Sales Engineer - Medical Device Manufacturing

Summary of the Role

Trelleborg Medical Solutions is seeking a well-qualified sales professional to serve and grow our Medical Solutions business. This Sales Engineer (SE) will be responsible for representing Trelleborg’s solutions and services with companies in the medical device, equipment, services and device / drug combination markets. The SE is accountable for generating sustainable and profitable territory revenue by leveraging Trelleborg’s sales excellence tools, resources and manufacturing capabilities. The SE is expected to build relationships across all levels of existing and target customer organizations and to meet or exceed the customer’s needs.

Tasks and Responsibilities

The Trelleborg Medical Solutions Sales Engineer (SE) position will work independently and in a team environment, owning and supporting customers while being accountable for driving sustainable, profitable revenue growth by:

• Establishing high-wide-deep relationships at targeted customers to gain greater understanding of stated and unstated needs, business strategies, etc.
• Developing and executing formal account plans to meet short and long-term revenue and profit targets.
• Establishing and managing a robust project opportunity pipeline by identifying, validating, and advancing new opportunities to position Trelleborg’s solutions and services.
• Engaging new target customers to support key strategic initiatives and long-term growth goals.
• Proactively working with operations and customer service to respond to complex customer inquiries; to deliver timely quotations, to negotiate prices and delivery times and to resolve customer complaints.
• Establishing and building sustainable, collaborative relationships with the medical solutions support teams (marketing, customer service, operations, R&D, etc.) to conduct joint customer visits and ensure best-in-class fulfillment of customer needs and completion of customer projects.
• Understanding and communicating market trends, customers’ strategies, and competitive intelligence and overall market landscape. Utilize this information to establish the sell price and profit margin in collaboration with the medical solutions support teams.
• Maintaining and reporting accurate records and project opportunity statuses in CRM tool and monthly reports.
• Professionally representing and promoting Trelleborg Medical Solutions at regional trade shows and conferences as required.
• Increasing Trelleborg Brand Awareness and identifying marketing needs in territory.
• Ensuring full compliance with Standard Operating Procedures including Quality Manual and Quality Procedures.
• Becoming a subject matter expert for Trelleborg Medical Solutions with the goal of being a consultative sales professional for our customers.
• Positioning Trelleborg as the contract manufacturer of choice for our current and prospective customer.

Travel Requirements

• Travel requirements (including overnight travel) will be approximately 50% of work time. Travel will primarily be national and may occasionally include international travel for customer visits, business meetings, and trainings.

Education and Experience

• At least 5 years work experience in healthcare sales or engineering
• Minimum of 4 Year College degree. (Business or Engineering preferred)
• Strong technical aptitude beneficial. Must be mechanically inclined
• Must be able to read and understand technical prints
• Strong knowledge of business sales and marketing practices
• Knowledge of rubber/plastic products is beneficial
• Familiarity with ISO quality requirements is beneficial

Competencies

• Excellent customer focus and understanding of total customer satisfaction
• Sales and marketing experience
• Strong business sales and marketing strategies
• Technical aptitude and or engineering experience
• Account management
• Project leadership
• Ability to work independently as well as in a team environment
• Excellent written and verbal communication skills as well as people and relationship building skills
• Strong organizational skills with the ability to multi-task with attention to detail and accuracy
• Strong analytical, decision making and problem solving skills
• Innovative, self-starter who seeks solutions
• Proactive and works with the right sense of urgency: Response times, flexibility and accuracy
• Maintains a professional attitude and appearance at all times
• Customer driven with a positive, professional, can-do attitude

Compensation Information

• $85,000 - $120,000 base salary dependent on experience and location
• Commission
• Short Term Incentive