Overview
Process Equipment Specialist
The Process Equipment Specialist is responsible for providing technical sales and support related to modernizations and process equipment in the defined region.
Generate new and/or increase existing sales and opportunities by creating a professional, yet localized, focused sales plan/initiative to exceed the Teams Goals, by working with the local service branches, as well as the Account Managers. This will require organizing and administering a plan to promote open communications, by all parties, through visits, meetings, phone & digital contact methods.
Responsible for achieving maximum process equipment sales profitability, growth, and account penetration within an assigned territory and/or market segment by effectively leading with service-related offerings such as, inspections, preventative maintenance, spare parts, new equipment, modernizations, and training to become the territory leader.
Develop relationships to be able to sell to new prospects; maintains current relationships to sell additional products and services by teaching our customers to think differently about opportunities and risks within their business.
Responsibilities
Be the Mazzella Modernization and Process Equipment department’s “Subject Matter Expert” when it comes to process equipment related sales and marketing efforts for your geographic area
Sell and support local Mazzella sales efforts by providing expert, industry-based solutions to their customers individual needs based on your subject matter expertise, related to the application, as it applies to the Mod and Process Equipment business
Promote Mazzella crane service and inspection offerings and products within an assigned territory by utilizing a consultative sales approach through best practices and use of on-site support including field visits and sales to new and existing customers; recommends product and service enhancements that increase sales and capitalize on margin potential
Understand local customer base and seek opportunities to both expand both our existing business, as well as help to create, and execute, a workable strategy to gain market share of new customers through inspection related offerings with the Account Managers
Mentor Account Managers to help develop a deeper understanding of Process equipment technical sales process, it’s customers and the markets in which they exist
Create a structure of local communication protocols to solve customer needs and provide solutions that meet customer requirements in all areas from production to maintenance through an industry expert perspective in an aggressively responsive manner
Prepare, tailor, support and present professional proposals that solve challenges and aid in closing business
Utilize the Company’s customer relationship management system to maintain complete call records, gather business intelligence and valid customer/account information which supports increased product sales goals and clarity of progress
Lead prospecting and sales conversations with Service, Inspection and Training by positioning with industry expert content and solutions and as one of the only true cranes to floor providers through our Sell It All approach
Partner with Segment Managers and vertical experts to develop, monitor and achieve segment/vertical targets and goals. Identify customer issues and partners with management to address any customer opportunities or threats
Plan, organize, and coordinate with management to qualify leads opportunities, projects, or contract management; provide appropriate and timely follow up and information gathering for all provided and self-generated leads
Maintains knowledge of competitive landscape; maintain knowledge of current OSHA and ASME Standards
Assist in following up on active quotes when required and document the progress
Review technical documentation for completing quotes
Assist local branch management with customer sales related issue resolution when required
Help to resolve all customer issues to their satisfaction. and in the best interest of both the customer, and Mazzella Companies
Participate in the monthly planning and goals meetings
In certain regions/markets could entail technical sales support for new cranes
Other duties as assigned
Qualifications
Education
A high school diploma or GED is required. A military background, a community college degree, or trade school accreditation works as well for this position.
Experience & Skills
- 5 years in a sales or service role or equivalent military experience, or the equivalent combination of education and experience is required