Field Service Sales Representative - Cincinnati

Our Opening and Your Responsibilities

METTLER TOLEDO is the global leader in the manufacturing, marketing and service of precision instruments for use in industrial, laboratory and food retailing applications. This position supports the growth of METTLER TOLEDO services to new, existing and prospect customers. We have one of the largest Global Service and Sales organizations among precision instrument companies. We are seeking a Field Service Sales Representative for the Central Region reaching throughout U.S. (Core areas are Cincinnati, Columbus and designated accounts throughout the US)

The Field Service Sales Representative is responsible for promoting value-added maintenance agreement solutions to our customers. Relying on available database marketing information, the Service Sales representative will develop and implement targeted account penetration plans that are closely coordinated with regional business growth initiatives within the Lab and Industrial product and service teams. Key performance criteria will be growth of revenue generated from maintenance agreement accounts, and other equipment qualifications, calibration certification documentation, training and other consulting services. The Service Sales Rep will also focus a large part of their selling time on developing new service accounts. These are described as clients who traditionally do little to no business with MT and have to be nurtured to a relationship with us. The Service Sales Rep will also leverage product “point of sale” (POS) opportunities, promoting maintenance agreements for large or strategic new equipment installation where it is warranted.

Essential Duties and Responsibilities

• Must be willing and able to travel regularly to customer sites, and regional meetings as required to support sales activities and business growth.
• Demonstrate an ability to prospect for, develop relationships in support of, and ultimately have the ability to close comprehensive agreements within existing, as well as current non-service customers.
• Promote value-added maintenance agreement solutions to targeted P-Account customers.
• Develop relationships in support of, and ultimately close "pre-paid" basic, standard and comprehensive service contracts with new customers.
• In cooperation with the responsible Leader, develop and achieve annual revenue targets. Key objectives will be established, and detailed action plans developed describing the initiatives required to achieve business targets.
• Work in a collaborative manner with the key members of the Lab and Industrial Business Areas sales and service teams to present Mettler Toledo as a clearly differentiated service provider.
• Promote and sell complete range of service products, leveraging existing customer relationships to expand the added value Mettler Toledo can provide. Responsible for the proposal preparation process and proper administration of agreement pricing.
• Ensure proper customer account management is executed within the assigned territory. Working with the Leader and local Mettler Toledo product sales representatives, plan and coordinate the scope of services offered to target accounts.
• The Service Sales Rep will remain current in all applicable subject matter affecting his / her ability to interface competently with the client base. This may include but may not be limited to : FDA, USP, or other state and federal regulatory requirements, ISO guidelines, and any other developing regulations or quality initiatives which impact the industry on an ongoing basis.
• The Service Sales Rep will collaborate with the Area Business Managers to help train new sales representatives on the service product portfolio as part of the on-boarding process.
• Responsible for overall general knowledge and application of the business area's product and service offerings.
• Responsible for an in-depth knowledge of the internal processes relating to sales and service, including but not limited to SAP CRM for data input, extractions, and reporting purposes.
• Responsible for managing qualification and nurturing activities, in their territory, that specifically includes contacting potential and existing customers to define and clarify the specific details of the sales opportunity and capturing and maintaining the customer data and requirements in SAP CRM.
• Analyze and prioritize activities to focus on the highest potential opportunities for success.
• Other duties may be assigned as needed.

What You Need to Succeed

Education, Experience & Skill s

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