Sales Engineer

Date: Feb 12, 2019

Location: Shanghai, 31, CN

Company: Dover Corporation

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 three major operating segments: Engineered Systems, Fluids, and Refrigeration & Food Equipment. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under “DOV.”

Position Summary:

We are looking for a self-driven initiator as much as an operative doer, who can to assist Destaco China in increasing market share growth through the sale of Destaco Workholding and Automation products with focus on Automotive Industry in East China. He/she is responsible for developing and maintaining relationships with end user plants, machine builders, and associated DESTACO channel partners. He/she is responsible for achievement of DESTACO sales initiatives and targeted growth rates, providing technical proposals and sales support for successful customer integration and implementation of established automotive products.

 

Key Job Responsibilities included but not limited to:

  • Promotes safety awareness with both internal and external customers. Promotes accident prevention and employee involvement in regard to a safe work environment.
  • Supports and implements the continuous improvement roadmap for sales team. Leverages continuous improvement tools to drive continued operational improvements.
  • Penetrates key accounts by understanding key drivers and priorities for the customer, including customer system and product needs.
  • Builds relationships with centers-of-influence within key accounts to grow the business.
  • Develops and implements sales initiatives to achieve targeted growth rates.
  • Communicates with Market Management and traditional DESTACO sales network to ensure well-coordinated execution of sales and marketing initiatives.
  • Ensures technical proposals are developed to ensure successful integration and integration into customer environment.
  • Recommends competitive positioning strategies in conjunction with sales and other internal functions and implement appropriate/ aggressive competitive responses.
  • Collaborates with and supports the system design group and product development to identify new product needs, product improvements and specifications for target customers, markets and industries.
  • Must 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.
  • Develops and maintains knowledge of products, providing technical sales support as needed.
  • Other duties as assigned

 

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

Customer ImpactCreates value for customers addressing known and unknown needs. Knows and understands all aspects of the global market, including: economics (regulatory issues, corporate compliance, etc.), 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.

Strategic MindsetHas understanding of global industry or market; creates breakthrough strategies that alter the competitive dynamics in a market, and establishes a series of competitive advantages yielding profitability that exceeds expectations for the organization.

 

Job Requirements:

Experience:

The following are key requirements for the position:

  • 2 years’ university degree in Business, Marketing, related technical field or equivalent work experience
  • plus experience involved in selling/marketing Industry Robot and automation products or equivalent industrial sales experience in automotive manufacturing and assembly plants
  • Knowledge of the various press types and processes (tandem, tri-axis, and cross bar).
  • Knowledge of the brands of tooling, and the various press connection methods desirable.
  • Experience in proposal preparation and quotation generation desirable.
  • Experience with long sales cycle desirable.

 

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, 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 a plus

 

Education and Certification Qualifications:

  • Bachelor degree preferred. Technical degree is a plus.
  • Extensive Pressroom / Body shop Automation experience required in absence of college degree.

 

Travel Requirements:

  • Ability to travel frequently

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.


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