Sales Hunter Account Executive – Transportation

Sales Hunter Account Executive

TÜV SÜD America is seeking a Sales Hunter Account Executive to support the Plymouth, MI EMC lab's Automotive, Transportation and other market operations. This position will require a strong partnership with the existing dynamic sales team as well as the lab technical experts and operations team. The position also requires coordinating with regional and national management. The successful candidate will maintain a strong working knowledge of regulatory compliance regulations and International (ISO/EN/FCC/ICES/SAE/MIL-STD/RTCA/IEC) and Customer/OEM specific specifications, OEM product standards.

Sales markets could include: automotive, medium-heavy trucks, off-road, powersports, construction/agriculture/mining, marine, aero/defense, medical devices, commercial/industrial products.

Responsibilities:

• Strong focus on developing new customers and markets not current served by the Plymouth or TÜV SÜD sales and operations team.
• Develop strategic plans for further business growth for the assigned region, and execute those plans with successful growth outcomes in order to meet sales targets within the following areas:
• Revenue/Sales Growth/Profit Growth/Increased Market Share
• Expand existing customers' book of business
• Proactively find, develop, and win new business with existing and new customers in the business sectors defined by regional and national management
• React to customer requirements to offer tailored solutions covering a whole portfolio of compliance services.
• Build relationships with clients by serving as the technical liaison from pre-sales booking with the goal of being the customer's trusted advisor
• Perform customer discovery discussions to understand and document business needs and regulatory requirements necessary for the formulation of optimal solutions
• Draft internal test plans based on domestic and international product standards in order to develop quote responses to customers
• Develop, tailor, and deliver technical presentations as needed
• Remain informed of changes to and developments of International/OEM test standards, test methods, and policies for existing and evolving technologies. Follow industry technology trends through self-study and formal training and share that knowledge with clients
• Participate in Automotive and standard organizations and industry groups relating to product compliance
• Share technical, industry and customer insights & developments with the operations team
• Own and manage quotation generation from any allocated accounts
• Handle incoming telephone, email and website enquiries effectively and efficiently
• Be able to identify and provide solution-based packages from TÜV SÜD's service portfolio.
• Fast and effective generation of quotations and proposals using the CRM tool.
• Ownership of follow-up activities to convert quotations to orders, to be recorded on CRM tool.
• Compiling and validating prospect lists and maintaining CRM records.
• Conduct site visits to meet with engineers that are developing products and have a need for evaluations & testing.
• Perform customer discovery discussions to understand and document business needs and regulatory requirements necessary for the formulation of optimal solutions
• Add value to the customer by listening to their requirements whilst having the ability to understand their compliance needs.
• Entry of key information into the business project management tool once quotations become projects.

The position will include, but is not limited to, the following service areas:

• Automotive EMC Testing (Full Vehicles and ESAs)
• RF/Wireless Testing and Global Certifications
• Electrical Safety Testing
• Military EMC Testing
• RTCA EMC Testing
• International Compliance and Global Market Access
• Complementary areas may include:
• EV Battery Testing
• Component environmental testing

Qualification

Education and Experience:

• Bachelor of Science degree in Electrical Engineering, or equivalent experience
• At least five (5) years of work experience in or around an EMC or Electrical Test Lab
• At least (5) years of in-depth experience in a business development/"hunter" sales/account management role delivering EMC and/or RF/wireless services in a TIC environment. Demonstrated results in new business / new customer development are required.
• Experience in a service environment and/or project management

Knowledge, Skills, and Abilities:

• Strong working knowledge of Automotive EMC test requirements; experience with transplant OEM specs a strong plus. Exposure to a variety of industries such as Automotive Components, IT, consumer goods, machinery, lighting, laboratory and/or equipment is highly beneficial.
• Laboratory-based product testing knowledge within the Test, Inspection and Certification (TIC) industry or industry experience of product qualification using laboratory-based product testing (e.g. ISO 11452-2, ISO 10605, IEC 60601-1-2, FCC/EU RED Wireless Standards, etc.)
• A good understanding of practical financial issues and business fundamentals. Understanding of the key profit drivers and how areas/functions contribute to the profitability of the business.
• Good communication skills, customer focus, work well in both an individual and a team environment, take direction positively, and contribute to the group
• Proven organizational skills, strong communication, customer-driven
• Proficiency in Microsoft Word, PowerPoint, Excel, etc
• Basic knowledge of working with Customer Relationship Management software

Additional Information

Equal Opportunity Employer – Disability and Veteran

TÜV SÜD America, Inc. is an equal opportunity, affirmative action employer and considers qualified applicants for employment without regard to race, color, creed, religion, ancestry, marital status, genetics, national origin, sex, sexual orientation, gender identity and expression, age, physical or mental disability, veteran status and those laws, directives, and regulations of Federal, State, and Local governing bodies or agencies. We participate in the E-Verify Employment Verification Program.