Inside Sales Specialist

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Job Description

MTS Systems inside sales specialist work in a highly technical environment and tasked with selling test and simulation systems and products and account management of current clients. As an ISS it will be your job to build relationships with potential clients by providing information about MTS Systems test and simulation machines and answering any questions they might have. Ideally candidate will have worked selling electro-mechanical and servo-hydraulic engineered products. Will be motivated in achievement of sales volume goals and beating competition.

Primary Objective

The ISS generates sales of products and services to achieve volume and growth objectives independently and in cooperation with assigned Field Account Managers. Directly handles sales opportunities with existing customers and prospects. Qualifies sales leads, primarily by telephone. Participates in both individual and team selling with Field Account Managers and may be responsible for direct management of large or strategic customer accounts. Works closely cross-functionally with Field Account Managers, application engineers, project engineers, service sales, order services, legal services, accounts receivable, and other sales support resources, as needed, to effectively to manage customer relationships, pursue selling opportunities and close business.

Major Areas of Accountability

Leads assigned opportunities through the Sales Pursuit Cycle independently or in conjunction with assigned Field Account Manager (FAM). Working to achieve Sales order volume goal, Performance Based Goals/Strategic goals and Territory goal. Keeps supervisor informed of progress against targets, and any potential issues that would affect plan achievement.

Discovers specific customer requirements and customer buying criteria by assessing the business situation and technical requirements for each opportunity. Construct commercial response based on customer needs, MTS Value Proposition and the competitive landscape to present high-value solutions meeting customer’s business needs. Determines how to best work with each customer to develop and maintain a long-term relationship.

Negotiates final Bill of Materials, sold price, delivery terms and payment terms to close orders within the ISS negotiating authority and guidelines. Negotiates commercial Terms & Conditions working with MTS Contracts and Legal departments to facilitate required reviews and approvals for new orders. Prepares Delegation of Authority documentation for escalation to Sr. Management when necessary.

Autonomously lead selling in assigned Field Account Manager selling territories, focus areas and campaigns.

Collaborates with Field Account Manager(s) in sales activities for assigned regions. This could include presentations, quotes, order entry, negotiation of customer Terms and Conditions of sale, pipeline cleanup, and closing orders. Follows up on all written communications (mail, fax, email) to assess interest and impact. Works with additional MTS resources to resolve customer delivery schedule and service issues when they arise.

Support MTS internal process development teams including Newton, SFDC, etc. in the development, implementation and testing of new processes. Represent MTS Sales on cross-functional business initiatives when necessary.

Maintain complete understanding of MTS equipment products and offerings and their features and benefits as they relate to specific customer needs. Present equipment products and offerings to individual contacts when appropriate.

Uses a uniform and approved set of processes and systems to complete the work assignment. Accurately and thoroughly, and in a timely manner, documents all opportunities, contacts, customer information, presentations and call results in the company CRM system.

Monitors competitive activity and initiatives with accounts in assigned territory, ensuring that MTS marketing is fully aware of competitor intentions and actions that threaten MTS market share.

Follow up on trade show / website leads to develop appropriate and timely response plans to meet customer needs or develop new customer relationships. Activities may include use of Blue Sheets, Right to Left Plans or other pursuit planning tools.

Provide specialized peer-to-peer consultation within the ISS group in assigned market areas where the individual ISS personnel demonstrate niche subject matter expertise.

Minimum Qualifications

Bachelor’s degree or 8 yrs. relevant technical experience.

2 yrs previous account management or inside sales experience required.

Basic understanding of test technologies.

Motivation towards achievement of sales volume goals and beating competition

Strong oral and written communications skills

Basic computer and software skills

Ability to work with high degree of personal discipline

Customer Service Orientation

Problem solving and Negotiation skills

Requires that candidates already have documents to verify the legal right to work in the USA without sponsorship.

Preferred Qualifications

Prefer engineering or technology degree with inside/outside sales experience

knowledge of material testing and characterization

capital equipment account management experience

Salesforce, MS Excel, MS Office applications experience

All your information will be kept confidential according to EEO guidelines.

MTS is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, MTS is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.