Optical Sorter Sales - Eastern Region

The Optical Sorting eastern region sales will identify, qualify, sell, and service customers across the east region of the United States.  This is a direct sales position, selling high-value optical sorting equipment as well as accompanying engineering and construction services in the seed, nuts, food, feed, rice, grain, specialty and industrial applications.  Responsible for generating new business, retaining/growing existing business, and customer service within the assigned region.  The primary emphasis will be on identifying opportunities and generating new optical color sorting business.  Eastern Region Sales will be primarily responsible for the customer relationship and utilize all Bratney capabilities to generate useful solutions for our customers and maximize corporate profitability.

Selling Competencies

• Competitive spirit for identifying and closing new projects.
• Must be adept at cold calling, qualifying then developing leads, and initiating contact with prospects.
• Communicate effectively with a wide variety of customers, and be an effective problem solver.
• Proactively plan and manage schedule on a daily basis; stay efficient and on-task despite distractions.
• Embrace and achieve fluency in Bratney's sales process and incorporate throughout all sales activities.
• Skillfully create, maintain, and develop customer relationships with key decision-makers.
• Work effectively with team to identify solutions for customers and close deals.

 

Primary Responsibilities

• Establish and achieve sales goals for both volume and profit.
• Develop net new business by identifying and capitalizing on previously unknown opportunities through industry relationships, prospecting, cold calling, and other techniques.
• Drive sales cycle from start to finish; From lead generation/qualification to quoting/closing sales through order fulfillment and post-delivery follow up.
• Analyze customer accounts and develop effective sales strategies.
• Demonstrate products and consult with customers to develop solutions that suit their needs.
• Seek out meaningful market intelligence and actively communicate it to both peers and leadership.
• Maintain accurate and current customer and business opportunity detail in HubSpot CRM system.
• Actively participate in networking opportunities such as community events, industry events, trade associations, and seminars to promote company products and services.
• Collaborate with proprietary equipment specialists to ensure a seamless customer experience.
• Assist Operations, Billing, and Service teams, as required, for customer service, project status reports, and resolution of issues.
• Demonstrate a commitment to communicating, improving, and adhering to Bratney safety policies.

Education/Experience

• BA/BS degree in business, sales/marketing, or engineering preferred – or proven industry experience.
• Minimum 2-3 years sales experience, preferably in seed & grain industry, food processing, packaging, consumer products, or other agriculture-related industry.
• Operations management experience in agricultural food dry goods processing & packaging is ideal.
• Skilled in the use of basic computer software and web/mobile applications to accomplish daily tasks.

Skills/Abilities

• Outstanding time management and project management skills (self-motivated, organized, and efficient).
• Excellent listening, negotiation, and presentation skills; asks probing, insightful questions to understand customer pain points.
• Ability to work independently with a high degree of initiative.
• Ability to travel, including some overnight travel.
• Ability to maintain highest level of professionalism and skill when dealing with high-pressure customer issues.
• Able to become a trusted advisor to prospects, customers, and colleagues.
• Coachable spirit that seeks and embraces constructive feedback.
• Must be able to collaborate and influence in a "win as a team" environment.
• A willingness to learn our business and educate themselves on technical aspects of our equipment lines.
• An interest in developing systems & processes that help the team be more efficient.

 

Other Requirements

• Pre-employment drug and alcohol screening.
• Must have a valid driver's license and be able to safely operate a vehicle.
• Have or ability to obtain a USA passport for additional factory training.
• Background screening including previous employment, education, criminal history, and driving record verification.

 

Physical Requirements

• Must be able to sit and drive for extended periods of time.
• Occasionally required to climb up/down ladders.
• Occasionally required to balance, stoop, kneel, crouch, or crawl.