At Beckwith & Kuffel, our purpose is “to be of maximum service,” and our highly skilled team has strived for this every day in the Pacific Northwest since 1979. B&K is the leading distributor and service center for industrial pumps, compressors and blowers manufactured by the best known names in American industry. The products we sell and the services we provide literally drive the industry and infrastructure supporting all of us, and we love what we do.
Our team members range from hands-on mechanical and field technicians to applications engineering and technical sales as well as traditional back office and business roles. Our customers span prominent industries including aerospace, forest products, marine, chemical, food processing, municipal water, military and government.
Many of our employees have worked at B&K for more than 20 years in a variety of roles throughout the business. Why? Because we continually invest in our people through training and development, providing ways to grow our employees professionally. And we invest heavily in our facilities and tools, particularly our technology and business systems.
JOB DESCRIPTION SUMMARY
The Inside Sales – Applications representative is the first point of contact for established customers seeking new systems or expansion for their existing systems. This sales role is pivotal for providing exceptional customer service by following established procedures and accurately quoting prices, terms of sales, delivery dates, etc.
ESSENTIAL FUNCTIONS, DUTIES & RESPONSIBILITIES:
- Impact Sales Interview
o Complete Sales Interview process using IMPACT technique to deliver prompt and accurate replies to each inquiry
o Use the Company Customer Relationship Management (CRM) System to full advantage - Maximum Customer Service
o Provide excellent customer service, sales & support internally and externally
o Work closely with Sales, Service Department & Vendors to facilitate the sales effort & meet customer requirements - Collaborate with Team
o Facilitate prompt remedy of customer technical problems, complaints, and failures
o Promote & encourage “Profit Management” to ensure a profitable future for the company - Accuracy
o Mastery of Sales Quotes and Sales Order entry process
o Understand & implement policy to achieve both customer & company goals - Applications Engineering
o Aid in the design and development of equipment, systems, and redesign of existing systems - Product Knowledge
o Knowledge of pump curves
o Able to size “pump in a box” applications - Project Navigation
o Understand all of the parties in a project and the process of managing a project
o Aid in negotiation of a project
PERFORMANCE LEVELS:
- Applications - Level 1:
o "Pump in a box" systems; basic compression systems.
o Proficiency with manufacturers such as Wilden, Xylem, ITT Goulds, Gardner Denver and others.
o Proficiency with basic systems for Centrifugal Pumps, Reciprocating Compressors, and Blower Systems. - Applications - Level 2:
o Size pump, compressors and blower systems based upon engineering specifications and drawings.
o Proficiency with complex equipment configurations using ePrism, SEEPEX Configurator, GD CC360, Encompass and others.
o Proficiency with advanced systems for Centrifugal Pumps, Positive Displacement Pumps, Rotary Screw Compressors, Blower Systems and Vacuum Systems. - Applications - Level 3:
o Able to complete energy analysis for pump, compressor, blower and vacuum systems.
o Able to complete pump and air audits
o Able to provide VFD/controls programming and startup assistance
o Proficient in differentiation equipment and operations for lowest long term Total Cost of Ownership Analysis. - Project Management:
o Able to design pump, compressor, blower, vacuum system package
o Able to develop design documents (drawings, instructions) for package systems.
o Draft / Model packages using software (CAD, Solidworks, etc.)
o Work with Service Shop for building packages
o Work with suppliers for providing components for packages
KEY METRICS:
- Number of Sales Orders entered
- Sales Order Gross Margin (%) Entered
- Sales Order Amount ($) Entered
- Number of Opportunities Assigned/Generated
- Number of Opportunities Completed
EXPERIENCE (QUALIFICATIONS)
- Technical or Engineering degree preferred or 3 - 5 years equivalent industry experience
- Knowledge of industrial equipment, other fluid (compressible and non-compressible) handling equipment, service and repair of industrial equipment
- High technical aptitude
- Able to work independently to achieve targeted results
- Well organized & self-motivated
- Excellent interpersonal and effective communication skills
- Effective negotiating skills
- Project management experience and teamwork skills
- Proficient in Microsoft Office
CAREER PATH:
This role tracks to grow within the company in either the Sales Department or Service Group.
Many Inside Sales – Application personnel have graduated to a next step in Inside Service Sales, Outside/Territory Sales or Project Management.
JOB REQUIREMENTS:
To perform this job successfully, an individual must be able to complete all areas outlined for this position in a satisfactory manner as well as:
- Have a valid license and a clean driving record without exception
- Subject to a pre-employment background check, driving check, and drug test
PHYSICAL REQUIREMENTS:
The physical demands of the job are limited to that of an office environment, with occasional trips to regional offices and working with users in a shop or warehouse environment.
WORKING CONDITIONS:
This position will be primarily working indoors in both warehouse and office environments, but will occasionally require working outdoors or visiting customer or vendor sites.
- Office and warehouse environments with varied temperature conditions
- Noise level will vary from moderate conditions to noisy where ear plugs should be worn
- Safety glasses and shoes are required in all areas on the shop floor and many customer sites
Beckwith & Kuffel, Inc. is an equal opportunity employer. We provide competitive benefits and wages.
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