewick, WA area. The Outside Sales Engineer position is a highly technical role. In this role you will be responsible for (but not limited to) driving strategic business development in collaboration with stakeholder groups through the analysis of territory and resource allocation (industry diversity, customer makeup, and competitive opportunities, etc.), pursuing, qualifying, developing, leading and closing mid and high-level project opportunities by utilizing all available resources and tools (including CRM, data analytics, and support resources), providing accurate forecasting, and developing and implement strategic sales plans to achieve sales targets for the region. Outside Sales Engineers that succeed are, at their heart, entrepreneurs, business professionals with integrity, and are capable of efficiently growing and managing a customer base.

Role + Responsibilities

• Calls on end-users such as engineers, technicians and supervisory personnel in Industrial, Commercial and/or Municipal accounts providing process solutions and application advice on our products.
• Calls on architectural and engineering firms who service our end-user customer base conducting informational training sessions on our products and their application.
• Establishes effective relationships with customers to gain their trust and confidence in applying our products.
• Grows territory by increasing penetration of existing accounts and developing new accounts.
• Reviews specifications, application requirements and other documents and works closely with Inside Sales for preparation of resulting quotations.
• Advises Inside Sales personnel as to margins to utilize for particular accounts or projects.
• Develops and delivers sales presentations and closes sales in a professional and effective manner.
• Provides technical support for customers in the proper use, operation and maintenance of our equipment.
• Participates in local job-related professional organizations such as ISA, WEF, ASHRAE and ASPE.
• Monitors, analyzes and communicates monthly sales data to contribute to product and service planning.
• Participates in sales forecasting and planning for the assigned territory.
• Maintains CRM database.
• Maintains strong principal relationships.
• Attends factory training sessions and trade shows for products represented.
• Maintains up-to-date awareness of competitive activity, industry trends, new products and other general information of interest to customers.
• Communicates with co-workers, management, customers and others in a professional and courteous manner.
• Conforms with all safety rules and uses appropriate safety equipment, if any.

Qualification + Profile

• Associates or Bachelors degree in a technical field or business concentration; or 4+ years’ experience in combination of Outside or Inside Sales, preferably in a related industry and with a proven track record of success; Inside Sales and/or Field Service work a plus.
• Working knowledge of Word, Excel and CRM (preferably salesforce).  Advanced training in sales techniques.
• Ability to multi-task various activities with shifting priorities.
• Ability to read, analyze and interpret technical documents and product specifications.
• Ability to identify critical decision makers within customer organizations.
• Ability to recognize customer's needs beyond the stated or obvious.
• Ability to work in a professional manner with individuals from varying backgrounds, experience and educational levels.
• Travel is up to 75% of the time and primarily local during the business day, although occasional travel is expected which may require overnight stays and weekends. Ability to transport self to various facility sites as required. Must possess a valid state driver’s license and acceptable driving record.

Company Info

Field Instruments and Controls (FIC) is a manufacturer’s representative firm founded in 1987 by Jamie Sullivan, Mike Matsumoto and Rob Boyce. Field Instruments and Controls represents instrumentation manufacturers from all over the world, and they service the states of Washington, Oregon, Idaho and Montana. FIC makes it easy to do business, and they supply quality products while understanding how to apply the right device for a variety of applications.

The annual U.S Base salary range for this full-time position is $90,000.00 to $110,000.00+  in addition to an uncapped commission structure (30% of gross profits paid quarterly). The base pay that is offered for this position will vary depending on job-related knowledge, skills, experience and inte