Job Function:The
FCS Plastics Market Sales Engineer (Machine Makers) is responsible for achieving the company's revenue-growth ambition by facilitating sales to Part Manufacturers through Machine Makers.
Reports to:FCS Head of Business, Plastics Market - North America
Responsibilities and Objectives:- Understand and execute market strategy.
- Work independently to address this type of customer while coordinating closely with teammates across North America and globally; Plastics business requires collaboration across territories.
- Implement a process to maintain current CRM data including company, segment, potential, contacts, and relevant sales activity. This is our foundation.
- Identify and implement ways to drive revenue through machine makers:
- Define target personas (e.g. in management, auxiliary equipment, sales, after-sales, applications, purchasing) and build our contact network and relationships across NA.
- Create quick-mold-change options to be sold through machine makers (e.g. develop standard QMC123 drawings and pricelists, develop mono and multi packages with pricelists, define lead times aligned with machine-builds). Coordinate with global Staubli team to align commercial and logistical agreements.
- Travel onsite to machine makers (and sales reps) to gain access to end-user projects:
- Present Staubli Solutions Overview. Uncover and analyze needs, suggest solutions and innovative ideas, promote value propositions, and use Strategic Selling.
- Coordinate and attend joint visits to end-users and showrooms/training centers.
- Share and track leads with Staubli sales team.
- Work with marketing to:
- Create a Staubli Solutions Overview and demos for use by each machine makers' sales teams and train them on their use.
- Coordinate joint marketing activity at showrooms and trade shows.
- Create an annual budget roadmap, updated quarterly, to achieve target.
- Prepare monthly reports and present machine-maker overview PowerPoint at Sales meetings.
- Create weekly call plans based on open offers, opportunities, leads, target accounts, and prospecting, to achieve an average of 10 visits per month.
- Actively participate in weekly team calls, team & international sales meetings, workshops, exhibitions, conferences, open houses, customer testimonials, etc.
- Create all QMC and QMC123 offers for Sales Engineers following pricing guidelines.
- Understand the latest technologies and trends to adjust our portfolio and value-proposition (e.g. PUR over molding).
- Perform all other duties as assigned.
- Adheres to all safety, quality and environmental standards
Competencies:
- Understanding and knowledge plastic injection molding or related fields: process, tooling, production, equipment, SMED and quick-mold-change knowledge and experience.
- Establishes and maintains effective working relationships based on mutual trust, respect, and cooperation with managers, co-workers, customers and/or vendors.
- Excellent technical writing and communication skills.
- Self-motivated, proactive, resourceful, problem solver, works with minimal supervision.
- Positive, professional attitude.
- Willingness to challenge themselves with complex technical problems.
- Ability to use a PC and Microsoft Office applications at a high level.
- Bilingual is a plus: Spanish, French, German.
QualificationsEducation:
- Degree in Mechatronics or Engineering (Mechanical or Manufacturing/Industrial)
- Or associate degree with significant injection molding experience
- Strategic Sales training.
Experience:
- Minimum 7 years in the plastics market, especially injection-molding, manufacturing, or related fields (process, tooling, production, equipment).
- Technical Sales or other customer-facing experience.
Additional InformationPhysical Requirements: - Periods sitting at a desk and working on a computer
- Must be able to lift, push, pull, and carry objects
- Must be able to lift up to 25 pounds at times
- Dexterity and accuracy as needed to operate equipment
Work schedule:- Willingness to travel as required both domestically and internationally 50-75% of the time. Travel outside of remote office 3 out of 4 weeks and month, 3-4 days per week and 20-24 visits a month.
- This position is fully remote.
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