Summary of the Role

Responsible for supporting regional sales engineers/managers with the full range of Trelleborg Marine Systems products. The Junior Sales Engineer will play a substantial role in effectively receiving, processing, and leading sales opportunities within the TMSNA Customer Relationship Management (CRM) database. Efficiently processing incoming request for quotes (RFQs) from clients and leading client follow-ups. The JSE role will span across the entire sales cycle from early business development & prospecting activities, all the way through submittal completion and handover to the project management team. In this technical sales support role, the JSE will contribute to growing TMSNA sales by driving strategic sales plans, effectively motivating internal and external resources, and strengthening relationships with TMSNA existing clients, business partners, and prospects.

Also responsible for performing onsite inspections of marine fender equipment & systems, capturing data, developing detailed reports, and delivering inspection findings to TMS management. Provide support to our clients, maintain a continual customer service cycle to strengthen existing client relationships, and cultivate future business development in the Americas. The Aftersales Representative will promote sales of upgrade/replacement/spare parts, annual maintenance, and warranty inspections. Lead and maintain internal aftersales opportunity database, and optimally lead annual inspection schedule.

This is an entry / junior level technical sales position, intended to prepare success driven individuals for elevated roles within the organization based on their personal performance, engagement, competence, and demeanor.

Education and Experience

• Entry / junior level technical sales position focused within the marine construction & port management industry. Prior experience related to technical sales, project management, engineering / drafting and / or supply chain management, is a plus.
• Bachelor's degree from a four-year college or university in an engineering or technical subject area preferred. Minimum H.S. Diploma and proven experience.

Behavioral Characteristics

The role requires a self-motivated, critical thinking, team player that can act quickly in a multifaceted, fast paced, and high-pressure environment. The ideal candidate would be diligent, mentally agile, take initiative, be highly motivated to succeed, and possess strong interpersonal & communication skills.

Tasks & Responsibilities

Handle RFQs received from external and internal customers. This includes but not limited to:

• Communicating on the phone and through email with customers to provide them with the correct solution or product.
• Examining project drawings and specifications, submitting requests for information (RFIs) to the engineer on record (EOR)
• Perform basic engineering calculations and design of marine fender systems.
• Sending quotes and technical proposals to customers
• Attend design meetings with consultants and internal engineering team.

Negotiate price and contract review within the limits of delegation of authority and in compliance with Trelleborg legal and commercial requirements.

Work with sales, engineering, finance, and project management teams to ensure project handover from sales to the project team is seamless, efficient, and clear.

Work with other Trelleborg Businesses to provide combined proposals to customers (as the need arises)

Long Term - Strategic Tasks

Assist in coordination of, and attend, the following strategic objectives:

• Conferences, exhibitions, or events related to the marine industry
• Seminars (including Lunch and Learn sessions)

Support collaborative relationships with regional

• Contractors
• Consultants
• Agents
• Industry bodies (PIANC etc.)
• End-Users

Provide manager feedback with regional market political, economic and related industry trends.

Provide manager with feedback on Competitor status, activities, and products

Support achievement of weekly, monthly, and quarterly sales objectives.

Assist in forecasting of sales volume and profit for current and new product sales.

Sales Procedures

• Ensure that sales processes and procedures are followed
• Establishes effective procedures to ensure accuracy.
• Strive for continuous business improvement and efficiency gains including capturing data from lessons learned feedback and quality processes
• Ensure engagement and accurate data/collaborating with other departments (where required)

Marketing

Support manager in the production and review of marketing materials for the region

Assist manager in rolling out global and regional marketing strategies, including campaigns, whitepapers, electronic media, etc.

 Identify gaps in marketing assets and pre-award documentation which is required in support of the regional Sales & Marketing plan.

Growth

Grow personally and professionally within the TMSNA product group and company to become a sales engineer

Complete online and in-person sales excellence, people excellence, and project management excellence training

Follow Trelleborg’s model of 70% of learning comes from direct experience, such as doing, practicing, or experimenting; 20% comes from social interactions, such as feedback, mentoring, or collaboration; and 10% comes from formal education, such as courses, books, or webinars

Competencies

• Bilingual preferred (English & Spanish)
• Excellent organization and time management skills.
• Effective and professional communication skills
• Excellent real world, practical problem-solving ability
• Technical proficiency and interest in growing knowledge base
• Maintains composure in stressful situations.
• Self-motivated with the ability to operate responsibly and independently without supervision.
• Proficiency with Microsoft Office Suite
• General understanding of Marine Fender Market Segments, industry practices and procedures, Marine Engineering and/or Naval Architecture common design practices is a plus.
• Prior experience working within CRM sales data management software systems, such as Microsoft 365, Sales Force, or Pipeline, a plus.

Geography to cover and travel requirements

The role will involve intermittent domestic & international travel in support of client site visits, training activities, and marketing events – Indicative travel of 60-90 calendar days per year. Travel could include a range of locations, including client offices, client sites, conferences/seminars, institutes, etc. Ability to travel and possess / obtain a valid Passport is required.

Predominantly traveling to North America with some limited options for global travel.

Travel Requirements:

• Must have a valid drivers license
• Immunization records must be up to date
• Must meet eligibility requirements for The Transportation Worker Identification Credential, also known as TWIC
• Must have a valid passport or meet the eligibility requirements to obtain a passport.

Working Conditions and Physical Requirements

Physical Requirements - The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is frequently required to be mobile (including, but not limited to walking, bending, squatting, crouching, twisting, kneeling, reaching, climbing, etc.)

• Must be able to lift a minimum of 25 lbs and a max of 50 lbs.
• Must be able to clearly speak, hear, or other communication capabilities, with or without reasonable accommodations, which permits employee to communicate effectively
• Must be able to sit for prolonged periods of time with our without reasonable accommodation in the office or while traveling long distances for official business.

Work Environment - The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position.

• Inspections require outdoor work in a plant, marine, maritime, and port atmosphere
• Must be able to tolerate climate changes
• Able to safely ascend and descend from working ladders when required.
• Working on plant or port docks around machinery with extreme noise levels
• Must be able to wear personal protective equipment or other safety equipment as required by our customers.

Key Performance Indicators

• Revenue
• Profit Margins, EBIT, Return on Sales
• Operating Cash Flow (OCF)
• CRM Management & Timely Reporting
• Ensure achievement of annual inspection and aftersales revenue

Trelleborg Marine Systems North America, Inc is an equal opportunity employer that does not discriminate in employment based on race, religion, sexual orientation, national origin, political affiliation, disability, age, marital status, medical history, parental status, or genetic information. Comprehensive benefit package included for all employees including paid time off and paid holidays, medical, dental and vision insurance and retirement plan.