Sales Engineer

DESTACO, a Dover Company, is a global leader in the design and manufacture of high-performance automation, workholding, and remote handling solutions.  The company serves customers in variety of end-markets, including the automotive, life sciences, consumer goods, packaging, aerospace, and nuclear sectors.

Built on a legacy of over 100 years, DESTACO offers a comprehensive portfolio of products to engineer precise movement, placement and control solutions that drive productivity and uptime for manufacturers around the world. The DESTACO family of products consists of industry-leading brands such as DESTACO Manual and Power Clamps, Camco and Ferguson Indexers, Robohand Grippers and CRL Manipulators and Transfer Ports.

DESTACO is based in Auburn Hills, Michigan, and operates globally through ~800 employees across 13 locations.

Dover is a diversified global manufacturer with annual revenues of $7 billion. The company delivers innovative equipment and components, specialty systems, and support services through four major operating segments: Energy, Engineered Systems, Fluids, and Refrigeration & Food Equipment. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under “DOV.”

Position Summary:

This position plans and implements all sales activities to meet the goals for an assigned territory or group of customers. It also develops solid customer relations to ensure customer satisfaction. 

Sales Engineer reports to Sales & Service Manager and is located in Bangkok, Thailand.

Key Job Responsibilities included but not limited to:

• Market & Customer development
  • Develop automation & automotive sales and customer base in Thailand for Power Clamp, Manual Clamp, Indexers, Grippers, and End Effector Mainly to explore new potential customer.
  • Maintain and develop deep-rooted relationships with key decision makers within designated target accounts; recognized and respected by existing and new customers top management teams within the top-rated accounts
  • Recommends solutions to customer problems through service report process. Keep records of customer contacts and inquiries. Generates appropriate documentation to satisfy customer needs and office requirements.
  • Understand customer needs and propose solutions based on Destaco portfolio
  • Develop marketing initiatives to penetrate specific customer and market segments
  • Develop and maintain account plans for Key Global & Local customers and maintain regular interaction with key stakeholders
  • Develop full list of target accounts with specific actions and penetration plans
  • Develop specific initiatives to achieve monthly bookings and sales targets
  • Generates customer inquiries and converts inquiries into orders for assigned customers
• Commercial activities
  • Develop active sales pipeline
  • Develop commercial proposals and quotations
  • Participate in customer RFQs
  • Develop customer contracts and price agreements – with management approval
  • Work closely with customer service on quoting and delivery lead times to meet customer obligations
• Reporting and feedback
  • Submit monthly activity report and bookings forecast to management
  • Submit market and competitive insights to management
  • Report key technology developments
  • Update and maintain sales pipeline through Salesforce/CRM tools
  • Report customer satisfaction, needs or other issues: analyze and translate customer wants and needs into opportunities for Destaco for either NPD or commercial activities
  • Analyze and explain wins and losses on monthly basis
• Targets
  • Agrees to assigned targets by Management
  • Meets monthly bookings targets by product line and Total revenue
  • Develops alternative backup recovery plans and actions to achieve any shortfall in sales
• Channel Partners
  • Identifies new potential partners to strengthen automotive and automation offering in Thailand and designated countries.
  • Works closely with Channel Partners to support local key projects through CPs
  • Own and Development of CPs in Thailand and designated countries
• Technical Development
  • Has a strong understanding of automation products especially for indexers and grippers
  • Ability to analyze and interpret technical reports and documentation and propose a viable solution to the customer that meets or exceeds their expectation using Destaco portfolio of products
  • Develops and maintains knowledge of products, providing technical sales support as needed to the customer
• Other duties as assigned

Leadership Competencies aligned with Dover and executed in DESTACO with appropriate expectations for the job level:

• Winning the Right Way: Operates with High Ethical Standards, Openness and Trust. Fosters a culture in the organization to conduct business aligned with those standards.
• Customer Impact: Creates value for customers addressing known and unknown needs. Knows and understands all aspects of the global market, including: economics, products and services, channels, the customers and their end-markets.
• Results-Driven: Produces results that exceed Dover’s strategic objectives via a combination of planning and implementation, while living the Dover Values.
• Builds and Manages Collaborative Relationships: Establishes and nurtures relationships. Takes action to partner with the communities in which we operate and to be an appropriate corporate citizen.

Job Requirements:

Experience:

• Requires a minimum of five to seven (3-5) years of technical sales experience.
• Experience in the manufacturing industry is highly desired (machine builders/end customer in Specialty Automation/Automotive segment preferred).
• Engineering or solution related background on technical product preferred.
• Used to work for/with global acting companies in the market segments: Life Science, Food & Packaging, Special machine builders, general industry, consumer goods, medical, automotive,
• GKAM principles known; ability to develop a channel to market strategy for Specialty Automation.
• Experience in proposal preparation and quotation generation desirable.
• Experience with long sales cycle desirable.
• Trade show experience preferred.

Knowledge, Skills and Abilities:

• Ability to understand technical products and effectively present to customers and management
• Excellent communication and presentation skills, including facilitation, verbal, and written skills
• Self-starter, hands on, self-motivated, ability to work with minimal supervision.
• High energy, strong interpersonal skills
• Understand and willing to change with the needs of the customer and markets.
• Ability to work in teams maintaining a high level of communication and interaction.
• Experience working cross-culturally; used to work in international teams (internal & external).

Education and Certification Qualifications:

• Bachelor’s degree or equivalent in Engineering or related field required.

Travel Requirements:

• Ability to travel up to 80% of the time across Thailand.
• Ability to travel oversea upon request.

Work Arrangement : Remote  

Salary Range :    -   

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position.  Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact recruiter@destaco.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response. 

Fraudulent Recruiting Disclaimer:  Dover Corporation and our affiliated operating companies want to alert applicants to internet job posting fraud, where parties posing as Dover employees, recruiters, or other agents, try to engage with online candidates in an attempt to steal personal and/or financial information.  We do not endorse or engage in any recruitment practices that involve payment or personal information outside of our official application and hiring process.  Please verify the authenticity of an invitation to apply for a job, or for a job offer by contacting us directly through our Dover and affiliated operating company websites at https://careers.dovercorporation.com/.  To learn how you can protect yourself, review our Recruitment Fraud Notice on our careers site.

This position may be located in: APAC : Thailand : Bangkok : Bangkok || APAC : Thailand : Rayong : Rayong || APAC : Thailand : Thailand : Chonburi

Sub Division : DESTACO Thailand

Job Requisition ID : 54878

Job Function : Sales