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Sales Engineer

Sales Engineer

Oxus America, Inc.Auburn Hills, MI, US
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Job Description

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

  • Bachelor’s 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

  • Master’s 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
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    Sales Engineer • Auburn Hills, MI, US