Sales Engineer

Role Overview

Instron is a global leader in materials testing applications, and we are seeking a highly skilled Sales Engineer to join our EMEA Sales Department. As a Sales Engineer, you will play a crucial role in assisting our team to achieve sustainable growth by providing guidance to Instron partners in their territory to exceed their annual sales targets.

The ideal candidate will be a goals-driven, self-motivated, and proactive individual who will work closely with Instron’s local sales and service teams in Poland selling differentiated products and services. Your primary objective will be to grow the business in Poland by 50% by 2024.

Key Responsibilities

• Sell to new & existing customers by managing projects in identified market areas, analysing business requirements, presenting proposed business solutions, demonstrating & presenting Instron products, generating personalized proposals & negotiating contracts.
• Identify and qualify prospects through web leads, marketing events and direct inquiries. Maintain IFS CRM sales database, update sales funnel information, provide accurate forecasting, and use regular Power BI sales activity dashboard.
• Perform lead generation activities to maintain the required sales funnel for exceeding sales growth targets.
• Liaise with local teams to develop & execute localised strategies and sales campaigns into new markets & accounts & takes responsibility for developing & executing account plans for existing markets & customers.
• Coordinates and executes product demonstrations, industry-focused workshops and other promotional activities.
• Produces quotations, covering letters, technical descriptions and literature into customer proposals.
• Coordinate with sales, order entry, finance and shipping departments to deliver clean orders as well as customer after-sales satisfaction and ensure account receivables are kept to a minimum.
• Execute sales initiatives including but not limited to legacy, automotive and others in the assigned territories.
• Use consultative selling techniques to perform discovery and accurately identify customer objectives and product expert knowledge and information of market trends to influence the customer’s decision.
• Provide guidance to strategically position Instron ahead of the competition by implementing sales strategies based on competitive and local market knowledge.
• Adding value to our customers with a major focus on ensuring exceptional customer experience.

Requirements

• Consultative selling skills, with the ability to perform an excellent discovery process
• Ability to manage tender bidding process in Poland
• Ability to prioritise effectively
• Highly organised
• Strong analytical and problem-solving skills
• Strong communication skills – both verbal and written. Excellent presentation skills
• A very good level of English and Polish is a requirement
• Good business knowledge and commercial acumen
• Results driven, determined to win
• Ability to relate to customer requirements (technical, logistical and commercial).

Preferred Qualifications

• Typically requires a Bachelor’s degree in a related technical discipline, supported by experience of technical sales in a similar technical business-to-business environment. Candidates without graduate degrees will also be considered where substantial relevant successful experience of similar technical sales environments can be demonstrated.
• Experience in supplying advanced industrial measurement systems or complex capital equipment with good knowledge of the Polish market
• Experience in supplying to Universities, R&D centres, Automotive industry with a focus on the automotive supply chain and Medtec
• Excellent experience in tendering in Poland
• Experience in selling high-value equipment B2B
• Planning sales strategy and tactics for complex multi-system tenders
• Organising high-impact customer meetings and product demonstrations
• Using CRM and quoting tool applications
• Demonstrate selling experience 1 to $ per year