Inside Sales Engineer - Trelleborg Industrial Solutions - Marine & Infrastructure

Summary of the role:

Responsible for supporting regional sales engineers/managers with the full range of Trelleborg Marine Systems products. The Inside Sales Engineer (ISE) will play a critical role in efficiently receiving, processing, and leading sales opportunities within the TMSNA Customer Relationship Management (CRM) database. Efficiently processing incoming request for quotes (RFQs) from clients, and leading client follow-ups. The ISE role will span across the entire sales cycle from early business development & prospecting activities, all the way through submittal completion and handover to the project management team. In this technical sales support role, the ISE will contribute to growing TMSNA sales by performing strategic sales plans, actively engaging internal and external resources, and strengthening relationships with TMSNA existing clients, business partners, and prospects.

This is an entry / junior level technical sales position, intended to prepare success driven individuals for elevated roles within the organization based on their personal performance, engagement, competence, and demeanor.

Region: TMS North America

Countries: Americas (North and Latin America)

Tasks and Responsibilities

Daily Tasks

• Receive and qualify leads assigned by Marketing
• Handle RFQs received from external customers and internal Sales Engineers. This includes but not limited:
  • Communicating on the phone and through email with customers to provide them with the accurate solution or product
  • Examining project drawings and specifications, submitting requests for information (RFIs) to the engineer on record (EOR)
  • Perform basic engineering calculations and design of marine fender systems
  • Develop bill of materials (BOMs) for projects
  • Sending quotes and technical proposals to customers
  • Attend design meetings with consultants and internal engineering team

• Negotiate price and contract review within the limits of delegation of authority and in compliance with Trelleborg legal and commercial requirements.
• Work with internal engineering, outside EORs and customers to develop in depth product submittals for projects/orders
• Work with sales, engineering, finance, and project management teams to ensure project handover from sales to the project team is flawless, efficient, and clear.
• Work with other Trelleborg Businesses to provide combined proposals to customers (as required)

Long Term - Strategic Tasks

• Assist in coordination of, and attend, the following strategic objectives:
  • Conferences, exhibitions or events related to the marine industry
  • Seminars (including Lunch and learn sessions)
• Support collaborative relationships with regional
  • Contractors
  • Consultants
  • Agents
  • Industry bodies (PIANC etc)
  • End-Users

• Provide manager feedback with regional market political, economic and related industry trends
• Provide manager with feedback on Competitor status, activities, and products
• Support achievement of weekly, monthly, and quarterly sales objectives.
• Assist in forecasting of sales volume and profit for current and new product sales.
• Sales Procedures
  • Ensure that sales processes and procedures are followed.
  • Establishes effective procedures to ensure accuracy.
  • Strive for continuous business improvement and efficiency gains including capturing data from lessons learned feedback and quality processes.
  • Ensure engagement and accurate data/collaborating with other departments (where required).

• Marketing
  • Support manager in the production and review of marketing materials for the region.
  • Assist manager in rolling out global and regional marketing strategies, including campaigns, whitepapers, electronic media, etc.
  • Identify gaps in marketing assets and pre-award documentation which is required in support of the regional Sales & Marketing plan.

• Quality
  • Responsible for following the QMS and its procedures. Includes reporting of non- conformances and providing preventive/corrective actions in area of expertise.
  • Finds opportunities for improvement and makes constructive suggestions for change.
  • Responsible for upholding company Code of Conduct and Core Values.

• Innovation
  • Gather innovative ideas and concepts from the internal company and external sources.
  • Contribute to increasing any business process that can improve sales and marketing efficiency and throughput.

• Growth
  • Grow personally and professionally within the TMSNA product group and company to become a sales engineer.
  • Complete online and in-person sales excellence, people excellence, and project management excellence training.
  • Follow Trelleborg’s model of 70% of learning comes from direct experience, such as doing, practicing, or experimenting; 20% comes from social interactions, such as feedback, mentoring, or collaboration; and 10% comes from formal education, such as courses, books, or webinars.

Education and Experience

• This is an entry / junior level technical sales position focused within the marine construction & port management industry. Prior experience related to technical sales, project management, engineering / drafting, and / or supply chain management, is a plus.
• Bachelor's degree (B. S.) from a four-year college or university in an engineering or technical discipline preferred. Minimum H.S. Diploma and relevant experience.

Competences

• Bilingual preferred (English & Spanish)
• Excellent organization and time management skills.
• Effective and professional interpersonal skills (in person, telephone, email, written)
• Excellent real world, practical problem-solving ability
• Technical competence and interest in expanding knowledge base
• Maintains composure in stressful situations.
• Self-motivated with the ability to operate responsibly and independently without supervision.
• Proficiency with Microsoft Office Suite (Word, Excel, Power Point).
• General understanding of Marine Fender Market Segments, industry practices and procedures, Marine Engineering and/or Naval Architecture common design practices is a plus.
• Prior experience working within CRM sales data management software systems, such as Microsoft 365, Sales Force, or Pipeline, a plus.

Working Conditions and Physical Requirements

The working conditions described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet, except some site visits with clients or prospects within their respective facilities.

The physical demands described here are representative of those that must be met by an employee to optimally perform the essential functions of this job. While performing the duties of this job, the employee is frequently required to be mobile (including, but not limited to walking, bending, squatting, crouching, twisting, kneeling, reaching, climbing, etc.) Must be able to lift a minimum of 25lbs and a max of 50lbs. Specific vision abilities required by this job include close vision and ability to adjust focus.

Geography to cover and travel requirements

The role will involve intermittent domestic & international travel in support of client site visits, training activities, and marketing events – Assume 15 to 30 calendar days per year. Travel could include a range of locations, including client offices, client sites, conferences/seminars, institutes, etc. Ability to travel and possess / obtain a valid Passport is required.

Behavioral Characteristics

The role requires a self-motivated, critical thinking, great teammate that can act quickly in a dynamic, fast paced, and high-pressure environment. The ideal candidate would be dependable, mentally agile, take initiative, be highly motivated to succeed, and possess strong interpersonal & communication skills.

Key Performance Indicators

• Revenue
• Profit Margins, EBIT, Return on Sales
• Operating Cash Flow (OCF)
• CRM Management & Timely Reporting

Trelleborg Marine Systems North America, Inc is an equal opportunity employer that does not discriminate in employment based on race, religion, sexual orientation, national origin, political affiliation, disability, age, marital status, medical history, parental status or genetic information. Comprehensive benefit package included for all employees including paid time off and paid holidays, medical, dental and vision insurance and retirement plan.