Job Description
Tenneco is looking for professionals with a passion for the commercial vehicle industry and demonstrated success in sales and engineering to work with key partner accounts to optimize and execute business plans.
The Aftermarket Sales Engineer is a highly technical resource to manage and support our aftermarket Commercial Vehicle Friction sales and services. This position is responsible for the direct support of our existing and future clients. The Aftermarket Sales Engineer will work closely with customers to determine their needs and support the entire aftermarket sales process from initial contact through invoicing.
The purpose of this job is to develop brand loyalty among current and new fleet and shop customer's, so they seek out Tenneco products when making purchasing decisions.
The Aftermarket Sales Engineer must be able to earn trust and respect by establishing themselves as a trusted advisor (Technical & Business) and reliably delivering on commitments. You will maximize growth by demonstrating the value of the Tenneco CV friction portfolio, coordinating efforts to execute business plans flawlessly, and transforming account insights into innovative ideas for tomorrow.
Responsibilities:
- Serves customers by identifying their needs and engineering adaptations of products, equipment, and services.
- Identifies current and future customer service requirements by establishing personal rapport with potential and actual customers and others in a position to understand service requirements.
- Provides product, service, or equipment technical and engineering information by answering questions and requests.
- Establishes new accounts and services accounts by identifying potential customers and planning and organizing sales call schedule.
- Prepares cost estimates by studying all related customer documents, consulting with engineers, architects, and other professional personnel.
- Determines improvements by analyzing cost-benefit ratios of equipment, supplies, or service applications in customer environment and engineering or proposing changes in equipment, processes, or use of materials or services.
- Gains customer acceptance by explaining or demonstrating cost reductions and operations improvements.
- Submits orders by conferring with technical support staff and costing engineering changes.
- Develops customer's staff by providing technical information and training.
- Prepares sales engineering reports by collecting, analyzing, and summarizing sales information and engineering and application trends.
- Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
- Contributes to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed, recommending options and courses of action.
- Contributes to team effort by accomplishing related results as needed.
- Generates new business and leads on an ongoing basis.
- Works with customers to create solutions and ensure a smooth sales process.
- Works to find new sales leads through business directories, client referrals, etc.
- Collects sales data to track effectiveness of outreach efforts and changes approach to improve results.
- Answers phone calls and emails from current and prospective client about products, installation, pricing, and lead times in a manner that adheres to sales practices and supports clear communication.
- Understands and communicates incentive programs/offerings to customers, when appropriate.
- Prepares reports of business transactions and keeps expense accounts.
- Enters new customer data and other sales data for customers into sales and engineering computer database.
- Works collaboratively in a team environment with a spirit of cooperation.
Required Experience
Education:- Bachelor's degree in Engineering preferred or Technical Degree with equivalent professional experience
Skills & Experience:- Excellent communication & organizational skills to work with customers, manage projects and build good relationships.
- Ability to multi-task & adapt to changing priorities.
- Self-motivated, personable and comfortable communicating.
- 2-5 years of experience managing technical sales efforts with success preferably in the Aftermarket Friction industry
- Excellent knowledge of mechanical/electrical technical applications
- Willingness and ability to travel up to 70% of the time.
- Creativity to approach sales and build customer relationships in groundbreaking new ways
- Excellent written and oral communication skills
- Previous experience in business-to-business (B2B) sales
- Solid experience in your products' industry
- Excellent organizational skills and a keen eye for detail
- Computer proficiency and the ability to accurately enter data and generate reports
- Negotiation and social problem-solving skills
- Computing skills:
- Microsoft PowerPoint & Excel
- Reporting & Data Analytics
- Microsoft Power BI
- Able to read and interpret data, communicate insights to customers, and identify growth opportunities
- Strong presentation and leadership skill
- Self-starter, can work effectively independently as well as collaborate within a team
Preferred:
- 5+ years in automotive aftermarket industry
- Business, finance, accounts payable knowledge
- CRM (such as Salesforce, C4C) experience
Equal Opportunity Employer Minorities/Women/Veterans/Disabled
