Service Sales Engineer

Job Title 

Service Sales Engineer

Location 

Parma

About Us

Ingersoll Rand advances the quality of life by creating comfortable, sustainable and efficient environments.  Our products, systems and solutions increase the efficiency and productivity of industrial, commercial operations, homes, and improve the health and comfort of people around the world.  We have opportunities for career growth through our diverse businesses which manufacture and service many well-recognized brands.

Job Summary

This position is accountable for driving proactively Services Sales revenue and delivering required organic Services growth in an assigned territory.  This will be achieved by delivering best in class services sales pipeline management, committing to customer loyalty and satisfaction whilst keeping up to date with product- and market knowledge, managing cash and adherence to high safety standards

Success will be measured in Services revenues; bookings and profitability; connectivity rates as well as pro-active customer facing and customer satisfaction activity

Responsibilities

Deliver organic services sales revenue growth for assigned territory

• Prepare the tenders for Maintenance/Service Contracts
• Analise and make the deviation to the Maintenance/Service Contracts
• Make proposals and identify appropriate solution for the customers

Best-in-Class Sales & Pipeline Management

• Establish an actionable services sales account plans plan to expand services sales to entire installed base (connectivity) and to increase services revenue (share of wallet)
• Grow services sales pipeline in value and volume in line with set targets and record timely aligned with expectations in our CRM system 
• Call on existing, drifted and new customers (incl. cold calls) to identify and develop service opportunities

Increase Loyalty & Customer Satisfaction

• Develop lasting service relationships with existing as well as new customers, including both Ingersoll Rand and competitive accounts. 
• Ensure required customer proximity by visit existing, new as well as drifted customers on a regular basis
• Pro-actively drive initiatives which will improve Customer Satisfaction

Keep current with all Services Products, market and customer knowledge

• Takes ownership to maintain the required product and technical knowledge by taking initiatives to leverage day to day learning opportunities, connecting with subject matters experts, attending educational trainings and/or workshops, reviewing professional publications.
• Ensure sound market knowledge and customer strategies, trends and challenges and current events from customer base.

Manage Cash/Past due Receivables:

• Ensure all orders are obtained are error-free; contract language is aligned with and in compliance with business unit guidance as it relates to Terms and Conditions.
• Ensure resolution of all customer disputes.  Manage all costs associated with selling efforts, including adherence to company policies on travel and entertainment expenditures

Basic Qualifications

• Computer literate: Proficient in Microsoft Office (Excel) is a must and CRM applications
• Minimal financial acumen (probability, ROI) as well as strong analytical reasoning skills. 
• English (both spoken and written)
• Ability to work in a matrix environment
• Ability to work independently and without close supervision whilst keeping connectivity to team members
• Excellent verbal and nonverbal communication skills whilst engaging in negotiations.  Must be tactful, professional, assertive, and an effective and clear decision-maker under pressure situations
• Challenging the status quo, can do mindset and demonstrate desire to win as an individual and as a team

Travel & Work Arrangements/Requirements

Willingness to travel

Key Competencies

• Prior Services Sales experience, ideally in industrial products and services is preferred
• Minimum 3 years of demonstrated Commercial, Sales, or Business Development experience
• Experience in solution selling, solution recommendation is desirable
• Higher level degree in business and/or technical related area – Technical background should be enough
• Ability to develop an actionable sale – account management plan
• Ability to identify and secure new sales opportunities
• Ability to communicate and interact effectively across different levels (internal- external, technical -corporate)
• Industry and compressed air systems and services product knowledge is considered a plus

What we Offer

•  Dynamic international working environnement
• Smart Working Policy and flexible working time
• Equity Grant program
• Welfare program
• Internal canteen