Overview

Summary - basic function of the role

Summary - basic function of the role

The Product Specialist is primarily responsible for creating and executing plans to proactively drive profitability in assigned products or services. Coordination and partnership with stakeholders, such as Operations, Marketing, Product Management, Supply Chain, Sales, Customers, and others, in support of the sales plan. Acting as a technical or business subject matter expert and comprehensive resource for assigned products, services, or technologies. Additionally, this person shall not promote, recommend, quote, or sell HLT machinery moving products that directly compete with GKS product offerings, specifically Enerpac: MLS Series Wheeled Machine Skates, ER Series Wheeled Machine Skates, EM Series Battery Powered Machine Skates and TJP/SOH Series Toe Jacks.

Shift: Monday - Friday, evenings and weekends may be required

Location: Remote - Must live in the United States

Job Duties and Responsibilities

• Manage the sales development process from consultation to commercialization
• Ability to manage existing accounts to expanding product portfolio, as well as to identify and seek out new customers in a competitive environment
• Sell consultatively, detailing products, determining customer needs and requirements, and making recommendations to both prospects and existing customers
• Build long-term relationships with an existing customer base by understanding their key business drivers
• Develop and execute sales strategies to meet customer specific requirements
• Create financial and technical documents for customer proposals
• Be team-oriented and have the ability to work in a fast paced environment
• Maintain compliance with all company policies and procedures
• Coordinate with other team members and departments to optimize the sales effort
• Attend industry trade shows to identify potential sales leads and make meaningful contact with existing customers.
• Perform tasks associated with the Enerpac Commercial Excellence program in Salesforce, which includes account portfolios, site visit pre-planning, and various touchpoints throughout the workweek.
• Maintain a well-developed pipeline of prospects
• Travel approximately 50% of the time with a combination of day travel and overnight travel.

Skills and Competencies

• Excellent prospecting, selling, and closing skills along with solid organizational and interpersonal skills.
• Ability to work independently to achieve sales objectives with prompt turnaround on assignments to meet monthly and quarterly deadlines.
• Solid work ethic, team player, dependable, and avid learner who seeks a challenge to grow professionally.
• Exceptional verbal and written skills, as well as experience in public speaking in international/multicultural environment.
• Ability to multi-task and work in a fast-paced, ever-changing environment; best with multiple projects at the same time.
• Proficient in Microsoft Outlook, Word, Excel, and PowerPoint, as well as Experience with ERP systems and sales reporting systems (Salesforce).
• Working knowledge of CRM systems, preferably Salesforce.
• Ability to read, analyze, and interpret common scientific and technical journals, financial reports, legal documents, and technical design drawings.
• Highly self-motivated
• Subject matter expert in respective product line
• Must be technically competent to understand applications as well as problem solver for customer/partner issues. Have the ability to probe, question, and gather specific information about the needs and track the information for short- and long-term projects.
• Valid Driver's License

Education and Experience

• BS or higher-level degree in engineering, marketing, business or related fields.
• Seven (7) + years' experience in industrial sales, two to five years' experience as an account manager, product manager or project leader.
• Territory management experience with ability to manage multimillion-dollar territory.

Physical Demands

Employee may have to lift documents/work materials/tools up to 30 pounds in weight, 50lbs with assistance. Employee will have to be able to walk/climb to a variety of work locations, including traveling by air/auto to remote sites. This can include occasional ascending or descending ladders, stairs, scaffolding, ramps, poles, and the like. Employee may move themselves in different positions to accomplish tasks in various environments including tight and confined spaces. Employee will need to move about to accomplish tasks or move from one worksite to another. Employee will need to listen, understand, and speak with team members in person, telephonically, and electronically at all levels within a diverse workforce and with supported organizations. Employee will need to assess the accuracy, neatness, and thoroughness of the work assigned. Employee can work in front of a personal computer and telephone for long periods of time. Will have repetitive motions that include the wrists, hands, and/or fingers.

Work Environment

Primary work environment is temperature-controlled home office setting but may also be visiting different company facilities or customers where following appropriate safety protocols at the location would be required. While visiting company facilities or visiting customers, employee may be exposed to high/low temperatures, outdoor elements (such as precipitation and wind), high levels of noise, hazardous conditions, small and/or enclosed spaces, or adverse environmental conditions.

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

Direct Reports

N/A

Key External Contacts/Clients

Commercial Leaders

Territory Managers

Customer Relations

Inside Sales

Customer Support Specialists

Operations

Product Management/Innovation