BUILT TO CONNECT

Astec is a global, environmentally focused infrastructure and manufacturing company of asphalt road building and aggregate processing. Our mission is to design and build the most innovative products for the industries we serve. Leveraging innovative solutions and technologies, we serve customers all over the world.

ABOUT THE POSITION

This position will focus on the sales, marketing, technical support, training, and application of specific Company products within an assigned territory or defined market segment. The Technical Sales Specialist will support and, as appropriate, directly execute sales activities involving these products between the Company and its customers.

The Technical Sales Specialist is responsible for developing a strong understanding of customer applications, technical requirements, and business needs and for providing professional solutions that support customer success and the Company's sales objectives. This position works closely with Sales Directors, Regional Sales Managers, customers, distributors, OEMs, and internal departments to identify opportunities, provide technical expertise, support the sales process, and strengthen customer relationships.

Key Deliverables

• Identify and pursue new business opportunities within targeted markets and applications.
• Support the development and achievement of annual sales goals for assigned products and markets.
• Provide technical support and application guidance to customers regarding the use and application of Company products.
• Prepare formal and informal quotations for assigned products, as required.
• Provide technical product presentations, demonstrations, and training to customers and prospects.
• Represent the organization at trade shows, industry events, customer meetings, and product demonstrations.
• Develop strong customer relationships by serving as a technical resource and trusted advisor.
• Support Sales Directors and Regional Sales Managers in advancing opportunities and increasing market share.

Key Activities & Responsibilities

• Promote and sell specific Company products within assigned territories, markets, and customer applications.
• Focus primarily on aggregate, mining, recycling, construction, energy, industrial, and other material processing markets.
• Assist Sales Directors and/or Regional Sales Managers, along with other sales personnel, with sales and rental opportunities involving assigned products and target markets.
• Support the achievement of annual sales goals through direct customer engagement, distribution channels, OEM relationships, and other market channels as required.
• Develop a thorough understanding of customer operations, applications, and technical requirements in order to recommend appropriate Company products and solutions.
• Provide technical guidance and product expertise throughout the sales process, including product selection, application, configuration, and implementation.
• Promote Company technology, products, quality, and services through customer visits, networking, cold calling, industry events, demonstrations, and other sales activities.
• Build relationships with sister companies, distributors, OEMs, customers, and other industry contacts to identify and develop sales opportunities.
• Travel as necessary to successfully fulfill the requirements of the position. Travel of up to four days per week may be required.
• Assist in positioning the Company as a preferred supplier of products and services by providing responsive, knowledgeable, and professional customer support.
• Assist Sales Directors and/or Regional Sales Managers in developing territory and market plans for assigned products and services.
• Provide input regarding market potential, key prospects, customers, competitive activity, market channels, and sales opportunities.
• Product sales initiatives may change from year to year and may extend beyond the current annual sales cycle.
• Maintain current knowledge of competitive products, pricing, product strengths and weaknesses, market strategies, and competitive activity.
• Develop and maintain a high level of technical expertise in Company products and their applications within a reasonable period of time.
• Serve as a technical consultant to customers by understanding their businesses, applications, operational challenges, and objectives.
• Quantify and communicate the economic and operational benefits of Company equipment and solutions to customers and prospects.
• Prepare formal and informal quotations for customers and prospects, as required. This may include equipment selection, options, cover letters, payment terms, shipment requirements, and other information necessary to support a complete and accurate order.
• Assist with the coordination of financing, letters of credit, wire transfers, down payments, and other transaction requirements prior to shipment, as required and in accordance with Company policies.
• Remain proactive and responsive to customers and prospects throughout the sales process and work to identify opportunities early and maintain appropriate competitive awareness.
• Present product and solution recommendations effectively and demonstrate the ability to advance opportunities toward successful closure.
• Aggressively support customer and prospect needs before, during, and after each sale involving Company products.
• Maintain consistent prospecting and customer-contact activity within the assigned territory or market. A target of at least five customer/prospect contacts per day is expected, with an emphasis on face-to-face customer engagement when appropriate.
• Assist in maintaining accurate and current customer and account information, including key personnel, accounts payable status, warranty issues, equipment status, and future projects.
• Provide timely follow-up on customer, prospect, and internal issues. Return communications promptly whenever possible and provide clear, direct follow-up.
• Keep appropriate Company management informed of customer activity, sales opportunities, competitive developments, and market conditions.
• Maintain accurate opportunity and customer information within the Company's Customer Relationship Management (CRM) system.
• Provide weekly sales and opportunity updates as required by the Sales Director and/or Regional Sales Manager.
• Provide monthly equipment dealer inventory and activity reports for specified equipment, as required.
• Provide sales planning and market information for annual planning activities.
• Update new customer and contact information in the CRM system on a timely basis.
• Maintain regular communication with the Company office and internal sales teams.

Other Requirements

• Assist with order entry, order changes, and other sales administration activities as required.
• Assist with additional sales opportunities with existing customers and through other market channels.
• Attend trade shows, industry meetings, customer demonstrations, and other events as required.
• Develop relationships with D.O.T. organizations, industry associations, and other relevant market channels.
• Assist with advertising and marketing initiatives by providing input and requests to Sales & Marketing personnel for mailers, advertisements, product promotions, and related activities.
• Participate in sales meetings, product training, and technical training seminars as required.
• Network with other Company and Astec Industries sales personnel to share market, customer, product, and competitive information.
• Assist with sales forecasting, planning, and budgeting as required.
• Maintain travel and other expenses within the budget established by management.
• Assist with the collection of customer accounts receivable as required.
• Coordinate customer visits to Company facilities.
• Assist with coordinating startup and commissioning services for equipment sold to customers.
• Visit customers when equipment is delivered or installed, as appropriate, to provide technical and customer support.
• Provide recommendations to management regarding equipment improvements, product enhancements, new products, and customer requirements.
• Coordinate with Company Service and other internal departments when support is required for territory customers.
• Keep customers informed about factory training, parts specials, product updates, and other applicable Company programs.
• Support the Sales & Marketing Department by maintaining a professional image and providing a high level of customer service and internal support.
• Maintain professional dress, communication, and business etiquette when interacting with customers, prospects, suppliers, and fellow associates.
• Reside in or be willing to relocate to the designated territory, if required.
• Obtain a passport when necessary for business travel.
• Maintain the ability to travel when required. Approved business expenses will be reimbursed in accordance with Company policy.
• Maintain a valid driver's license in the applicable resident jurisdiction, an acceptable driving history, and compliance with all applicable laws.
• Comply with Company policies regarding mobile phone and electronic-device use while driving. The Company prohibits employee use of mobile phones or similar devices, except hands-free and/or Bluetooth-enabled devices, for Company-related purposes while driving.
• Practice the Company's Core Values, Purpose, Future Vision, Principal Goals, and Core Strategies every day.
• Perform other responsibilities as assigned.

To Be Successful in This Role, Your Experience and Competencies Are:

• Bachelor's degree from a four-year college or university preferred.
• 3+ years of technical sales, capital equipment sales, applications engineering, equipment sales support, or related industry experience preferred.
• Experience with capital equipment, material processing equipment, industrial equipment, or related products strongly preferred.
• Technical understanding of aggregate, mining, recycling, construction, energy, industrial, or other material processing applications preferred.
• Demonstrated ability to develop customer relationships, identify opportunities, understand customer requirements, and provide effective technical solutions.
• Ability to support the sales process from opportunity identification through quotation, negotiation, order, delivery, startup, and ongoing customer support.
• Ability to work independently while collaborating effectively with Sales Directors, Regional Sales Managers, sales personnel, service teams, engineering, marketing, and other internal departments.
• Ability to manage multiple priorities in a fast-paced environment and meet established deadlines.
• Strong communication, presentation, negotiation, and customer service skills.
• Strong technical aptitude and the ability to learn and communicate complex equipment and application concepts.
• Must be proficient in Microsoft Word, Excel, PowerPoint, and Outlook.
• Ability to organize electronic files and maintain accurate customer, sales, quotation, and technical documentation.
• Ability to download, organize, save, attach, and communicate digital photographs and other technical information as required.
• Must be able to work effectively as a team member.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, equipment documentation, and governmental regulations.
• Ability to write reports, technical summaries, business correspondence, and customer communications.
• Ability to effectively present information and respond to questions from customers, managers, associates, clients, and the general public.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Ability to solve practical problems and deal with a variety of concrete variables where limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Willingness and ability to travel extensively within the assigned territory or market as required.

Success in this role will be demonstrated through:

• Strong technical knowledge of assigned Company products and their applications.
• Consistent development of new customer and prospect relationships.
• Effective identification and advancement of qualified sales opportunities.
• High-quality technical recommendations and customer support.
• Strong collaboration with Sales Directors, Regional Sales Managers, and internal departments.
• Accurate and timely CRM, quotation, reporting, and sales-support activities.
• Successful customer adoption and application of Company products.
• Contribution to sales growth, customer retention, and increased market penetration.
• Professional representation of the Company in all customer and industry interactions.

Supervisor and Leadership Expectations

None

Our Culture and Values

Employees that become part of Astec embody the values below throughout their work.

·         Continuous devotion to meeting the needs of our customers

·         Honesty and integrity in all aspects of business

·         Respect for all individuals

·         Preserving entrepreneurial spirit and innovation

·         Safety, quality and productivity as means to ensure success

NOTE: This position responsible for certain internal control responsibilities.  These internal control responsibilities are verbally communicated to the incumbent and periodic feedback is provided as it relates to the performance of these internal control responsibilities.

WORK ENVIRONMENT

Office

While performing the duties of this job, the employee is regularly exposed to risk of injury in an office environment and occasionally a manufacturing shop plant environment.  Duties include a typical office setting including extensive computer work, sitting or standing. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EQUAL OPPORTUNITY EMPLOYER

As an Equal Opportunity Employer, Astec does not discriminate on the basis of race, creed, color, religion, gender (sex), sexual orientation, gender identity, marital status, national origin, ancestry, age, disability, citizenship status, a person’s veteran status or any other characteristic protected by law or executive order.