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International Application Engineer
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Our Client Harvey Performance
Harvey Performance, a leading manufacturer of precision cutting tools, is looking to attract an International Application Engineer for their business.
Role Overview
Reporting to the Director of Technical Support, core responsibilities will include owning target end users of greater than 100kEUR potential, supporting competitive threats via working with the Application Engineers, and providing market intelligence around new product introduction priorities. The successful candidate will be a subject matter expert at machining applications (e.g., solid carbide milling, solid carbide deburring, fastening etc.), more specifically with respect to HPC core product programs.
Key Responsibilities
Business Partnerships
- Develop trust in relationships with a portfolio of major end user and channel partners to ensure they do not turn to competition and prioritize Harvey Performance Company solutions.
- Acquire a thorough understanding of key customer needs and requirements.
- Expand the relationships with existing partners by continuously proposing solutions that meet their needs and objectives.
- Serve as the link of communication between key stakeholders.
- Resolve any issues and problems to maintain and enhance trust.
Sales Execution
- Develop growth plans and agreements for selected end users and channel partners focused on revenue growth and drive internal effort to execute on them. Manage growth plans across sales organization.
- Align resources to support and satisfy our partners’ needs and objectives. Play an integral part in generating new profitable sales that will turn into long-lasting relationships.
- Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
- Develop high-level relationships at large end-user customers by understanding their needs and providing solutions which bring monetized value and grow our share of wallet.
- Manage, teach, coach, and drive all aspects of Harvey Performance’s value selling process.
- Being the escalation level for solution creation in complex applications, workpieces, and materials for the sales team.
- Monetize all efforts via HPC provided tools and methodologies.
- Work with Integrators to develop and assist them with their product profitability initiatives.
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Products and Markets
- Develop a deep understanding of market opportunities/challenges, competitive landscape, market trends to effectively maintain and enhance Harvey’s position in the industry.
- Coordinate and manage our brand product training for our channel and end-user partners to provide ability to drive monetized value.
- Provide pricing intelligence and analysis by key competitors to drive HPC pricing strategy by brand.
- Assist in identifying new products, product roadmap prioritization & or entry into new markets.
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Experience, Knowledge, and Key Skills
- Bachelor’s degree in a technical subject
- 5+ years’ sales management work experience, 10 years cutting tool industry work experience
- Expert in application in one or more core product families, with an expertise being outstanding for these products
- Experience in environments that involve both direct and channel business
- Experience with a large well-established company known for their selling acumen where they received comprehensive “in-class” AND field-based training
- Demonstrated experience selling through a distribution channel and managing distributors.
- Proven ability to establish and manage C-Level relationships with large end users and distributors.
- Experience selling multiple brands
- A proven history of leveraging the skills and knowledge developed in previous experiences and applying them in a way that brings leading edge, and best-in-class approaches
- Successful experience utilizing a CRM to manage the sales process stage gates, leading indicator sales tasks, pipelines to attain revenue goals.
- Track record of results; value selling process, revenue target attainment, distribution rationalization, large end-user management, and sales force development.
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