Functions:
- Develop and maintain long-term relationships with assigned customer accounts by becoming a trusted technical advisor for Electrostatic Precipitator (ESP) power supply systems.
- Promote and expand the NWL Tier Program as the foundation of NWL's aftermarket service strategy, helping customers improve equipment reliability, reduce unplanned outages, and extend equipment life.
- Drive the growth of the NWL Tier Program by converting equipment assessments into long-term customer partnerships, recurring maintenance programs, and capital replacement opportunities.
- Identify opportunities for Tier 1 assessments and develop Tier 2 maintenance and Tier 3 rebuild or replacement projects based on assessment findings.
- Review Tier reports with customers, explain technical findings in business terms, and recommend corrective actions based on equipment condition, operational impact, and budget priorities.
- Prepare quotations, develop proposals, negotiate contracts, and achieve annual sales and profitability objectives.
- Develop annual account plans for assigned customers, identifying opportunities for preventive maintenance, modernization, spare parts, emergency repairs, service agreements, equipment upgrades, and capital projects.
- Coordinate with Engineering, Field Service, Manufacturing, and Project Management to ensure successful execution of customer projects from initial opportunity through completion.
- Assist customers with outage planning, budgeting, and long-term maintenance strategies based on equipment condition and operational priorities.
- Conduct regular customer visits to evaluate equipment condition, understand operational challenges, identify reliability concerns, and proactively recommend solutions.
- Deliver technical presentations and customer training focused on ESP power supplies, transformer-rectifier sets, switch mode power supplies, controls, oil diagnostics, and the NWL Tier Program.
- Develop a thorough understanding of each customer's installed equipment, maintenance history, operational challenges, and future capital plans to provide proactive recommendations.
- Maintain accurate customer records, opportunities, quotations, visit reports, forecasts, and project status within SugarCRM.
- Collaborate closely with NWL Field Service personnel to identify follow-on opportunities discovered during field work and ensure seamless communication with customers.
- Represent NWL at customer meetings, industry conferences, trade shows, and technical seminars while promoting NWL products, services, and the NWL Tier Program.
- Maintain current knowledge of NWL products, competitor offerings, industry regulations, and emerging technologies to effectively position NWL as the preferred long-term service partner.
- Travel extensively throughout the assigned territory to support customers, develop new business opportunities, and strengthen existing relationships.
Education - Experience:
- A bachelor's degree in a technical field (engineering, computer science, physics, etc.) or in business with technical specialization or equivalent work experience.
- Strong vocational or technical training paired with relevant product knowledge.
Required Skills, Competencies, Authorities and Training Needs:
Technical Skills:
- Deep understanding of the products or systems they sell, including features, integrations, and technical specifications.
- Ability to conduct technical demonstrations, troubleshoot preliminary issues, and explain complex concepts in simple terms.
- Ability to read electrical drawings, wiring diagrams, and equipment nameplates.
- Basic understanding of transformer diagnostics, oil analysis, and ESP operation preferred.
- Ability to recognize customer reliability issues and recommend practical solutions.
Sales Skills:
- Strong consultative selling abilities - diagnosing problems, mapping solutions, and guiding customers through decision-making.
- Experience in lead generation, discovery calls, and closing deals.
- Identify opportunities for equipment upgrades, spare parts, modernization, preventive maintenance, and service agreements.
- Develop annual account plans for key customers.
Communication & Interpersonal Skills:
- Ability to work independently, communicate effectively with remote sales teams, and present confidently to diverse audiences.
- Friendly, persuasive, and adaptable personality to handle objections and close deals.
- Coordinate with regional sales representatives to visit and develop customer projects.
- Coordinate with Field Service, Engineering, Manufacturing, and Project Management to ensure successful project execution.
- Assist customers with outage planning and scheduling.
Industry Knowledge:
- Familiarity with the specific sector and its regulatory or compliance requirements.
Product Training:
- Often requires specialized product training before deployment, especially for new or complex offerings.
Work Ethic:
- Self-motivated, detail-oriented, and able to manage time effectively while on the road.
Tech Tools:
- Proficiency with CRM systems, sales enablement tools, and possibly technical documentation, Word, Excel, PowerPoint or simulation software are a must.
Travel & Mobility:
- Willingness and ability to travel frequently (often 50-80% of the time).
- Valid driver's license and reliable transportation .
Note:
This job description does not list all the duties of the job. Supervisors or managers may ask you to perform other duties. You will be evaluated in part based upon your performance of the tasks listed in this job description. The employer has the right to revise this job description at any time. The job description is not a contract for employment, and either you or the employer may terminate employment at any time, for any reason.
NWL is committed to equal opportunity for all, without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, veteran status, disability, genetic information, or any other protected characteristic. NWL will make reasonable accommodations for known physical or mental limitations of otherwise qualified employees and applicants with disabilities unless the accommodation would impose an undue hardship on the operation of our business. If you are interested in applying for an employment opportunity and feel you need a reasonable accommodation pursuant to the ADA, please contact us at 609-298-7300.
