Sales Engineer (Auburn Hills)

Position Overview

In light of rapid company growth, Oxus seeks to expand capabilities on the commercial side of the business and has defined the following key functional areas :

1. Product and Marketing Management

2. Business Development

3. Sales Strategy & Operations

4. Customer Service

The Sales and Customer Service teams at Oxus primarily support the Aftermarket segment of the organization which currently delivers the largest portion of company revenue. This role will focus primarily on driving optimization of Sales Strategy & Operations activities in this new structure. The goal is continued expansion of market share in the Aftermarket segment through cross-selling to existing customers and growth with new customers in new geographies (Canada, Europe, Latin America, etc.). Responsibilities for this role may also include support for Business Development activities as the company expands into other medical oxygen and healthcare markets such as military, emergency response, wound care, and others.

Key Responsibilities

Develop and execute the Oxus Sales Strategy in conjunction with Aftermarket Business Unit and Sales functional leadership, Engineering, Product and Marketing Management, and Business Development

Lead outside sales activities and work in conjunction with Customer Service to support inside sales and customer retention initiatives

Troubleshoot customer technical issues in conjunction with Engineering and Operations teams

Provide regular customer feedback and collaborate on new designs with Oxus product development

Stay up to date on industry trends, new technologies, and competitor products to effectively position Oxus products and services

Identify and implement cross-selling initiatives with existing customers

Identify new Service Parts customers in conjunction with global sales and business development counterparts

Ensure comprehensive qualification and onboarding of new customers

Prepare business cases and establish pricing with new customers

Lead annual pricing reviews for all customers and implement adjustments

Negotiate prices changes and customer contracts

Increase face-to-face interactions with technical and commercial stakeholders at existing and new customers

Conduct regular customer scorecard refreshes and reviews

Drive efficiency efforts and shortening of the overall sales lifecycle

Minimum Qualifications

Bachelors degree in engineering or relevant technical / business combination

10-15 years of combined Sales, Engineering, Business Development, Customer Service, Operations, or Supply Chain Management experience in a fast-paced manufacturing or production environment

5 years of Outside Sales experience

5 years of Engineering or related technical experience

Track record of selling and servicing electromechanical products, components, and assemblies

Proficiency with ERP, CRM, inventory / logistics, and CAD applications

Experience or strong familiarity with engineering and design-for-manufacturing processes

Mid-level proficiency with Microsoft Office applications including Excel, PowerPoint, and Word

Ability to organize and lead dynamic projects with multiple stakeholders

Track record of successfully negotiating pricing and contracts, achieving value creation objectives, and managing customer relationships

Demonstrated high level of analytical ability with experience conducting pricing analysis and developing / managing cost models, financial business cases, operating plans, and forecasts

Comfortable operating at all levels of management internally and externally

Experience working globally and cross-culturally

Hands-on problem-solving ability with a sense of urgency

Efficient and effective verbal, written, and presentation skills, including the ability to clearly communicate through dashboards, scorecards, and other reporting mechanisms

Proven capabilities in designing, implementing, and managing standard work, systems, and process improvements

Willing and able to travel to customer locations, trade shows, and other events 30-50% of the time

Ability to work efficiently and effectively whether in the office or on the road

Preferred Additional Qualifications

Masters degree

Expertise in the design, manufacture, and assembly of gas separation or oxygen generation products, components, and assemblies

Familiarity with medical device and home healthcare market regulations and insurance reimbursement structures

Existing contacts and network within the medical oxygen space

Operations Management, Product Development, or Program Management experience

Advanced skills in Microsoft Excel and PowerPoint

Familiarity with Microsoft BI or similar business intelligence / dashboarding tools