Thursday, 22 April 2021
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SALES JOBS, SALES POSITIONS, SALES VACANCIES, SALES CAREERS & GRADUATE JOBS

Automation, Process & Control

If you are considering a professional sales career, a graduate, have a trade / technical background or some relevant industry experience & planning on changing careers, then click on the links below. They provide an insight into sales along with helpful career advice from salespeople working in the types of industries / market segments we recruit for:

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Sales Jobs Minimize

Career Advice, Career Counselling, Career Development, Career Education, Career Guide & Career Planning

Andrew - Sales Engineer / Danfoss Australia

I am currently employed as a Sales Engineer with Danfoss in Melbourne in the Automation, Process & Control field. I am responsible for servicing the state of Victoria and primarily focus on the Food & Beverage, Chemical, Textiles and Materials Handling industries.

Working in such a diverse range of industries has its challenges however you certainly get to see a lot of really interesting processes along the way.

Before “falling” into a sales career, I could never have envisaged myself ever becoming a professional salesperson. I was a long haired Electrician, mostly unshaven and in over-alls, and salespeople were very clearly (in my opinion at the time) from the other side.

You know, suits, ties, nice cars etc. nothing like what I had always “pigeon holed” myself to be!
 
I had however, always enjoyed the “people” contact portion of my role as an electrician which unfortunately was only a very small part. I would typically make initial contact with the invariably attractive receptionist, before being ushered down the back of the building to get a dirty old compressor or some piece of equipment that hadn’t been maintained in years going so as to keep the factory afloat.

Usually by the time I emerged all tired and dirty, the attractive receptionist, and most of the office staff had long since gone home!

Fate played a part in my career change. I was sub contracting to a company doing service work which wasn’t the most exciting job however they had a sister company that was involved in sales. We had a joint company function one night and I ended up having a really good chat with a couple of the managers from the sales company, not about anything to do with work, more about my travelling experiences, which were a joy, and easy to talk about!

Following this discussion, the managers came to see me a few weeks later. They said they were looking for a new sales guy to join their team and asked me if I would I be interested.

Well, here comes the dilemma – I had only just married and had kid number one on the way. The new sales role was clearly going to be a cut in money but I was prepared to take two steps backwards, if eventually it meant four steps forward.

All in all, I was prepared to give it a go!
 
So, I found myself in a shirt and tie, cut my hair, in a posh car with a mobile phone, working on the advice of a past footy coach - “If you can’t be a footballer, for God sakes, pull up your socks and at least try and look like one”
 
I was selling Programmable Logic Controllers (PLCs) and Variable Speed Drives (VSD), and the learning curve was steep, but exciting at the same time.

I am currently selling VSDs & Soft Starters. The best part I like about my sales job is the freedom to travel around the city and countryside, meeting and developing relationships with a variety of people from all walks of life and also being able to help these people at the same time.

Probably the biggest negative of my current sales position is I have to prepare “sales reports” to send up through the ever increasing chain of command, which is fairly involved being a multi national company.

Some common myths about sales jobs are that salespeople are always meeting for coffee and playing golf. Sure, you do meet people for coffee and this can be a real advantage as we are on the road and as such we don’t have a “lunch” room.

If that means we have to meet clients at such horrible places as Chadstone Shopping Centre in the middle of summer and there happens to be scantily dressed women running around, I assure you we are only there to discuss business! And as for golf, like every one these days, the majority of our clients are run off their feet, so if you get to play golf once every three to four months, you are doing quite well.

If I was to give someone advice on getting their first sales job, I would say, just  talk the exact same way you do every Saturday night with your mates and listen, really listen … these are the basic skills to get started.

In the electrical industry, 95% or more of the blokes you deal with are really decent guys just trying to do a job. I used to say to clients, especially earlier on in the piece (being an electrician) that I was just like them, but I had my overalls on underneath my suit!

It certainly put them at ease.

Another good piece of advice I was given really early on, was if they say “no”, they are mostly saying “no” to the product, not to you, and not to take it to personally as it will get you down and you won’t be able keep going!

Finally, I think very strongly, that a sales course covering a lot of the fundamentals, without all the B.S. would be a great benefit to anyone starting a sales career.

 


Charles – Technical Sales / Reynolds Automation Control

What did you do before you started your sales career?

I was the Maintenance Manager for Nestle’s Export Division in Tongala

What was your first sales job and how did you land it?

Reynolds Automation is my first time in sales. I was made redundant at Nestle due to downsizing of plant. I heard via a friend that Reynolds Automation Control was looking for new sales people. I had a chat with their management team and they offered me a sales position.

I carefully considered the offer along with other offers in operations that I received at the time. I thought the chance to get into sales had come my way one too many times so I decided to take up the challenge.

Explain what you like about your current sales position.

I really like the fact that you get to meet a wide range of people in varying circumstances - all of who are looking for effective solutions. I also enjoy providing them with a suitable solution.

Tell us what you don’t like about sales jobs.

People's short sightedness in viewing all sales services are the same.

What are some common sales myths in the Automation, Process & Control industry?

Allen Bradley is expensive.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Use their network, look up the jobs boards on the internet or ask someone within the industry if they know of anyone looking for a good competent, approachable salesperson. 

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career? 

Smile, present yourself well, speak with a good reverberating tone and an easy pace, be respectful of people's time, persevere, be honest if you don't know and remember it isn't personal when a customer rejects you. 

 


Michael - Internal Sales / R&D Technology

What did you do before you started your sales career?

I spent 9 years with the RAAF (Electrical Fitter) followed by 3 Years with BHP (Instrument Fitter)

What was your first sales job and how did you land it?

Apart from a few years selling newspapers on a street corner during my school years, my first sales position was in Internal Sales with an Electrical Engineering Products company. After 12 years in the trade, I wanted to get into the sales side of things so I answered an advertisement that looked promising. That company wanted someone with at least basic electrical knowledge for it’s sales team, so following an interview, they believed I would be a suitable employee.

Explain what you like about your current sales position.

I like the general interaction with the customers plus other members of our sales team and the other staff of our company.

Tell us what you don’t like about sales jobs.

I don’t like delays from suppliers that cause challenges for our customers. 

What are some common sales myths in the Automation, Process & Control industry?

People think everything comes down to price. While a competitive price is important, often the level of service being provided or the relationship with the customer can have a larger impact.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Apart from having some basic knowledge of the industry, I believe showing confidence during the discussions with an employer is very important. Confidence generally leads to a belief in what you are trying to convey, whether it be your ability to do the job or once you have the job your success in convincing the customer to go with your product or service.

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career? 

Keep a smile on your face while talking to your customer on the phone. They may not be able to see you but having the smile on will influence the whole tone of your conversation in a positive way.

 


Paul - Victorian State Manager / Micromax

What did you do before you started your sales career?

I was an apprentice / trainee electrician with BHP in Newcsatle for 4 years and then moved in to a supervisory role at BHP before getting retrenched and then moving to Melbourne.

What was your first sales job and how did you land it?

My first sales job was when I was 15 working with my Aunt in her shop on Saturday mornings.  When I shifted to Melbourne I landed a counter sales job with Warburton Franki selling industrial switchgear etc.

Explain what you like about your current sales position.

I like the fact that I get to go to different factories and assist people in trying to solve their sensing / automation applications.

Tell us what you don’t like about sales jobs.

Not much at all, but I guess the most frustrating thing would be that some days no matter how hard you try you just cannot complete everything that comes in / across your desk.

What are some common sales myths in the Automation, Process & Control industry?

That sales people have it easy. These days this in not the case as it can be extremely difficult to get a new customer and even harder to keep them.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

I think the person needs to be a good communicator and have a high level of technical expertise (not necessarily in the products that the company sells) but needs to have the ability to learn fast.

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career? 

In this field, knowing your products & services back to front is important and of course the opposition’s that you selling against.

I believe would also helpful to get some basic training on interviewing techniques as most people are not interview 'savvy'. This would help and be a real benefit.

 


Michael - Business Development Manager / Fortress Systems

What did you do before you started your sales career?

From University, I went straight into a Sales / Marketing cadetship.

What was your first sales job and how did you land it?

Sales / Marketing cadetship with Rinnai Australia. They were looking for a graduate and advertised at the University. I applied, attended a couple of interviews and was successful.

Explain what you like about your current sales position.

I like the variety, enjoy meeting different people and visiting different workplaces

Tell us what you don’t like about sales jobs.

The politics.

What are some common sales myths in the Automation, Process & Control industry?

Salespeople are all the same.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Have an open mind and be prepared to work your way up.

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career? 

Listen… Listen … Listen!

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