Account Development Manager of Equipment (Welding & Cutting Products) - Cleveland

September 03, 2013 - November 27, 2013
Location:Cleveland, OH
Salary Range:Commensurate with Experience
Benefits:Health Benefits
Employment Type:Full Time
Description:To serve as ESABís Sales Technical Specialist in acquiring and supporting all major conversions within a region. To serve as the Top Welding Equipment Demonstrator in order to close customers on our products. A mix between Sales & Welding Engineering experience will prove valuable within this role.
Duties:Major Activities:
1. As part of the ESAB selling team, serve as the technical leader for ESAB in conducting the audit needed to close large end user sales
Key steps:
a. Lead the analysis of the end userís manufacturing process
b. Conducts tests to validate cost saving measures
c. Quantifies and presents cost saving opportunities to end user
d. Advises TSMís on closing sales to mid-size end users

Expected Results: High rate of closing end user sales at desirable margins; establish credibility for ESAB as a trusted technical advisor

2. Assist end users, on site, in transitioning from competitive product to ESAB product
Key steps:
a. Explain and demonstrate to end user material handlers the proper handling and installation procedures
b. Monitor initial conversion process
c. Resolves any issues arising during the conversion process
d. Ensures that end user is able to operate independently following the conversion

Expected Results: End user has no down-time and is fully capable of using ESAB products; End user understands who and when to call for support

3. Troubleshoot problems, on an on-call basis, with standard products, welding automation, and cutting systems
Key steps:
a. Answers calls within the time promised to customers
b. Draws upon other ESAB resources, when needed
c. Ensures that end user is fully satisfied with ESABís response

Expected Results: Customers fully satisfied with the response time and service from ESAB; No interruption in end userís production; strengthens relationship between ESAB and end user

4. Serve as the liaison Ė single point of contact Ė between regional sales team and the factory for questions regarding equipment
Key steps:
a. Field questions and problems from regional sales team
b. When needed, coordinate with the factory
c. Communicate back to regional sales team
d. Teach regional sales team so there is no need for similar calls to factory in the future

Expected Results: Efficiency within the sales force; efficiency within the factory; strong professional relationships between the region and factory

5. Serves as the technical expert from ESAB on standard products
Key steps:
a. Train end users on welding processes and products
b. Participate in client welding-related projects
c. Answer ad hoc questions regarding welding processes and products
d. Makes scheduled maintenance visits
e. Coordinates regional premier repair partners

Expected Results: Customer sees ESAB as a technical partner; Enhanced customer loyalty; improved margins
Qualifications:Sales Experience within the Welding Industry

Highly Technical within Welding Equipment & Products

Top Equipment Demonstrator

A mix between Sales & Welding Engineering is highly preferred

This role will have no learning curve, candidates must have a proven ability and experience in using Welding Equipment & Products.

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