天津招聘

Essential Duties and Responsibilities

Markets ESP’s Products and Services through Solutions Selling Approach

· Communicates the unique value proposition (and differentiation within the market) of ESP’s entire suite of services

· Incorporates knowledge of ESP’s products and services, the customer, and key competitors into the sales process and uses that knowledge to uncover customer needs and create value-based solutions

Builds Relationships with Customer on Multiple Levels

· Obtains high-level access and articulates value-based solutions to the executive levels at target customers

· Communicates effectively from tactical (Purchasing) and technical (Engineering) levels to the strategic and general management (Executives) levels at customers

Exceeds Customer Expectations

• Acts as a trusted advisor to prospects and clients, demonstrating ability to build long-term sustainable clients
• Provides customers with ongoing technical support involving ESP Engineering resources as needed
• Partners with Strategic Account Managers to develop, communicate, train, and implement service strategies to be executed by designated Account Managers
  
  

Handles Customer Negotiations

• Successfully performs or supports negotiation of pricing and other contact terms
• In conjunction with designated Strategic Account Manager, creates, negotiates, and executes LTA’s (Long Term Agreements) with strategic customers in regards to service, delivery, and inventory levels

Maximizes Profitable Sales Growth

· Utilizes the Win Value Solution Selling approach, along with other “Best Practices” as defined by ESP Sales Management

• Extracts value from CRM (Customer Relationship Management) systems in call planning

· Prepares and administers action plan for each major customer

· Assists in Sales forecasting for assigned customers as needed

· Follows up on referrals and outside lead sources

· Participates in and attends product shows and professional and technical groups

Customer and Industry Expertise

· Develops, maintains, and shares in-depth knowledge of ESP’s customers, prospects, competition, threats, opportunities, market share, alliances, key contacts, and history

Maintains Professional & Technical Knowledge

· Via educational workshops, professional publications and networking opportunities

Qualifications

To perform this job successfully, an individual must be able to accomplish each essential job function satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education, Licenses/Certifications and Work Experience

· Bachelor’s Degree in Business, Engineering or related field from an accredited College or University and at least five years relevant work experience; or equivalent combination of education and experience.

· At least 5 years of business development experience using a complex, solutions-selling approach in the OEM marketplace strongly preferred. Seal and related product knowledge or demonstrated technical aptitude also desired.

· Familiarity with pressure situations and how to handle them in a professional business manner required.

Job Skills, Knowledge, and Abilities

· Language Skills: Ability to read and interpret complex documents such as financial statements, contracts, and procedure manuals. Possesses high level business writing skills. Ability to speak effectively before groups of customers or associates of ESP.

· Critical Thinking: Able to display high level reasoning skills in order to solve multiple, complex situations.

• Technical Skills: Advanced Computer Skills. Proficient in Microsoft Outlook, Word, Excel, and PowerPoint and Database systems.
• Other Critical Competencies:

· Negotiation Skills: Conducts positive negotiations with both internal and external customers, ability to compromise, handles conflict, seeks common ground, articulates own and others goals, stays focused on positive outcome.

· Organizational Savvy: Operates within the organization's formal and informal structures, builds allies and relationships across departments, uses allies to build consensus and create results, is appropriately diplomatic, understands others' roles and perspectives, and can sell projects and ideas across the organization.

· Product Knowledge: Knows and explains product features/benefits, understands/sells the full product line, understands customer's business operations and needs, understands/responds to the competition, applies market knowledge.

· Sales Skills_ESP: Utilizes the WinValue Solution Selling approach to develop new business, identify and sell to customer needs, translate product features to benefits, has good listening skills, is sensitive to customers, delivers effective presentations, negotiates well, uses closing skills appropriately.

ESP International has been serving the OEM market for over 40 years. ESP is a global and domestic supply chain specialist for seals, rubber products, plastics, cast and forged metal product. At ESP, we make small parts a big part of your bottom line. As a 100% employee-owned company, our employees are given the ability to engage in what they do at a high level. This is something that most employees do not get the opportunity to experience. Information about the company is freely shared and the employee shares in the success. Ultimately, the ownership mentality leads to better service for our customers. ESP employee-owners are passionate about providing high service levels throughout our suite of solutions.

ESP has successfully developed in-house engineering that helps design seal applications, metal castings and forgings, and also provides value-added assembly and inventory management programs. After working with customers on design, ESP then uses its qualified domestic and global partner factories to find the best cost manufacturer of the component. Components include die, investment and sand casting, forgings, machined components, sub-assembly, oil seals, seal kits, o-rings, molded rubber and specialty gasketing. ESP can then provide any necessary sub assembly or add the components to a highly automated inventory management program.
ESP has facilities, employees and qualified sources around the globe and we can pick the best cost model for our customers of all sizes. With ESP’s resources, customers of all sizes and capabilities can plug into ESP and gain an engineering and global platform or enhance their current model.
           
ESP continues to increase the value added to our customers with successfully implemented engineering services, assembly services, assembly fixtures, kitting, global supplier, qualification, vendor optimization and the technology to efficiently provide the services.
           
Quality control is a vital part of ESP; a very stringent process is in place to qualify our manufacturing partners and processes. We work with manufacturing engineers in the design process and have the capability to test prototype designs and the ability to figure out the best cost solution.
The best way to ensure quality is to have ESP associates on the ground in its overseas locations in China, and India. The ESP China facility has 16 supplier quality engineers and managers who were trained in its U.S. facility. The materials lab has equipment to do full measurement, chemical and destructive analysis.