Overview

Summary - basic function of the role

This product specialist role will serve as Enerpac's primary sales expert for DTA in the Americas. DTA specializes in the design and manufacturing of self-propelled transporters for on-site transportation from 1 to 1,200 tons. Since 1972, DTA transporters have been used in different verticals such as wind, rail, shipbuilding, automotive, aerospace, foundries, port, and more. DTA was acquired by Enerpac in 2024.

The Product Specialist will join Enerpac's Heavy Lifting Technology (HLT) Americas sales team and will be responsible for business development, customer needs analysis, product selection and quoting, sales operations coordination, and providing technical and business subject matter expertise for the DTA catalog of product and services.

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

Job Duties and Responsibilities

• Sales Planning. Working with the HLT sales manager and product specialists, develop a comprehensive plan of action for business development and support leveraging existing HLT partners as well as incoming leads from DTA's marketing and inbound calls. This is the first dedicated DTA sales role in the Americas.
• Business Development. Lead new business development and funneled opportunity creation in Salesforce for the Americas. This may include attending industry trade shows to identify potential sales leads and make meaningful contact with existing customers, responding to marketing or inbound leads, or working with existing HLT product specialists to identify and prospect opportunities among existing HLT customers.
• Sales Consultation. Manage the sales development process from consultation to commercialization. Manage existing accounts to expand 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.
• Technical Expertise. In collaboration with the DTA team, quickly learn the core engineering details and specifications of the product line to help create financial and technical documents for customer proposals, coordinating with other team members and departments to optimize the sales effort.
• Enerpac Commercial Excellence (ECX). As part of Enerpac's Americas sales team, maintain account plans, log visit reports, and create and maintain opportunities within Salesforce. Weekly reviews with the sales manager will include gap planning, meeting coordination, forecasting, and regular updates on the status of opportunities.
• 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.
• 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. Experience within the crane, rigging, and/or heavy lifting industry is preferred.
• 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. Some Spanish language skill is a plus.
• Proficient in Microsoft Outlook, Word, Excel, and PowerPoint, as well as experience with ERP systems such as Oracle and sales reporting /CRM systems, preferably Salesforce.
• Ability to read, analyze, and interpret common scientific and technical journals, financial reports, legal documents, and technical design drawings.
• Valid Driver's License

Education and Experience

• Bachelors degree 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

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