Application Sales Specialist

About Shred-Tech:

Shred-Tech manufactures and sells a complete line of shredding machinery into multiple industries where these systems are required. These industries include but are not limited to Recycling, Manufacturers, Electronics Manufacturers, Packaging Companies, Plastic Recyclers, Metal Recyclers, Wood Recyclers, Waste Recyclers, Manufactures of Furniture, Warehouses, and other companies that require industrial shredding services. Shred-Tech is a leading manufacturer of shredding systems serving customers throughout the world. Shred-Tech is an equal opportunity and affirmative action employer.

POSITION SUMMARY:

As an Application sales specialist you will play a crucial role in driving the development, enhancement, and successful sales of cutting-edge shredding solutions. You will be responsible for the development and execution of a strategy that will enable the EMEA business to achieve its budgeted goals. This position contributes to the success of Shred-Tech by being part of a passionate, dependable, and driven team of Sales leaders, both internal and third party, that will deliver consistent results. This role is responsible for pursuing customer expansion and rapid growth. The application sales engineer thrives in a dynamic, fast-paced environment and is driven to excel and perform at their highest potential.  This position is also responsible for driving activities and decisions focused on maintaining a high level of customer satisfaction and growing market share. This position will require close collaboration with multiple teams and business leaders.

RESPONSIBILITIES:

Market Research:

• Conduct thorough market research to identify industry trends, competitor offerings, and customer needs, providing valuable insights to guide product development. Combine this information with a business case analysis to define the business requirements and the product value proposition.
• Foster strong relationships with customers, gather feedback, and use insights to iterate on product improvements and new features. Analyze potential partner relationships that can either enhance current offerings or fill any necessary gaps in offerings.
• Prioritize features and functionalities based on market requirements, customer feedback, and business objectives.
• Keep yourself updated on industry trends and the products you sell
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• Maintain a consistent flow of new ideas, especially for cost cutting and improving sales techniques.
• Stay informed about industry regulations and ensure that industrial shredders comply with relevant standards and certifications.
• Maintain a high level of expertise in the competitive landscape including competitive product and pricing strategy. Assist in collecting competitive intelligence, prices, quotes, specifications, etc.
• Summarize and formalize market analysis to feedback efficiently Product Management.

Sales:

• Own and drive profitable revenue growth and increase market share across the complete Industrial Shredder product offering.
• Actively seek out potential clients and initiate contact through cold calls or other means.
• Develop new customers using various forms of communication, networking, and lead generation.
• Possess knowledge of, and be able to speak and teach accurately on, the features and benefits of the entire Industrial Shredder product line. Provide detailed technical information to customers, including plans, schematics, and data related to the product. This helps customers understand how the product can benefit their business. Maintain direct contact with and educate existing and potential customers on the complete manufactured product line e.g. features, benefits, options, competition, etc., analyzing customer equipment needs and job conditions while promoting interest in our products.
• Maintain Communication and act as a bridge between clients and project manager and system integrator. Ensure smooth communication and follow-up meetings to retain clients and secure additional sales.
• Identify customers and sales opportunities by analyzing sales data and consumer trends.
• Attend essential industry trade shows as needed.
• Provide Estimates, Sell Prices and detailed System Deliverables for Industrial Shredder quotations.
• Advise and approve the correct selection of all shredders and auxiliary system components.

Reporting and Planning:

• Communicate daily to the office providing a weekly itinerary and updated as changes occur; daily customer contact with respective equipment interest; where applicable, third-party sales rep contact; and reports to the Management.
• Plan and maintain travel schedule and mode of transportation congruent with territorial requirements and ensure that expenses are controlled commensurate with responsibilities.
• Maintain all required reports to include customer sales contact reports, monthly review reports, expense reports, etc.
• Provide a monthly, quarterly, and yearly forecast; updated the first of every month. Report all lost sales and competitive activity in assigned territory. Submit quarterly evaluation/summary of territory to include lost sales and why, position in marketplace, competition profiles to include who-what-where & how, third party sales rep evaluation where applicable and suggested changes, product evaluation and recommendations; overview of problems and needed changes.
• Work with our CRM software to record all calls, visits, and sales, and ensure all sales data is accurate and up to date as well as report daily and weekly activities. Enter proposal information and customer interaction information into Salesforce.

Marketing:

• Work with the Marketing team to develop core messaging and positioning for all application within the business based on the established value proposition. Consolidate divisional annual sales plans for all products, promotional and advertising efforts, and other meaningful data.
• Continually update personal knowledge of new products, new concepts, product enhancements, and how they may apply to existing or new markets.
• Attend conferences and trade shows when needed.

Application Expertise:

• Become a technical expert on shredding application of a defined waste stream (Paper, Tyres, Electronic, Battery, Plastic or Wood)
• Train third-party sales representatives in your domain of expertise.

QUALIFICATIONS:

Education:  

• Bachelor’s level degree in a related technical field and/or Engineering. Advanced technical or business-related degree is an advantage.

Experience:

• 5 to 7 years of experience in a custom-engineered, industrial equipment environment, preferably in shredding or related fields.
• Experience working with end-to-end material conveyance systems is an asset.

Specific Skills, Ability, and Knowledge:

• Proficient computer skills (MS Office- Outlook, Word, Excel and PowerPoint)
• Ability to work independently.
• Ability to manage a vast sales territory and set priorities.
• Professionalism in all aspects of building and maintaining business relationships.
• Exceptional written and verbal communication skills, with the ability to articulate complex concepts to both technical and non-technical stakeholders.
• In-depth knowledge of product applications, customers, and markets.
• Excellent project management skills with the ability to lead cross-functional teams and deliver projects on time and within budget through influence.
• Strong analytical and problem-solving skills to make data-driven decisions.
• Possess an understanding of customers’ buying cycle and decision-making process.
• Must have a passion for technology and innovation.
• Must have a good working understanding of selling and marketing in a global environment.
• Strong attention to detail and organizational skills with the ability to manage multiple priorities independently.
• Experience selling shredders and complete systems designed to process a product or material preferred.
• Demonstrated ability to initiate, cultivate and maintain relationships with personnel at all levels of end users of shredder equipment similar in scope to our products manufactured.
• Knowledgeable of direct sales practices
• Provide input into trade show selection and other marketing initiatives.
• Fluent in English, additional language is an advantage.
• Must hold a valid driver’s license.
• Must hold a valid passport with the right to work in the UK.

TRAVEL

• Must be able to travel up to 80% of the time.
• As an application specialist, you will be required to travel occasionally overseas.

Join us in revolutionizing the industrial shredder market and contribute to the success of our innovative products!

We are committed to diversity and inclusion, and thank all applicants in advance; however, we will be corresponding only with those selected for an interview. We will accommodate the needs of qualified applicants under the Human Rights Code in all parts of the hiring process.