Aftermarket Sales Engineer

Description:

Who we are:

Aerzen USA Corp. is an international manufacturer of positive displacement blowers, hybrid blowers, screw compressors and turbo blowers. These high-quality machines are used for air and gas applications across many essential industries, including; Wastewater, Cement, Biogas, Pharmaceutical and Food, among many others. We are One Team, and we Empower our team members to be both Inquisitive and Evolutionary.

What We Offer:

Aerzen USA offers a competitive salary; generous health benefits (to include 96% company-paid benefit plans) with company HSA contribution; a 401(k) with company match; a tuition reimbursement program; and a profit share bonus package; along with the opportunity to work with a dynamic group of professionals.

What You’ll Do:

POSITION SUMMARY

The Aftermarket Sales Engineer (ASE) is responsible for achieving regional growth targets by engaging Aerzen customers with our aftermarket service, repair, and parts solutions. The ASE is responsible for strategy development and deployment and works closely with the Regional Service Manager and Sales Team to uncover new revenue generating aftermarket opportunities with existing clients. The Aftermarket Sales Engineer will identify and create aftersales opportunities by expanding our end user interactions across all industries and providing an emphasis on the strategic accounts. The Aftermarket Sales Engineer will focus on sales of Preventative Maintenance Agreements, Overhauls, Advanced Exchanges, Control Upgrades, Spare Parts, and Equipment Modifications.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

- After Market Sales Strategy Development: Create and implement comprehensive after market strategies, analyzing market trends, competitor activities and customer feedback to identify growth opportunities to increase revenue from existing customer base in the water & wastewater, cement & mining, food, plastics among other strategic industrial sectors. Align Aerzen stakeholders and external sales reps in effort to meet and exceed regional growth targets.

- Customer Engagement: Obtain, maintain, and optimize our relationships with end users, placing an emphasis on customer needs, delivering tailored solutions through planned and regular site visits, trainings, phone calls, and follow-up interactions providing technical support to customer needs.

- Account Management: Identifies, manages, and proactively engages with strategic end user accounts and REPs with aftermarket focus to establish an account management strategy at all organizational levels. Comfortable talking with stakeholders at different levels (maintenance personnel, management, operations, production, purchasing, etc.).

- Solutions Focused: Presents solutions and recommendations to solve equipment problems, increase uptime, and lower O&M costs acting as a solution supplier focusing on customer specific needs considering the industry sector, added value, budget, etc. Prepare service and parts stocking plans for customers that maximize the utility of their Aerzen blowers and compressors and generate contingency plans to prevent or minimize impact of unplanned equipment failures.

- Lead Generation: Generates aftersales leads/opportunities through market analysis, working closely with sales and aftersales team members. Proactively seeks new opportunities and is able to follow up in a timely manner keeping record of all the interactions in the company’s CRM system.

- Training: Coordinates and facilitates strategic technical training to key accounts which supports reliability efforts and provides technical advice to maintenance and operations.

- Lead Management: Ensures leads/opportunities are handled in a timely manner and follows up the order process to maximize successful interactions and order closure. Actively manages leads in Aerzen’s Salesforce CRM.

- Proposals: Provides timely quotations to internal and external customers. Provides quotations and identifies the appropriate parts for service visits, service contracts, inspection visits and on-site training. Able to upsell customer on machine upgrades, overhauls, and advanced exchange. Understands installation, operational and maintenance needs of Aerzen equipment. Able to understand and communicate technical equipment details with others.

- Sales Support: Supports the sales team members to maximize aftersales growth by collaborating strategically considering customer specific requirements and situation. Identifies new sales opportunities, keeps records in the company’s CRM and communicates them with the sales team.

- Key Performance Indicators: Identifies and tracks (KPI's) that demonstrates year over year end user account growth, quotes generation, lead generation, contacts created, customer interactions (calls, visits) and revenue generated.

- Product Portfolio: Have a keen understanding of Aerzen USA's product portfolio and will demonstrate the technical capability to provide our end user with solid solutions to improve their equipment reliability.

- Data integrity: Update Aerzen’s ERP (Business Central) and CRM (Salesforce) with active contacts, machine installation base, and quote status starting with the strategic accounts.

Requirements:

POSITION QUALIFICATIONS

Education: Bachelor's Degree (four-year college or technical school) Preferred and/or equivalent work experience required.

Engineering, Business or Related

Area of Study: Engineering, Business or Related

Specialized Training:

Certifications:

Experience (yrs):

- 3 to 5 years direct sales experience with manufacturing industry preferred

- Good knowledge of the end-user application and the relevant value chain

- Ability to analyze specific market needs and translate this into product sales

- Ability to travel in the markets/region

- Technical competency & mechanical aptitude of blowers and compressors

Software/Applications:

Proficient in Windows 10, Microsoft Office Suite (Outlook, Word, Excel, PowerPoint), Salesforce, and Navision /Dynamics / SAP. AutoCad experience a plus.

Other:

- Intermediate Math Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

- Telecommuting and/or Flexible Work Schedule: Yes, with manager Approval

Aerzen USA was founded in 1983 and is a wholly owned subsidiary of Aerzener Maschinenfabrik GmbH, a recognized world leader in the production of rotary positive displacement machines since 1868. Aerzen USA is headquartered in Coatesville, PA, with multiple offices and service centers throughout the United States. Aerzen USA designs and manufactures positive displacement blowers, hybrid blowers, screw compressors, and high-speed turbo blowers with installations around the world. The company specializes in wastewater treatment aeration, pneumatic conveying of bulk materials, and process gas conveying with high-efficiency equipment and world-class product service and support.

For more information visit our website at: www.aerzen.com

Aerzen USA Corp is an equal opportunity employer and selects employees on the basis of skills and experience. Aerzen USA ensures that all persons are entitled to equal employment opportunity without regard to race, color, gender, gender identity, sexual orientation, pregnancy, age, national origin, religion, marital status, ancestry, disability, veteran’s status, and any other characteristic protected under applicable federal, state, or local laws. All employment decisions and actions are based on merit and made without regard to any characteristic protected by state, federal or local law.

All offers of employment at Aerzen USA Corp are contingent upon clear results of a thorough background check. In compliance with the Drug-Free Workplace Act of 1988, Aerzen USA Corp has a longstanding commitment to provide a safe, quality-oriented, and productive work environment. Alcohol and drug misuse poses a threat to the health and safety of Aerzen employees and to the security of the company's equipment and facilities. For these reasons, Aerzen USA Corp is committed to the elimination of drug and alcohol use and misuse in the workplace. Applicants being considered for hire must pass a drug test before beginning work. Refusal to submit to testing will result in disqualification of further employment consideration.

This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. If E-Verify cannot confirm that you are authorized to work, this employer is required to give you written instructions and an opportunity to contact Department of Homeland Security (DHS) or Social Security Administration (SSA) so you can begin to resolve the issue before the employer can take any action against you, including termination of employment. Employers can only use E-Verify once you have accepted a job offer and completed the Form I-9.