Technical Sales Specialist

2 weeks ago

Waukesha, Wisconsin, United States KHS USA, Inc. Full time

The primary role of the Technical Sales Specialist (TSS) is to assist field sales teams by providing machine quotations and essential commercial insights for KHS packaging solutions. The TSS enhances the sales process through technical knowledge and expertise.

Reporting Structure: Reports to the Sales Director or designated representative.

Key Responsibilities

  • Evaluates Requests for Quotes (RFQs) submitted by sales personnel or clients; thoroughly analyzes and interprets the technical and commercial needs of the customer.
  • Identifies the appropriate machinery, components, and technology tailored to the customer's requirements; develops a pricing framework for the project; gathers cost information from various sources; proposes viable solutions that align with technical and commercial specifications; collaborates with Sales and the customer to clarify technical parameters.
  • Creates quotations, proposals, and layouts for packaging systems, including equipment and services, using KHS' established quoting methodologies and tools; ensures compliance with standards and customer specifications; processes project orders efficiently.
  • Manages order confirmations and risk assessments; collects any missing technical data from the RFQ and integrates it into the quotation; acts as the quotation expert for product specialization; adheres to ISO protocols for sales activities.
  • Reviews and evaluates third-party quotations and technical documentation for compliance as necessary based on the application.
  • Develops cost estimates reflecting the project's impact on the customer's production line; articulates the technical functionalities of machinery and components; highlights the competitive advantages of KHS products compared to others in the market.
  • Monitors and analyzes proposal and sales order trends for management reporting purposes.
  • Participates in the sales process, which may include sales calls, presentations, and customer qualification; may represent the company at trade shows and industry conferences as directed by management.
  • This position may require up to 10% travel via public transportation, including air travel. A valid passport and driver's license are necessary.
Essential Competencies

To excel in this role, candidates should demonstrate the following competencies:

  • Learning Agility - Ability to quickly acquire proficiency in developing quotations and layouts for intricate capital equipment projects; understanding of the technical aspects of packaging machinery within the area of expertise.
  • Analytical Skills - Capable of synthesizing complex information; adept at collecting and researching data; utilizes intuition and experience to enhance data analysis.
  • Problem-Solving - Proficient in identifying and resolving issues promptly; skilled in gathering and analyzing information; develops alternative solutions effectively.
  • Project Management - Efficiently coordinates the quotation process; communicates updates and progress effectively.
  • Customer Service Orientation - Responsive to service requests; fulfills commitments reliably.
  • Interpersonal Skills - Focuses on conflict resolution; maintains confidentiality; listens actively; manages emotions; remains open to others' ideas.
  • Communication Skills - Articulates thoughts clearly and persuasively; listens and seeks clarification; responds positively to inquiries; demonstrates effective presentation skills.
  • Team Collaboration - Balances individual and team responsibilities; welcomes feedback; contributes to a positive team atmosphere.
  • Business Acumen - Understands the business implications of decisions; demonstrates market awareness and aligns work with strategic objectives.
  • Cost Awareness - Operates within budget constraints; implements cost-saving initiatives; contributes to organizational profitability.
Qualifications

To succeed in this position, candidates must meet the following qualifications:

  • Education - Bachelor's Degree in Marketing, Business, or Engineering; over 3 years of relevant experience in engineering or sales of packaging machinery.
  • Language Proficiency - Ability to read and interpret safety regulations, operating instructions, and procedure manuals; capable of writing routine reports and correspondence; effective in speaking before groups.
  • Mathematical Skills - Proficient in calculating figures such as discounts, interest, and percentages; applies basic algebra and geometry concepts.
  • Reasoning Skills - Utilizes common sense to execute written and oral instructions; adept at handling problems with multiple variables.
  • Technical Skills - Proficient in Microsoft Office; familiar with AutoCAD, Solid Works, Pro E, and other software; capable of learning ERP systems.
  • Travel Requirements - Willingness to travel up to 20% of the time using public transportation; valid driver's license and passport required.
Physical and Work Environment

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing essential job functions. Reasonable accommodations may be made for individuals with disabilities. The noise level in the work environment is typically quiet.

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