McWane Ductile Ohio - Poles Product Sales Engineer

The Company – McWane Poles

       McWane Poles is a product line of McWane, Inc.  McWane is a family-owned company that has been serving customers in the iron and ductile iron industries since 1921.  Initial efforts on McWane Poles began in 2007 with research and development of a tapered pole design for centrifugal casting of ductile iron.  In early 2008, McWane Poles was born.  Today, McWane Poles have been sold to more than 250 utilities in nearly every state in the US, and the division continues to grow.

       McWane Poles offers engineered strength, dimensional consistency, and natural corrosion resistance.  Ductile iron poles are impervious to rot, insects, and woodpeckers and are highly fire resistant.  These poles are less expensive to transport and install because they are lighter than wood and significantly lighter than concrete.

Why McWane Poles?

•     Strong culture anchored by the McWane Way Principles:

        •     Safety: People First

        •     Leadership: I am Always on Stage

        •     Accountability: Lead Myself Well

        •     Excellence: Always Working to be Better

        •     Trust: The Speed of Trust

        •     Teamwork: Help Each Other be Great

        •     Communication: Candid, Clear and Constructive

        •     Environment: Protect our communities

•     Growth oriented

•     Team Focused

•     Exciting Solution for the market

•     McWane Poles is the only ductile iron pole manufacturer in the United States

•     McWane is a 4th generation family-owned privately held, stable company with a solid reputation within the community

•     This critical role provides an opportunity to have quick impact on the future of the business

•     We work hard in a great team environment

•     Professional development and continuing education opportunities

•     High value is placed on giving back to the community and McWane Poles provides service opportunities throughout the year

•     Benefits: Full healthcare insurance, company car provided, performance bonus opportunity

The Who – Poles Product Sales Engineer

•     Technical

•     Detail oriented

•     Relationship builder

•     Electrical utility background

•     Good communicator

•     Strategic

•     Integrity

•     Humble

•     Team player

•     Responsive

•     Collaborative

•     Self-starter

•     Sets own schedule to get the work done

•     Professional

•     Flexible/adaptable

•     Experience with Loading and Modeling Software (ie. PLS Software)

The What – Core Responsibilities

•     Failure analysis

•     Specification review

•     Competitive analysis/TCO

•     Answer technical questions

•     Technical documents (test docs, white papers, etc.)

•     Lead quality product testing

•     Join and lead industry committees

•     Develop and lead product training partnering with sales and marketing team

•     New product…What does this mean?  R&D of new products?

•     Promote use of ductile iron versus alternative materials

Success in the First Year

First 3 months

•     Learn core product offerings and become fluent in technical value propositions

•     Shadow customer meetings and begin contributing to proposals and demos

•     Build rapport with sales, product, and engineering stakeholders

By 6 months

•     Independently manage technical discovery and demo calls

•     Play a critical role in winning key deals through technical leadership

•     Provide actionable feedback to product teams from real-world use cases

By 12 months

•     Drive or influence the revenue target through technical engagement

•     Be seen as a trusted internal and external expert on product capabilities

•     Contribute to continuous improvement of technical sales processes and tools

•     Joined a number of industry committees

•     Present at conventions and expos