The Packaging Automation Specialist reports to the location/region VP Sales/Sales Manager/SVP and provides technical expertise, consultative service, deep knowledge of the packaging process, and maintains a regular schedule of field sales calls with the sales team, to enable their location/region achieve their revenue and GP$ plan through a focus on equipment, parts and service. The Specialist works collaboratively with the sales team, customers and equipment manufacturers to develop best-in-class packaging automation solutions that support SupplyOne's packaging program and promotes SupplyOne capabilities and services to facilitate profitable organic growth and lasting customer relationships.
Key Duties & Accountabilities (Primary responsibilities & quantifiable measurements) Essential Functions (Essential/secondary functions that support the primary responsibilities)
- Provide technical expertise and consultative support to Sales Representatives and Food Packaging Specialists to achieve location/region packaging equipment revenue and GP$ goals
- Maintain a regular schedule of field sales calls with Sales Representatives to identify, and respond to, equipment automation and redesign opportunities
- Prepare and respond to requests for proposals, and deliver technical presentations for specific customer requirements that explain new equipment, equipment upgrades, line layout, recommended modifications/retrofits, and/or equipment service and preventative maintenance services to customers and prospective customers
- Include 4 key elements: (1) Sell Price/ (2) Financing/ (3) Sell Price of Consumables for system/ (4) Installation, startup, training, warranty in every packaging equipment proposal.
- Develop and maintain an up-to-date project opportunity pipeline
- Promote the sale of consumables and preventative maintenance agreements with every proposal
- Plan and modify equipment configurations to meet customer needs
- Arrange for demonstrations or trial installations of equipment
- Prepare service contracts and preventative maintenance agreements
- Approve all equipment quotes developed by Sales Representatives for appropriateness and alignment with approved vendor list
- Organize and attend FATs for all automatic equipment sales, planning and implementing regular training in concert with OEMs
- Facilitate customer training for new equipment installations, upgrades and retrofits
- Implement strategies and tactics agreed to by the Packaging Automation Council, and collaborate with Region VP Sales/Sales Manager/SVP to develop and implement region specific sales initiatives and plans - Keep technical skill and product knowledge up to date through active participation in vendor training sessions
- Attend and participate in all sales team meetings to answer equipment and automation questions, provide training, and promote packaging automation solutions
- Utilize demo equipment, when available, room for customer visits and rep training
- Work with location service scheduler/dispatch to schedule and prioritize installations, repairs, and consumable trials
- Collect information and equipment data during customer calls to prepare the sales team for customer interactions
- Promote SupplyOne programs and services
- Monitor competition, economic indicators, and industry trends
- In collaboration with local leadership, conduct/attend effective sales generating events such as open house's, truck blitzes, sales blitzes, and local trade shows. Showcasing equipment from our strategic equipment partners.
- Collaborate sales, design, customer service, technical service and operations to clear obstacles and ensure a high level of service excellence to customers