THE NO-NONSENSE SUMMARY: This position is intended for curious professionals who love to learn about new technologies, work in small teams and with customers to find solutions to their manufacturing challenges. Reporting to the Business Development Director, this position is meant to be the stepping stone to an outside Sales Engineer position. There is limited travel expected in the first 12–18 months. After being promoted to Sales Engineer, international travel will be approximately 25–40% of your time. Be sure to read to the end of the description to be sure you don’t miss an important detail.
The Inside Sales Professional identifies, develops and supports new technical sales opportunities that increase CAPLINQ’s sales revenue of products supplied by our suppliers.
- Increase total gross margin of sales of supplier’s product sold EXW by €60,000/year for the next 3 years
- Manage sales funnel projects to maintain at least €2,000,000 in new potential opportunities
- Convert minimum €500,000 worth of projects into customers per year
Yes, you read that right – we’re looking for a ROCKSTAR. If the title sounds unconventional, it’s because CAPLINQ is too. We’re looking for that special someone who has not one, but two complementary skills – the amazing ability to understand technical concepts (Learning Product Knowledge) and the ability to speak confidently about them (Communication).
Let me come right out and say that we welcome new graduates of technical schools and programs to apply, but if you think you are more experienced, and grasp exactly all the concepts described hereunder — then you are also welcome to apply. Salary and benefits will be commensurate with experience and skill set.
Our customers don’t respond well to old-fashioned sales pitches, and the term “Professional” better fits the position than “Sales”. The position involves very little (if any) prospecting, and much more servicing of customers’ needs with our products. If you consider yourself more someone who wants to help the customer than a pushy salesman — keep reading.
As a fast-growing multinational, our products and services have found a sweet-spot in the market. Our marketing and development teams have created products and content that are attracting new customers and now we’re looking for that special rockstar that is looking to start (or re-start) a career in technical sales.
Do you describe yourself as a proactive, super-organized, enthusiastic, multitasking rockstar that likes to work with engineers on the technologies that will shape the next 20 years? Our customers are European manufacturers in the automotive, fuel cell, computer chip, hydrogen- & electric-powered vehicles industries, looking to define the next generation vehicles, batteries, iPhone- & Galaxy-parts and major infrastructure redesigns. Our customers will rely on you to recommend and support projects with epoxies, alloys, graphene composites and ion-exchange membranes. Cool, right?
Does this type of work inspire and motivate you? Then I encourage you to read on. If on the other hand, you’re already exhausted reading this, I recommend you take a nap and check out another job post.
Though the job description says “Sales” , there will be no aggressive sales tactics or cold-calling involved. Your leads and projects will all come to you and it will be your responsibility to service, support and coordinate a very diverse range of activities and requests. At the same time, this position is meant to be a training ground for outside sales activities; so skills learned here (product knowledge) will be useful for a future sales role where you can confidently communicate our unique sales proposition (USP) and then learn (Negotiation) the price you can offer to our customers.
So, what will you be doing?
The position and responsibility will grow along with you. As a small, but fast-growing company, the role will be exciting for you if you like working in a small team and having a lot of freedom to define your roles and responsibilities. No two days will likely be the same.
Broadly speaking, your work will revolve around the following two activities:
Inside Technical Sales (about 80% of your time)
You will inherit an existing customer-base of projects and products and new leads will come in from customer service (who have pre-screened them). With the support of an inside sales administrator, you will be responsible to recommend and support products to be tested and/or modified.
Examples of activities:
- Research and recommend products for customers’ applications
- Support customer projects and programs with samples, data and test results
- Update CRM to include current status and “Next Action Items” for Inside Sales Administration
- Put together PowerPoint and sales presentations highlighting new products and features
- Collect and compile competitive information to compare against our products
Outside Sales Engineer Training (about 20% of your time)
This position is intended to provide the required training to be an Outside Sales Engineer. By this title, we mean someone that can technically support customers with products, completely manage customer projects and perform onsite testing and negotiate directly with Purchasing Managers. To this end, you will be responsible to determine for yourself (with the help of your manager), what skills are lacking, what training is needed and how you can best prepare yourself.
Examples of activities:
- Research and get training on products, applications and product selection criteria
- Get training on Design of Experiments (DOE), project management and price negotiation
- Develop skills in sales management and monthly sales reporting
- Develop customer and management presentations skills to effectively frame an argument
DESIRED SKILLS AND EXPERIENCE
What mindset do you require?
Skills can be learned. Mindsets, though they can be learned too, are more often a part of who you are. We value the mindset at least, if not more, than either experience or hard skills.
- Desire to be a Sales Engineer – We are looking for someone who through school or experience, has the technical knowledge for the job, but who is seeking to learn the commercial and marketing skills required to be a successful Sales Engineer.2.
- Curiosity – We want a person who is curious. Google is your best friend, and you might be secretly addicted to getting as much information as you can. Sometimes you Google too much 😉3.
- Data-driven – Our culture is a meritocracy. It encourages and rewards decisions that are made with data as opposed to seniority, intuition or personal experience.
- Continuous Improvement – People and processes can always get better. We’re looking for someone who questions every process to see if there’s no room for improvement. Likewise, if you want to improve yourself, we offer money to support your continuous learning journey.
- Courage – Bosses make mistakes and colleagues aren’t always fair. That’s life. We’re looking for someone who may be afraid to confront these issues, but does it anyway.
What skills do you NOT need?
Before we list the skills you do need, it is important that you know what we skills or experience we do NOT require:
- Product knowledge: You do not need to know anything about any of the products we sell, nor any of the services we provide. All will be taught on the job.
- Lots of work experience: This is meant to be an entry-level position where you will learn “knowledge” on the job. What we can’t teach – and value enormously is someone that is organized, analytical, curious, dedicated and can keep our projects organized and on track
- Dutch: Our staff comes from all over the world and we speak mostly English in the office. To the outside world, most of our communication is also English.
What skills do you require?
We don’t even have any hard skills that are required, but the ideal candidate would have the following competencies:
- Is optimistic, energetic and loves to smile
- Has a technical degree or equivalent experience in Engineering, or Bachelor of Science
- Asks questions, then asks more questions, then asks even more questions
- Is very organized, and likes to have a place for everything and everything in its place
- Is a strong planner and organizer and thrives in getting things done
- Has a professional-level of written and spoken English (at least 7/10)
- Understand the technologies and determine their USP in the market
- Effectively translate customers’ requirements to supplier
- Clearly articulate current status and determine next action items
- Define & use tools to work effectively with ISA & other team members
- Organize, manage & prioritize projects in a systematic manner
- Use and improve the tools used an inside sales professional
- Pays attention to detail. The very last paragraph of this job vacancy has very important information. Be sure you read it twice before applying.
Skills not required, but that get bonus points (any of them count):
The job we have in mind may not require these skills, but they sure come in handy around here.
- An Engineering Degree: You do not need to be an engineer, but our products are by nature technical, so you will need to be able to grasp the concepts. If you want to learn, we’re able to teach.
- Any previous sales/service experience: Have you ever been a waiter, a front desk clerk or otherwise had a job that put you directly in front of a customer?
- Love market research: There is always so much to learn in our industry. If you love to dig into the details and then can summarize what you’ve learned in PowerPoint or similar, we can use that too
WHY WORK FOR CAPLINQ?
- Collaborate with outstanding people: We hire only the best. Our standards are high and our employees enjoy working alongside other high achievers.
- Make an immediate impact: New employees can expect to be given real responsibility for the growth of the company. You are empowered to perform as soon as you join the team!
- Gain well rounded experience: CAPLINQ offers a diverse and dynamic environment where you will get the chance to work directly with executives and develop expertise across multiple areas of the business.
- A work hard, play hard mentality: CAPLINQ places high value on work hard and play hard. We have beer o’clock on Fridays, a summer BBQ, Christmas dinner and Social Comittee events to celebrate the hard work ethic the team has for the company.
There is no need to send your CV unless it looks awesome and you want to impress us with how it looks. Otherwise, we will use your LinkedIn profile (better make sure it is complete!).
Instead, candidates wishing to apply are requested to send an email to email@example.com that includes:
- A link to your LinkedIn profile (not a CV)
- A one-page, personal cover letter
Let me repeat that last part in a different way… We are looking for people who stand out from the crowd with a well-written, enthusiastic one-page letter telling us why this position speaks to you and what you could bring to the team.
If all you do is send a CV (we told you not to), and no cover letter your application will be discarded without even being read.
To apply for this job email your details to firstname.lastname@example.org