Consultative Sales Representative

Job Description

A Consultative Sales Representative works with clients to identify inefficiencies or bottlenecks in their current process and propose solutions to meet their specific needs. A successful representative will act more as a consultant and technical advisor to the client than a sales agent while still being able to close the sale. They will work in conjunction with the EII engineering team to represent the client’s technical, practical, and logistical needs. A Consultative Sales Representative is a collaborator between EII and clients to creatively develop custom client-based solutions. Travel is expected to be up to 40%.

Position Responsibilities Include

• Ability to reach out to new prospective clients to start engage in a discussion of their operations and needs
• Develop professional business relationships with clients by proactively making phone calls, attending trade shows, and establishing a follow-up process
• Travel to customer sites to evaluate needs and provide consultation, identify areas of potential improvement in their operations
• Prompt earnest and ongoing discussion with clients to understand their needs and develop customized solutions
• Document prospective client processes and improvement areas to present to EII team with the purpose of developing solutions collaboratively
• Listen to, understand, and convey customer requirements
• Ideate and design creative solutions to assist the customer in productivity improvement
• Assist in the generation of customized or customized-off-the-shelf solutions on behalf of clients, based on opportunities for improvement to current processes, that is agreeable by all parties
• Create project proposals, timelines, and manage projects by coordinating between different teams
• Attend trade shows and make new customer contacts, follow up on leads
• Attend and participate in trade association events
• Keep oneself accountable to set and achieve goals
• Take responsibility for goals, decisions, and actions
• Define, justify, and document proposed methodology for prospective solution(s)
• Prepare and deliver presentations on various topics/activities/solutions, both internally and for clients
• Collaborate with management and other departments to determine cost of solution; estimate quotes
• Understand and establish return on investment for prospective customers
  
  

Prepare weekly reports describing follow-up activity, presentations, and new opportunities

A Successful Candidate Will Possess

• Experience in project management
• A background in warehouse automation, hardware, software, and business process
• Experience in product customization and solution-focused design
• Customer-centric focus
• Ability to represent company well at networking events
• Ability to work as a team
• Ability to thrive in a fast-moving, sometimes ambiguous environment
• Excellent autonomous problem solving skills
• Strong communication skills
  
  

Familiarity with the following is a plus but not required:

• The postal/package processing industry
  
  

Company Description

Engineering Innovation, Inc. (EII) based in Lafayette, Indiana is a premier provider of parcel processing and mail sorting equipment. EII is a small, dynamic company looking for highly motivated, service-oriented individuals to join its growing team. Through innovation and hard work, we have established ourselves as a leader in the development of automated equipment for pre-sort mailing applications inside the likes of commercial mail houses and parcel-handling businesses. We use current technology to help businesses run better.

Benefits

• Competitive Wages
• Paid Holidays
• Paid Time Off
• 401(k)/Roth with company matching up to 6% and 100% immediate vesting after 90 days
• Medical Insurance
• Company-Paid Short - and Long -Term Disability
• Wellness program
• Employee referral program