Sales Development Associate

Sales Development Associate REPORTS TO CEO Elmhurst, Illinois Office-based 10–20% Travel The Opportunity UICO is an industrial touchscreen design and manufacturing company whose customers demand durability, usability and visibility of their user interface. Selling into the marine, oil and gas, heavy industrial, and military space, UICO is known for its strong engineering and white glove service. UICO is seeking an experienced technical salesperson to help drive the next stage of our growth. This is a hunter-oriented role focused primarily on winning new OEM customers while also expanding business within existing accounts. The successful candidate will work closely with UICO’s sales, engineering, FAE and operations teams to identify customer problems, develop solutions, win design-ins and convert opportunities into long-term revenue. This position is based out of UICO’s Chicago-area office in Elmhurst, with travel to customers, prospects and industry events as needed. Travel will typically be 10–20% of the time, including overnight travel. You will have a large territory, full FAE and engineering support, manage the process from lead to MP and report directly to the CEO. We are looking for someone that has been in a BDR role, excelled and is looking to move into a sales role. Role Profile New business first. Approximately 70% of the role is focused on developing new accounts and 30% on expanding existing accounts. Consultative technical selling. UICO solutions often involve custom designs, engineering teams and long sales cycles. Success requires qualifying client opportunities, understanding the business and technical requirements of their offering, and asking good questions to understand customer pain points and desired outcomes. It requires putting together the solution, sourcing the correct supply chain, pricing the opportunity and seeing it through MP. In-person relationship building. Large opportunities require customer visits, site meetings, trade shows and face-to-face engagement with engineering, sourcing, supply chain, marketing and executive stakeholders. Ownership mentality. The salesperson owns the opportunity from initial prospecting through qualification, scoping, quoting, follow-up, design acceptance, closing, client adoption and success. Growth comes from finding new customers and bringing on new projects within existing customers. Key Responsibilities: Build and maintain a disciplined target-account list by territory and/or vertical, with a strong focus on new OEM opportunities. Prospect proactively, through email and LinkedIn posts and calls to prospect office and mobile lines to identify customer pain points and qualify opportunities quickly so UICO can focus resources where there is a strong fit. Qualify opportunities for technical fit, realistic volume, target pricing, timing, decision process and commercial potential before committing significant UICO engineering, FAE or supplier resources. Follow-up on opportunities that come from the company’s website. Work with our Field Application Engineer that interfaces with the customer and reports directly to the sales team and the full engineering team to develop scoping documents, define requirements and support accurate quotations. Present UICO’s one-stop touch solution in a consultative manner to C-level decision makers and key influencers in engineering, marketing, supply chain, sourcing and operations. Lead customer meetings, site visits and trade-show follow-up; travel as needed to move opportunities forward and build durable relationships. Manage long and often complex sales cycles with consistent, professional follow-up until the business is won and delivered or clearly disqualified. Develop relationships across multiple functions within target accounts rather than relying on a single contact. Maintain accurate opportunity notes, next steps, pipeline stages and forecasts in UICO’s CRM. Coordinate internally befor…

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