About the position
Are you passionate about sales and eager to carve out a successful career in the cutting-edge world of carbide tooling? Our client is seeking a dynamic and results-driven sales representative to join their team. The Hunter is responsible for aggressively driving new business development through market penetration, customer acquisition, and opportunity conversion. The role focuses on identifying potential clients, initiating strong business relationships, delivering technical value through collaboration with Sales Engineers, and securing long-term accounts. Once a customer is established, the Hunter is responsible for correctly segmenting and transitioning the account for continued growth and service.
Responsibilities:
New Business Acquisition
- Identify, research, and prioritize high-potential prospects within the engineering and manufacturing sectors.
- Proactively engage with decision-makers through cold calls, emails, networking, and on-site visits.
- Schedule and conduct introductory meetings to uncover customer challenges, product requirements, and long-term opportunities.
- Conduct a detailed needs analysis in collaboration with the Sales Engineer to align solutions with the company's technical capabilities and commercial value proposition.
- Follow up consistently with leads and ensure momentum through the sales pipeline toward conversion.
Customer Segmentation & Onboarding
- Classify new customers into strategic segments (Star, Hold, Target, Classic) based on size, potential, and strategic fit.
- Define and communicate clear service level expectations aligned with the customer's segment, including responsiveness, technical support, and after-sales engagement.
- Ensure all onboarding documentation is complete, including Credit application, agreements, technical specs, and stock requirements.
- Populate and maintain Customer Chronicles with accurate and up-to-date customer information, including contact details, opportunities, trial outcomes, challenges, opposition, etc.
Relationship Building & Strategic Selling
- Build and maintain strong, trust-based relationships with decision-makers, influencers, and operational stakeholders.
- Apply a consultative selling approach to guide customers toward optimal solutions that improve productivity and reduce operational costs.
- Position the company as a trusted advisor by delivering insights on process improvements, tool life, cost-per-part strategies, and innovation.
- Work closely with Sales Engineers to ensure that proposed technical solutions align with customer needs and build a bridge of confidence between the Sales Engineer and customer.
Product & Technical Expertise
- Develop in-depth knowledge of the product portfolio, focusing on features, applications, and competitive advantages.
- List customer test expectations and Conversion requirements before conducting tests.
- Gather technical and operational information during customer visits to recommend the most effective tooling solutions.
- Support the Sales Engineer during product trials and demonstrations, both on-site and remotely.
- Use real-time communication tools (e.g., WhatsApp) during testing to gather live feedback, answer queries, and coordinate immediate support.
- Document all findings, test feedback, and customer reactions for further product development or escalation.
- Apply a consultative selling approach to guide customers toward optimal solutions that improve productivity and reduce operational costs.
- Position the company as a trusted advisor by delivering insights on process improvements, tool life, cost-per-part strategies, and innovation.
- Work closely with Sales Engineers to ensure that proposed technical solutions align with customer needs and build a bridge of confidence between the Sales Engineer and customer.
Implementation & Closing
- The Implementation and Closing stage are critical to the success of the Hunter. It is where opportunity is converted into actual revenue, and a strategic customer relationship is established.
- Present Results: Work collaboratively with the Sales Engineer to present test results, focusing on data-driven evidence of performance improvement, cost reduction, and operational benefits.
- Validate Solution Fit: Ensure the customer fully understands how the solution meets their operational, technical, and commercial expectations. Resolve last-minute doubts or objections.
- Negotiate & Close: Take the lead in closing activities, including pricing confirmation, discount agreements, delivery timelines, stock levels, and contractual terms.
- Confirm Buy-In: Secure final approval from customer stakeholders. Ensure there is a shared understanding of next steps, including implementation logistics and initial stock timelines.
- Initiate Internal Handoff: Coordinate with Sales Engineer to prepare for execution. Share all relevant documentation and notes.
- Log Activities: Update Customer Chronicles with final trial results, feedback, deal status, key contacts, and signed agreements.
Account Growth & Transitioning
- Track the growth and performance of new accounts. Identify opportunities to shift customers into higher-value segments (e.g., Hold ? Target ? Star) based on spending, engagement, and potential.
- Recommend changes to pricing structures, service agreements, or consignment strategies in response to account growth or shifting customer needs.
- Before transitioning a customer to a Sales Engineer, ensure all upselling and cross-sell opportunities have been explored.
- Coordinate with the Sales Engineer and management to ensure a smooth handover with continuity in relationship and support.
Reporting & Communication
- Submit structured weekly reports detailing new leads, conversion progress, customer interactions, and account developments.
- Ensure Customer Chronicles is updated consistently, including:
- Meeting summaries
- Call Logs
- Decision-making updates
- Deal progress and stage
- Technical trial results
- Customer feedback and concerns
- Actively participate in weekly sales meetings. Share insights, flag threats, and collaborate on new strategies.
Requirements:
- Experience within similar positions: Product Specialist; Hunter; Business Development
- Experience working with manufacturing machines including CNC's, mills and lathes
- Strong understanding of carbide cutting tools and applications
- Excellent communication, negotiation, and interpersonal skills
- Ability to work independently and as part of a team in a fast-paced environment
Desired Skills:
- Business Development
- Hunter
- Product Specialist
- Carbide
