Aufgaben
Position Summary:
TÜV SÜD America is seeking a Sales Hunter Account Executive to support TÜV SÜD America’s Newmarket, Ontario operation’s environmental testing and Li-ion battery testing business in their target markets. This position will require a strong partnership with the existing dynamic sales team as well as with the lab technical experts and operations team. The position also requires coordinating with regional and national management. The successful candidate will maintain a strong working knowledge of the Li-ion battery test specifications (customer, industry and regulatory).
This role will work from the Newmarket, Ontario lab.
Sales markets could include: stationary energy storage (ESS), automotive, medium-heavy trucks, off-road, powersports, marine, military/defense, aircraft/drone/VTOL/aerospace.
Responsibilities:
Strong focus on developing new customers and markets not currently served by the Auburn Hills, MI, Newmarket, ON, or TÜV SÜD sales and operations team. This should be considered a strong “sales hunter” position.
Develop strategic plans for further business growth for the assigned region, and execute those plans with successful growth outcomes in order to meet sales targets within the following areas:
Revenue / Sales Growth / Profit Growth / Increased Market Share
Expand existing customers’ book of business
Proactively find, develop, and win new business with existing and new customers in the business sectors defined by regional and national management
React to customer requirements to offer tailored solutions covering a whole portfolio of compliance services.
Build relationships with clients by serving as the technical liaison from pre-sales booking with the goal of being the customer’s trusted advisor
Perform customer discovery discussions to understand and document business needs and regulatory requirements necessary for the formulation of optimal solutions
Draft internal test plans based on domestic and international product standards in order to develop quote responses to customers
Develop, tailor, and deliver technical presentations as needed
Remain informed of changes to and developments of International/OEM test standards, test methods, and policies for existing and evolving technologies. Follow industry technology trends through self-study and formal training and share that knowledge with clients
Participate in Automotive and standard organizations and industry groups relating to product compliance
Share technical, industry, and customer insights & developments with the operations team
Own and manage quotation generation from any allocated accounts
Handle incoming telephone, email, and website enquiries effectively and efficiently
Be able to identify and provide solution-based packages from TÜV SÜD’s service portfolio.
Fast and effective generation of quotations and proposals using the CRM tool.
Ownership of follow-up activities to convert quotations to orders, to be recorded on CRM tool.
Compiling and validating prospect lists and maintaining CRM records.
Conduct site visits to meet with engineers who are developing products and have a need for evaluations & testing.
Perform customer discovery discussions to understand and document business needs and regulatory requirements necessary for the formulation of optimal solutions
Add value to the customer by listening to their requirements whilst having the ability to understand their compliance needs.
Up to 25% travel within North America
Entry of key information into the business project management tool once quotations become projects.
The position will include, but is not limited to, the following service areas:
Battery performance testing
Battery abuse testing (battery alone, or battery/vehicle combined)
Environmental testing of target-market components and subsystems (mechanical, electrical, battery, etc.)
Development and/or validation testing
Post-test analysis
Certification
ESS testing and certification
Qualifikationen
Education and Experience:
Bachelor of Science degree in Business or Engineering (Engineering preferred), or equivalent experience.
At least five (5) years’ experience in a business development/”hunter” sales role. Demonstrated results in new business/new customer development are required.
At least five (5) years’ experience in one or more of the target markets listed above. Non-automotive experience considered a plus; strong experience in multiple markets is a strong plus.
Experience in a service environment and/or project management
Knowledge, Skills, and Abilities:
Working knowledge of the Li-ion battery market and/or manufacturers (cell/module/pack/ESS) and specifications.
Laboratory-based product testing knowledge within the Test, Inspection and Certification (TIC) industry or industry experience of product qualification using laboratory-based product testing
A good understanding of practical financial issues and business fundamentals. Understanding of the key profit drivers and how areas/functions contribute to the profitability of the business.
Good communication skills, customer focus, work well in both an individual and a team environment, take direction positively, and contribute to the group
Proven organizational skills, strong communication, customer-driven
Proficient in Microsoft, Word, PowerPoint, Excel, etc
Basic knowledge of working with Customer Relationship Management software