Product Specialist: Instrumentation (PSI)

REPORTS TO

National Sales Manager (NSM)

JOB SUMMARY

The Product Specialist: Instrumentation will work cooperatively with other members of the sales team to meet or exceed sales targets at the appropriate gross margin by focusing on growing the installed-base of the company’s instrumentation product offering and by increasing customer satisfaction.

RESPONSIBILITIES

The PSI has the responsibility of consistently meeting or exceeding sales performance targets by:

  • Actively marketing the company’s field and process instrumentation offering to new and existing clients
  • Developing an in-depth understanding of and effectively promoting the company’s value proposition
  • Frequently conducting instrumentation-focused training needs-analysis for the sales team
  • Provide training to the sales team on the company’s instrumentation product offering
  • Assisting with installation, commissioning and fault-finding of instrumentation when required
  • Providing support to the sales team through joint client visits
  • Establishing new clients while maintaining existing client relationships
  • Seeking out new opportunities within established regions and established clients
  • Seeking out new opportunities identified by cold calling
  • Following up on referrals and new leads
  • Developing and maintaining product knowledge
  • Preparing and presenting quotations and proposals
  • Participating in marketing events like trade shows, seminars, and telemarketing
  • Calling on and arranging the resources required (internal and external to the company) to assist in closing opportunities
  • Assisting in the execution of the company’s marketing plans as required
  • Maintaining the company’s ERP / CRM database by adding and maintaining lead and customer details, sales opportunities, call plans and call reports
  • Communicating market intelligence collected during field activity to proper company staff

COMPETENCIES

The Product Specialist: Instrumentation performs a key role within the company and as such a successful candidate is expected to have the ability to:

  • Manage their sales activities effectively
  • Communicate effectively with customers (verbal and written)
  • Manage key accounts while proactively seeking new opportunities
  • Interact with clients with the view of building long term partnerships
  • Apply knowledge of the company’s product and service offering with the view to meeting customer requirements
  • Build an understanding of the clients’ business, commercial and technical environment
  • Transfer instrumentation related knowledge to the sales team

PRODUCT RANGE

The PSI has a fair understanding of the technical application of the complete range of products as marketed by the company but has exceptional technical knowledge around the field and process instrumentation offering. Over time the incumbent is expected to continue to develop their level of knowledge across the entire product offering but in particular on the instrumentation offering. The product offering as currently marketed by the company includes:

CONTROL PRODUCTS

  • Motor control (Direct-on-line components, Soft Starters, Variable Speed Drives, etc)
  • Power Distribution (Circuit breakers, Power supplies, Relays and Timers, etc)
  • Sensors (Photoelectric, Proximity, Ultrasonic etc)
  • Machine Safety (Interlock switches, relays, presence sensing, e-stop, limit switches, etc)

AUTOMATION AND SOFTWARE

  • PLC’s and I/O Systems
  • HMI’s and SCADA
  • Software
  • Industrial Network related equipment (EtherNet/IP, ControlNet, DeviceNet, etc)

FIELD & PROCESS INSTRUMENTATION

  • Weight
  • Pressure
  • Temperature
  • Flow
  • Level
  • Wireless
  • Analytical
  • Recorders

ENCLOSURES & ELECTRICAL COMPONENTS

The company may, from time to time, add additional products to the offering and the PSI is expected develop their knowledge

and apply themselves to marketing these products to the company’s client base.

TOOLS AND SYSTEMS TO BE USED

  • Microsoft Office Suite
  • SAP Business One (ERP & CRM)
  • Supplier proprietary software tools

KEY PERFORMANCE INDICATORS

The PSI’s performance is measured through the On-target Performance Metric (OTPM) which is constructed of 3 core elements outlined in the Sales Performance Management System (Rev 4) and summarised below:

  • Sales Efficacy (Shipments and Profitability)
  • Product Mix
  • Key Activities (e.g. Call planning, reporting, joint calls, cold calls)

TEAM MEMBERSHIP

The Product Specialist: Instrumentation will work under the company’s sales and marketing function in the sales team and will report to the National Sales Manager. Teamwork and cooperation is expected between the PSI, Internal Sales Engineers, External Sales Engineers, the Customer Service Manager and procurement function.

FUTURE CAREER PATH

The Product Specialist: Instrumentation has a number of potential avenues within the company for career progression and self- development; the successful application for which is dependent on availability thereof and on the PSI’s current performance and their suitability for the role. These roles are listed below:

  • Senior Sales Engineer
  • Product Manager (potential future role)
  • National Sales Manager
  • Field Service Engineer

Please email your cv to joanne@abantusa.co.za with the subject line: Product Specialist.

Due to the high volumes of CV’s, should you not hear from us within 1
week, your application was unsuccessful.