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Inside Sales - Sr. Technical Account Representative in Norwood at ITW Test & Measurement and Equipment

Date Posted: 5/25/2019

Job Snapshot

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Job Description

 Sr. Account Representative - Norwood, Ma
Instron® is a global organization that designs, manufactures, sells and services materials testing systems. Instron is a clear global leader in materials testing applications and its leadership in the marketplace is continually expanding. You will find that our established strength, commitment to our core values and team focus provides an engaging work environment and offers exceptional opportunities for personal and career development. This position is based at Instron’s Electro-Mechanical (EM) equipment division located in Norwood, Massachusetts.
The Senior Account Representative is a vital member of the Inside Sales Team (ISG). This position will provide leadership to the remaining A/R positions by providing regular training for new and existing Instron products and services. The position shares accountability for machine and OTC bookings with the Field Sales Engineer in their assigned geographic territory.  The role of the position is to be a highly responsive, “can-do” single point of contact for customers and to manage the long-term customer relationship, in coordination with other regional team members.
Principal Duties & Responsibilities:
  • Assists the Account Representative Supervisor in the development, training and daily guidance of Account Representatives.
  • Recommends system refinements as necessary to improve the efficiency and productivity of the Account Representatives.
  • Pro-actively qualifies leads generated through our website, tradeshows, and other MARCOM generated-means through diligent phone calling and emailing.
  • Maintains a positive attitude toward customer relationships with an emphasis on responsiveness.
  • Assist in the creation of a team environment that produces total customer satisfaction.
  • Serves as a technical trainer and resource for all Instron products and services.
  • Directly sells after-market products and services, including a wide range of accessories, software, software services, retrofits, calibration, maintenance and service contracts through extensive proactive telephone calling and the use of “by-the-way” statements on ALL calls.
  • Contributes to achievement of both AMT and OTC goals and quotas in assigned territories with a special emphasis on OTC sales.
  • Implements territory sales strategy, in coordination with other members of the Account Management Team, to maintain and build relationships with existing customers and to identify and qualify prospects.
  • Provides customer support through diligent telephone follow-up to maximize customer satisfaction and potential AMT and OTC business.
  • Demonstrates technical competence in products and applications, ensuring proper sales application to meet customer needs for after-market products and to qualify machine leads.
  • Maintains and develops their territory’s customer database through input of information related to systems and OTC qualification.
  • Coordinates with the product line Applications Engineers and Business Unit Managers for backup and specialty technical support including applications requirements, competitive selling, systems configurations and custom quotations.
  • Performs or assists with product demonstrations to customers at the factory and in the field.
  • Provides a lead role in the expansion selling of new products including, but not limited to, calibration and service products.
  • Helps identify and document competitive advantages in application and market niches.
  • Serve as a back up to the Account Representative Supervisor when required
  • Technical skills acquired through 10 years or equivalent in an inside sales position within a technical environment.
  • Extensive telephone selling experience in a technical field. Must present a professional and energetic phone presence coupled with strong interpersonal skills.
  • Must be an extremely responsive person with a positive, “can-do” attitude, either offering alternatives for achieving objectives or enthusiastically embracing the ideas of others.
  • Must have training abilities, aptitude, and experience for technical products and services.
  • Solid computer skills and full command of all MS Office products.
  • Proven ability to meet sales objectives.
  • Ability to thrive in a team goal environment.
  • Ability to relate to, understand and develop knowledge of customer testing applications.
  • Associates business degree required, bachelors degree in technical field preferred.
  • Ability to work extended hours as necessary.

Take this opportunity to join a successful and enthusiastic global team where you can make a significant impact immediately.  Enjoy a competitive salary and generous benefits that includes health, dental, life and LTD insurance, 401k (with match), and a 100% tuition reimbursement program.   Instron is an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.