Summary
Acts in a professional sales capacity by communicating with prospects and new customers to create relationships, identify opportunities and onboard new customers with a goal of increasing revenue.
Job Type: Full-time
Pay: $64,590.00 – $80,689.00 per year
Supplemental Pay:
- Commission pay
- Performance bonus
Essential Functions and Responsibilities
- Ability to communicate over the phone, teams, in person and with email to promote MCL to customer prospects.
- Learn the MCL Sales Process and apply it in sourcing business.
- Learn the MCL ODOO System and utilize it in daily functions.
- Utilize Better Questions for Bigger Sales to close larger orders with customers.
- Ability to establish the buying platform of a customer, and to identify key individuals and the executive sponsor.
- Meets and exceeds all sales plans and targets.
- As needed, learn about the industry, technology and manufacturing of the PCB Industry.
- Drives the sales process to increase sales by converting leads into new customers to the maximum extent possible by pulling in additional MCL team members and resources.
- Creates relationships and credibility with leads and customers through regular contact, establishing rapport and tee’ing up technical calls to solve the customer’s problem.
- Persuades the prospect to engage with MCL on a technical phone or video call to utilize our technical team members to address the prospect’s concerns or problems with a goal of increasing their speed to market.
- Closes sales and follows-up on all RFQs and expected purchase orders with potential and current customers.
- Creates demand for MCL services by tailoring the sales approach to the potential customer’s industry, size, type of company, and promotes MCL capabilities and services.
- Focuses on verifying qualification and works to gain additional discovery information (patent, manufacturing location, products produced, PCB usage, and other pertinent information as well as using this information to determine if the prospect is a good fit for MCL.
- Pulls reports from CRM weekly to maintain clear understanding of sales progress and pipeline.
- Checks-in regularly with prospects that have high potential or good fit for MCL to move through pipeline. Pulls in senior sales management as needed for support to review and close business.
- Visits customers and facilitates MCL company presentations to evaluate needs and promote products and services.
- Develops and implements a strategy for hitting sales goals through the use of forecasts and plans.
- Maintains on ongoing sales plan for reaching goals that is updated quarterly.
- Maintains and updates customer information; sales activities such as a calls, emails, and visits; and other key information in CRM daily, including contacts, addresses, and company profile information.
- Obtains accurate and strategic information from customers for MCL to prepare quotes accurately and reviews and explains quotes with customers. Seeks target pricing and other key information to aid in quoting to win business.
- Attends and actively participates in regular sales meetings.
- Utilizes Customer Concierge to process RFQs, purchase orders, setting up opportunities in CRM, and responding to inquiries.
- Expands knowledge of PCB industry through training and gaining knowledge through daily situations and interactions and reading related publications to obtain information about industry conditions, trends, regulations or developments.
- Attends trade shows as a representative of MCL with the goal of networking with current customers and leads.
- Maintains a presence on professional networking websites to engage with customers and leads.
- Ensures that appropriate actions have been taken to resolve customer’s problems.
- Performs other related job duties as assigned.
Supervisory Responsibilities
This position does not have any supervisory responsibilities.
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Language Skills
In order to successfully accomplish the essential duties of this position, an individual must have the highest language skills.
- Ability to read, analyze and interpret complex written and oral communication and respond appropriately.
- Ability to write or respond effectively to sensitive inquiries or topics with a calm demeanor and ability to salvage the situation.
- Ability to present information in written or oral form using original or innovative techniques or style.
- Ability to be persuasive in speech and presentation to buyers, decision makers, and owners.
Mathematical Skills
In order to successfully accomplish the essential duties of this position, an individual must have intermediate mathematical skills.
- Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
- Ability to compute rate, ratio, and percent, and to draw and interpret graphs.
- Ability to calculate figures and amounts such as discounts, interest, percentages, markup and profit margin.
Reasoning Ability
In order to successfully accomplish the essential duties of this position, an individual must have very high reasoning ability.
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
- Ability to define problem or objective, collect data, analyze facts, and draw valid conclusions.
- Ability to use logic and reasoning to identify opportunities.
- Ability to adjust communication and personal actions in relation to others’ actions.
Computer Skills
To perform this job successfully, an individual should have knowledge of word processing software, spreadsheet software, internet software, email software, and customer relationship management software.
Education & Experience Requirements
The minimum level of education and/or experience required to satisfactorily perform this position is a BA or BS in business, marketing, or communication and 3-5 years of related experience.
Specialized Training
- Technical sales experience
- B2B sales experience
Licenses
To perform this job successfully, an individual must have a valid driver’s license.
Equipment
An individual in this position uses standard office equipment such as a multi-line telephone, computer, laptop, printer, calculator, and copy and fax machine.
An individual may also need to utilize a laptop and cellphone as well as an automobile during travel.
Knowledge, Skills, & Abilities
- Time management
- Negotiation
- Professionalism
- Customer relations
- Active listening
- Organization
- Ability to start initial relationship with a potential customer
- Ability to read a room, people, and situations
- Presentation skills
- Critical thinking
- Resourcefulness
- Strong business acumen
- Ability to close deals
- Ability to measure and analyze KPIs
- Video conferencing skills
- Results driven
- Independently self-motivated
- Inductive and deductive reasoning
- Deductive reasoning
- Excellent oral and written communication
- Problem solving
- Persuasion
- Stress tolerance
Physical Demands
The physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the team member is required to sit, use hands, stand, walk, and talk and hear regularly. Individuals may be required to reach with hands and arms occasionally. This position may require an individual to lift or move 30 pounds occasionally. These physical and sensory functions required to complete the essential functions of the positions must be able to be executed with or without a reasonable accommodation. An individual in this position must be able to see color.
This position requires travel at most 50% of the time .
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Environment
The work environment characteristics described here are representative of those a team member encounter while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the team member is not exposed to any unfavorable or hazardous environmental conditions. The noise level in the work environment is usually moderate.
This position requires travel at most 50% of the time or more, dependent on what the team member in the position and management deems necessary for the growth of revenue. When visiting customers or leads, the team member may be exposed to unfavorable or hazardous environmental conditions such as being near moving mechanical parts, outdoor weather conditions, toxic or caustic chemicals, and risk of electrical shock. The noise level when travelling and visiting customers and leads may vary from very quiet to very loud.
