Outside Sales Representative- Western PA Territory

Earning the designation of “Top Workplaces” in the Philadelphia region, Eastern Controls is a family-owned manufacturer’s representative specializing in best-in-class process control solutions, service, and training. With locations in Edgemont, PA (headquarters), Ashland, VA, and Carnegie, PA, we serve industries such as Life Sciences, Power, Water/Wastewater, Chemical, Refinery, and Food & Beverage across a growing territory. We are a fast-paced, high-growth organization that directly impacts life-sustaining industries and U.S. industrial infrastructure. If you’re ready to join a company with tremendous growth and earning potential, apply today.

Who We’re Looking For:
We’re seeking a self-starter who thrives in a dynamic, high-growth environment and is motivated by the challenge of building strong customer relationships while driving significant revenue growth. You are goal-oriented, energetic, and technically minded, with a passion for delivering results. You will leverage your ability to influence decisions, manage complex schedules, and tailor technical solutions to solve customer challenges. If you are someone who thrives on opportunities to gain experience and sees income potential as a driver of success, we want to hear from you.JOB SUMMARY: Develop new prospects and interacts with existing customers to increase sales of the organization's products and/or services. Generates new business and ensures growth of existing accounts. Assesses potential application of company products or services and offers solutions that meet customer needs.

KEY RESULTS AREAS ("KRA"):

KRA #1 - Exceeding Sales Targets 50%

Performance Review Ratings:

4= greater than 100.1% of Overall Target, plus at least 100% in at least three goal areas

3= greater than 90.0% of Overall Target, plus at least 90% in at least three goal areas

2= 75.0 – 89.9% of Overall Target

1= less than 75.0% of Overall Target

• Surpass Orders/Bookings Targets
• Surpass Gross-Margin Targets
• Surpass Principal Targets
• Increase the number of ECI Manufacturers & Product Groups Sold to Existing ECI Customers

KRA #2 - Technical Proficiency 15%

• E+H Belt Completion
• Successfully able to demonstrate and deliver value proposition for key products
• Know the Line Card
• Understands the Inter-relation of principals.
• Keen understanding of new products released by manufacturer
• Extends scope of the sales
• Customers view you as a Trusted Adviser

KRA #3 - Professional Salesmanship 15%

• Tireless work ethic
• Effective utilization of key ECI and principal resources
• Ownership of CRM
• Establishes a partnership with Inside Sales
• Militant approach to strategic discounting
• Balance between hunter and farmer
• Quote Follow-up tenacity
• Utilization of Sales Tools
• Viewed as a value-added resource, not a liability, by customers.
• A Trusted Adviser.

KRA #4 - Manage the Funnel 15%

• Sales Pipeline Management
• CRM and Forecasting Accuracy of Opportunities
• Quantity and Net $ of Quotes is sufficient to grow revenue

KRA #5 - Other duties as assigned 5%

CORE COMPETENCIES:

Lives the ECI’s Values

• Is passionate about the customer’s experience by means of responsiveness and determining problem solving solutions. 
• Committed and Enthusiasm toward learning about the products that Eastern Controls represents and the customer base we support. 
• Is a consummate professional in all aspects of their business.

Team Work/Collaboration

• Capacity to work with others towards a shared goal, participating actively, sharing responsibility and rewards, and contributing to the strengths of the team 
• Promotes an atmosphere of respect, helpfulness, and cooperation
• Provides regular, consistent, and meaningful information

Communication

• Actively listens and shares
• Provides regular, consistent, and meaningful information 
• Uses appropriate grammar, pronunciation and tone and methodology
• Proactively strives to consistently achieve excellence in all tasks and goals along with timely and accurate quotes 
• Identifies customer requirement by establishing personal rapport with client (actual and potential)  

Industry awareness and technical knowledge

• Understands our industry and how the business works
• Has awareness of what is or is not “good business” 
• Possesses expertise and specialization on applications for our manufacturing partners (Principals)
• Is knowledgeable about current policies, practices, trends, laws and information that affect or may affect the organization

Manage customer expectations

REQUIRED KNOWLEDGE, SKILLS, & ABILITIES: (To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and ability required.)  

EDUCATION/REQUIRED: Bachelor’s degree in a technical field (Mechanical, Chemical, Electrical Engineering) or equivalent experience preferred.

CREDENTIALS: N/A

EXPERIENCE: 1-3 years’ experience. Working knowledge of Microsoft Office products and CRM platform.

PHYSICAL DEMANDS/WORK CONDITIONS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Some environments can be inside or outside, temperatures are equivalent to the outside air or room temperatures, lighting can vary based on location but generally no additional lighting is required. There are also occasions where you will be in a typical office environment.
• Individuals may need stand for long periods of time.
• May require walking primarily on a level surface for periodic periods throughout the day. Climbing on ladders, scaffolding, tanks etc. to access the equipment.
• Reaching above shoulder heights, below the waist or lifting as required in order complete the required work. Proper lifting techniques required. May include lifting up to 50 pounds on occasion.
• The performance of this position will require exposure to the manufacturing areas where the use of personal protective equipment such as safety glasses with side shields and mandatory hearing protection, hard hats etc. are required.