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Channel Sales Engineer: Central, Eastern & Southern Europe

Apply Job ID REF6158E Date posted 04/18/2022 Address Coronation Road, High Wycombe, England Job Type Full-time

Instron is a global organization that designs, manufactures, sells and services materials testing applications and its leadership in the marketplace is continually expanding. You will find that our established strength, commitment to our core values and team focus provides an engaging work environment and offers exceptional opportunities for personal and career development.

This position is based within Instron’s Sales Department and will be located in the Czech Republic.

We are looking for an ambitious sales professional with three years or more of capital equipment sales experience into markets in Central, Eastern & Southern Europe.You will be a goals driven, self motivated and pro-active individual who will  ideally have experience selling into electrification projects within automotive and its supply chain.

You will play a vital role in assisting the Agency Sales department achieve sustainable growth of Instron business by working closely with Instron partners, supporting them to sell differentiated products and services and exceed their annual sales targets.

Key Tasks & Responsibilities

  • Selling to new & existing customers by managing projects in identified market areas, analysing business requirements, presenting proposed business solutions, demonstrating & presenting Instron products, generating personalised proposals & negotiating contracts
  • Ensure that ITW, UK, US, and EU export and ethics compliance is always adhered to by channel partners
  • Identify and qualify prospects through web leads, marketing events and direct enquiries. Maintain IFS sales database, update sales funnel information, provide accurate forecasting and regularly utilise the Power BI sales activity dashboard
  • Liaise with channel partners to develop & execute localised strategies and sales campaigns into 80 markets & accounts and take responsibility for developing & executing account plans for existing markets & customers.
  • Adding value to our customers and partners through supply of services and knowledge
  • Work closely with partners to ensure annual growth targets are exceeded in 80 markets
  • Coordinate and execute remote and face to face product demonstrations, industry focused workshops and other promotional activities          
  • Produce quotations, covering letters, technical descriptions and literature for customer proposals
  • Coordinate with sales, order entry, finance and shipping departments to deliver clean orders as well as customer after sales satisfaction and ensure account receivables are kept to a minimum      
  • Execute sales initiatives including but not limited to legacy, biomedical, automotive supply chain electrification competitor penetration and others in the assigned territories
  • Use product and industry application knowledge and information of market trends to influence the customer’s decision by applying consultative selling techniques
  • Provide guidance to strategically position Instron ahead of competition by implementing sales strategies based on competitive and local market knowledge

Key Competencies (includes skills) and Experience

  • Consultative selling skills
  • Understanding and experience of public tender processes.would be   an advantage
  • Ideally, have experience of export compliance processes
  • Experience of working cross culturally, able to liaise with multicultural sales teams and work with customers in different countries
  • Highly organised with an ability to prioritise effectively    
  • Strong analytical and problem solving skills
  • Excellent communication skills – both verbal and written in English is mandatory, a Slavic language or Hungarian would be an advantage      .
  • Excellent presentation skills    
  • Good business knowledge and commercial acumen
  • Ability to apply team ethics among the partners
  • Results driven, determined to win
  • Ability to relate to customer requirements (technical, logistical and commercial).
  • Creative thinker.
  • Experience in supplying advanced industrial measurement systems or complex capital equipment
  • Experience in supplying to automotive supply chain
  • Demonstrated history of working unsupervised to deliver sales results.
  • Planning sales strategy and tactics for simple systems through to complex  multi-system tenders.
  • Organising high impact customer meetings and product demonstrations.
  • Provide sales training to agents
  • Using CRM and quoting tool  applications.  

Travel - This role will require extended travel (in some cases at short notice) for up to 30% of the time, and for up to 1 week at a time. Working hours may need to be adapted to accommodate business needs and may include evenings on occasion.


Typically requires a Bachelor’s degree in a related technical discipline, supported by experience of technical sales in a similar technical business to business environment. Candidates without graduate degrees will also be considered where substantial relevant successful experience of similar technical sales environments can be demonstrated.

This is an opportunity to join a successful team where you can make a significant impact.  Enjoy a competitive compensation and benefits package which includes 25 days holiday, plus bank holidays, holiday purchase, medical insurance, generous pension scheme, cycle to work and electric vehicle scheme.

Instron is an equal opportunities employer.


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