T&M Specialist

TestEquity; Worcester (MA); Hybrid; USD 70,000 - 100,000; Full time

Job summary

TestEquity in the United States is seeking a T&M Specialist to drive the sales process for Test & Measurement products alongside Account Managers and customers. You will articulate the company portfolio and provide a technical consultancy throughout the sales cycle.

The role emphasizes building relationships, delivering technical presentations, and providing product training while collaborating with product management to feedback on issues and new products, with travel up to 50% and strong

Qualifications

• Bachelor’s degree in business-related field preferred, but not required.
• Engineering degree preferred.
• 2+ years electronics distribution experience preferred.
• Familiarity with CRMSales Pipeline/funnel management is a plus.
• Advanced MS Office skills (Word, Excel, PowerPoint).
• Valid driver’s license and ability to travel required.

Responsibilities

• Act as factory trained certified expert for TE sales organization.
• Build relationships and professionally represent TestEquity brands.
• Convert leads to opportunities and manage the sales funnel.
• Gather customer requirements and present technical and business solutions.
• Deliver technical presentations and provide product training.
• Collaborate with Product Management for feedback on issues and new products.
• Proactively visit customers to support growth and territory coverage.
• Ensure customer satisfaction and achieve project goals.

Skills

Relationship building

Technical presentations

Training delivery

Customer needs analysis

Sales consulting

Education

Bachelor’s degree in business or engineering

Engineering degree preferred

Tools

MS Office

CRMSales Pipeline

Job description

Job Details: Job Location: PA Remote - Worcester, PA 19490, Position Type: Full Time, Travel Percentage: Up to 50% , Job Category: Sales, Summary / Position Purpose: As a T&M Specialist you are responsible for actively driving and managing the sales process with Account Managers and Customers for Test & Measurement products. The T&M Specialist must be able to articulate the company’s technology and product portfolio, positioning to both business and technical users. This role primarily engages in a sale’s technical consultancy role. The Specialist will provide technical assistance and guidance during the sales process by identifying the customer’s technical and business requirements, working closely with Account Managers, consulting with technical supplier representatives, and supporting business sales teams, account managers and partners on sales opportunities.

Essential Duties, Functions and/or Responsibilities:

• Act as factory trained certified expert (where appropriate) for TE sales organization
• Responsible for relationship building within contact base and providing professional representation of the TestEquity brands, including Jensen, Techni-Tool, TestEquity and our own brand line)
• Allocate non-assigned leads, ensuring that 100% are converted to opportunities and either closed/won or closed/lost
• Attend meetings, when necessary, with customers and AM’s to determine technical and business requirements and ensuring that all necessary information is collated prior to producing a solution
• Provide technical solutions in a professional manner and to agreed timeframes
• Effectively demonstrates products to customers
• Effectively communicates to customers the company Core Value Proposition, and identify best practices to the customer to drive soft cost savings, and lift customer partnership revenue
• Create and confidently deliver technical presentations internally and externally
• Deliver training on solutions and provide product support to AM’s and customers
• Work with Product Management to provide feedback on issues with current products and provide input around new products
• Builds productive relationships internally and externally, fostering teamwork by keeping colleagues updated on activities
• Able to understand business drivers and risks involved to the customer and to TESell technical solutions to the customer with professionalism and enthusiasm
• Must ensure the proper amount of customer appointment diversity, assuring that a significant amount of the territory is supported proactively through on-site visits and growth efforts
• Works strategically to understand industry trends affecting their customers and identify strategic initiates to relate trends to customer opportunities. Develops compelling vision and communicates this vision to support strategic initiatives for assigned customers
• Establishes good relationships with customers and teams (internal staff and external partners); relates well to people at all levels; builds wide and effective networks and contacts
• Focuses on customer needs and satisfaction; resolves customer issues quickly and accurately; consistently achieves project goals
• Indirectly and directly responsible for product quality
• Other duties as assigned

Qualifications:

• Education and/or Work Experience Requirements:
• Bachelor’s degree in business related field preferred, but not required
• Engineering degree preferred
• 2+ years of electronics distribution experience preferred, but not required
• Familiarity with CRMSales Pipeline/funnel management, a plus
• Advanced skill in MS Office specifically Word, Excel, and Power Point
• Valid driver's license and ability to travel is required
• Prefer previous experience with a major supplier such as Keysight, Tektronix, Keithley, Rohde & Schwarz, Indium, 3M, Desco, Excelta, etc.

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards.

TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas.