Sales Engineer

Summary

Grows sales and revenue by identifying, developing, and executing sales strategies and processes. Drives conversion of net new accounts and expansion of existing accounts within their territory through strong relationship development with key individuals within account base to create long term partnerships and stickiness of Hyperion products. The ideal candidate will be based in or within driving distance of Western PA for frequent site visits to our Operations locations.   

Essential Duties and Responsibilities

• Manages a book of existing accounts. May manage a select number of high priority core accounts that require proactive account management. 
• Develops robust account plans that outline high growth opportunities as well as retention and maintenance opportunities to drive account prioritization. 
• Coordinates with Sales Development Representatives and Marketing to convert leads into opportunities. Continually networks within territory to identify new business opportunities 
• Establishes and manages customer relationships by regularly visiting customers. Facilitates in depth discussions with customers to understand their requirements and drive need identification and creation that aligns with emerging/established Hyperion capabilities and product sets.
• Leads product presentations to demonstrate the value proposition of Hyperion products that align with prospective customer objectives. Addresses customer concerns and provides guidance to customers in the selection of appropriate tooling/products/solutions throughout the sales process.
• Drives retention and expansion via upsell/cross-sell to increase customer stickiness and reducing shrink of existing customer spend.  
• Uses value added sales techniques and negotiations skills to close the sale and grow market share. 
• Collaborates with Segment and Product Managers to identify and drive penetration into adjacent product sets to demonstrate Hyperion’s unique value proposition and create additional value for the customers. 
• Prepares and presents proposals and quotes to customers.
• Understands Hyperion’s go to market strategy, product/service’s technical features, functionalities, and benefits. 
• Services existing customer base while actively prospecting for new business.
• Leverages and updates CRM on a routine basis, to manage the sales funnel, report on sales activities and territory development to achieve sales goals.
• Maintains up-to-date knowledge of Hyperion’s products, industry trends, market dynamics and competitor offerings.
• Adheres to internal, external, and corporate policies, procedures, and standards. 

Core Metrics & KPIs

• New Account Conversion
• Existing Account Growth
• New Product Adoption
• Account Penetration
• Share of Wallet
• Average Selling Price

Qualifications

The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Travel: As much as 75% travel. 

Education and/or Work Experience

• Bachelor’s degree in engineering, materials science, business, or other technical area preferred. Work experience in comparable role and industry may be considered in lieu of Bachelor’s degree.
• Experience in a manufacturing environment is preferred.
• 3-5 year’s relevant work experience in sales 
• Current Driver’s License required.

Technical Skills/Physical Requirements

• Native local language required and functional English skills are preferred. 
• Excellent communication and negotiation skills, with the ability to explain complex technical concepts in a clear and concise manner.
• Strong problem-solving and analytical abilities, with a customer-focused mindset.
• Demonstrated planning, time management skills,  and the ability to prioritize and meet deadlines.
• Results orientation and sense of urgency.
• High level of business and sales acumen. A commitment to “Value Selling”.
• Ability to work independently and collaboratively in a fast-paced, dynamic environment.
• Knowledge of sales and customer account management 
• Demonstrated ability to build and maintain strong partnerships.
• Computer skills including use of CRM and sales enablement tools for tracking and managing sales activities.