Sales Engineer/Sales Representative - Abrasive System

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Job Description:

Position: Sales Representative - Abrasive Division (Industrial B2B & Key Account Development)

Position Summary:

The Sales Representative is responsible for developing and growing sales of abrasive solutions within automotive, metal fabrication, steel processing, welding, machinery, and manufacturing industries. The role focuses on new business development, key account management, specification selling, and delivering productivity improvement solutions to industrial customers.

The successful candidate will possess strong B2B sales experience in industrial markets and have the ability to engage with engineering, production, maintenance, and purchasing teams. Experience in channel management, distributor development, or hardware trade networks will be considered a strong advantage.

Key Responsibilities

Business Development & Key Account Management

• Identify, develop, and acquire new customers within automotive, metal fabrication, steel structure, machinery, and manufacturing industries.
• Build relationships with decision-makers including Production Managers, Plant Managers, Maintenance Managers, Engineers, Purchasing Managers, and Operations teams.
• Develop and execute territory growth plans to achieve sales and profitability targets.
• Grow strategic accounts through solution-based and consultative selling approaches.
• Drive customer retention and increase share of wallet within existing accounts.

Technical & Specification Selling

• Conduct plant visits to understand manufacturing processes and production challenges.
• Recommend appropriate abrasive products and solutions to improve productivity, reduce costs, and enhance product quality.
• Conduct product demonstrations, trials, and performance evaluations.
• Support product qualification and specification activities with target customers.
• Collaborate with technical teams to provide value-added recommendations and application support.

Market Development

Focus on customers such as:

• Automotive OEMs and Tier Suppliers
• Metal Fabrication Companies
• Steel Structure Manufacturers
• Pipe & Tank Fabricators
• Welding Workshops
• Machine Shops
• Industrial Manufacturers
• EPC and Engineering Contractors

Channel Collaboration (Advantageous)

• Collaborate with distributors and channel partners to improve customer coverage and market penetration.
• Support distributor sales teams through product training and joint customer visits.
• Leverage existing dealer and hardware networks to generate additional business opportunities.
• Coordinate pull-through activities that create end-user demand through channel partners.

Market Intelligence

• Monitor competitor activities, market trends, and emerging industry opportunities.
• Identify major industrial projects, factory expansions, and investment opportunities.
• Provide market feedback and recommendations to improve competitiveness.

Qualifications

Required

• Bachelor's Degree in Engineering, Industrial Technology, Business Administration, Marketing, or related field.
• Minimum 3-5 years of successful B2B sales experience in industrial markets.
• Proven experience in new business development and key account management.
• Experience selling industrial products, consumables, tools, equipment, or technical solutions.
• Strong consultative selling, negotiation, and presentation skills.
• Ability to work independently and manage a sales territory.
• Willingness to travel frequently.

Preferred Industry Background

Experience in one or more of the following:

• Abrasives
• Welding Products
• Industrial Tools
• Power Tools
• Cutting Tools
• Industrial Consumables
• Industrial Equipment
• Steel Products
• Automotive Components
• Manufacturing Solutions

Strong Advantage

• Experience managing distributors, dealers, or channel partners.
• Knowledge of traditional hardware and industrial supply markets.
• Existing relationships with hardware distributors, industrial dealers, or key industry players.
• Experience conducting joint customer visits with distributors and channel partners.

Key Competencies

• Industrial B2B Sales
• New Business Development
• Key Account Management
• Consultative Selling
• Technical Selling
• Automotive Industry Knowledge
• Metal Fabrication Industry Knowledge
• Specification Selling
• Negotiation & Influencing
• Relationship Management
• Channel Collaboration
• Territory Management

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