ETO-CTO Specialist

Req ID:  30027
Date:  May 10, 2024

Tupelo, MS, US, 38801-4943

Company:  Sonepar
Brand:  Crawford

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At Crawford, the #1 electrical distributor across Texas and Louisiana, successful associates drive and promote our mindset of Adapt, Dare and Learn. We are focused on building customer centric strategies, inspiring, empowering, and developing our associates who adapt to change and drive and deliver results.

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Job Summary

The Engineered to Order (ETO)/Configured to Order (CTO) Proposal Specialist is responsible for configuring, creating proposals, and managing the funnel flow for Motor Control Centers (MCCs), and other ETO/CTO products. This position will provide technical expertise for defining product configurations based on customer specifications and own the technical proposal communications to the customer. This person assists the Power Control Specialist in his assigned territory to grow ETO/CTO business, assisting with customer demonstrations and customer specific programs.  This role is evaluated on the revenue performance of the assigned business segments and the overall performance of our automation solutions business which includes both products and services.


Essential Duties and Responsibilities

  • The ETO/CTO (MCC) Proposal Specialist must be able to articulate core MCC technologies including IntelliCENTER, Secure Connect, ArcShield, Premier Integration, Automatic Device Configuration, and understand applications in targeted industries within assigned territory.
  • Define product configurations based on customer specifications.
  • Accurately document clarifications and exceptions to customer specifications in proposals
  • Effectively communicate competitive landscape/pricing related to specific MCC opportunities.
  • Understand the local market and business conversion opportunities.
  • Understands applicable Industrial Components and Low Voltage drive products and how to apply them in MCCs.
  • Articulates power and intelligent motor control packaging capability.
  • Work with Power Control Specialist(s) to provide technical, application, and industry training to distributor account managers for MCC products.
  • Consult and advise customers on proposals and pricing strategies.
  • Guide customers on the proper installation and configuration of core products, modernizations, and conversion to upgraded  technology.
  • Collaborate with Irby and Rockwell Automation sales, specialists, and domain experts to sell core products.
  • Provide pre-sale and post-sale support while appropriately leveraging Remote Support and Authorized Services (ASP)
  • Build and maintain trusted customer relationships, while understanding the different personas within the customer (e.g., buyer vs influencer) as well as their business drivers.
  • Collaborate with Power Control Specialist(s) to develop, create, and implement account and territory plans, campaigns, and commercial programs for new and existing business.
  • Act as a trusted partner to the aligned Rockwell Automation Business Units (BUs), providing local market intelligence and constructive customer feedback.
  • Interface with Rockwell Automation’s Business Leaders and Technical Consultants; Facilitating the resolution of quality and delivery issues when necessary and provide feedback to the appropriate the appropriate Rockwell Automation team relative to product or service gaps, as well as opportunities.
  • Serve as a domain expert for this portfolio of products and services, maintaining and building technical and sales competency thru both formal and informal training, as well as regular product updates and team meetings.
  • Support and participate in customer-facing meeting and product events.
  • Respond in a timely manner to customer and sales requests, including outside of normal business hours.
  • Travel as required within assigned geography including overnight, and to training and other events nationally for up to two weeks annually.
  • Acknowledge and maintain compliance with applicable Sonepar, Irby and Rockwell Automation policies.





Minimum Qualifications

  • 2-year technical degree or equivalent combination skills, experience, or education.
  • Previous experience with Rockwell Automation’s MCC products and applications and proficient in using configuration tools including Power Control Builder to create proposals.
  • Good technical writing, presentation, and communications skills with the ability to create professional proposals from customer specifications, follow process and approval procedures and communicate effectively with customers and internal peers.
  • Demonstrates professionalism selling skills, e.g., prospecting, negotiation techniques, preparing for professional meetings, handling customer objections, gaining committed customer relationships.
  • Willingness to continuously learn and improve technical competency


Preferred Qualifications

  • Experience with MCC applications and understanding the key factors and activities that drive the operational and financial results for industrial customers.
  • Deep technical knowledge of MCC technologies including IntelliCENTER, Secure Connect, ArcShield, Premier Integration, and Automatic Device Configuration.
  • Understands power one-line diagrams and SCCR (Short circuit current rating) requirements.
  • Understands applicable Industrial Components and Low Voltage drive products and how to apply them in MCCs.
  • Proficient in using configuration tools including Power Control Builder to create proposals.
  • Understands how to navigate Rockwell Automation’s support infrastructure - quality, pricing, customer care, and technical support.


Why work for Crawford?

If you are looking for a company who is committed to building a relationship with you, who encourages having fun at work, who is powered by difference, and who is passionate about your future, it’s time to apply at Crawford Electric Supply. Known in the electrical distribution industry for being a great place to work and build a career, Crawford prides itself on being a business partner rather than just an electrical supplier to its customers. Everyday Crawford associates provide the best customer experience while at the same time offering the widest variety of electrical products on the market. For the past 30 years, Crawford has built a culture of growth, opportunity, innovative thinking, and stability for its employees by truly living up to the company motto of, “Whatever it Takes!”  through our mindset competencies below:


Adapt: Effectively embrace new situation and people

Dare: Appropriately challenge the status quo

Learn: Learn from others, from mistakes, and self-improve


Our Competitive Benefits? 

401K Matching, Competitive Medical Plans (medical, dental, and vision), Paid Vacation/Sick time, Paid Holidays, Flexible Spending Accounts (Health and Dependent Care), Employee Assistance Program, Employee Discounts, Long term and Short term disability, Life Insurance, and ample opportunities to learn and grow.


About Crawford

In 1990, Crawford Electric Supply opened its first store in Dallas, TX and began a tradition of excellence. Within five years of opening, the store was ranked #1 in the twin city market. Over the next few years, Crawford grew from just one store of 6 employees with $2 million in sales to 6 locations with $320 million in sales (Dallas, Houston, Austin, San Antonio, Fort Worth, and College Station). Always striving to be the preferred business to business provider of electrical products and solutions, each location rose to the top of their respective markets and continued to expand our footprint. Today, Crawford has grown to 25 locations across Texas and Louisiana with more than 600 associates. We are proud to serve commercial, residential, and industrial markets. Over the last 30 years, Crawford has lived up to and exceeded its motto of, "Whatever it Takes!"

Equal Employment Opportunity Statement 
Sonepar is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability unrelated to ability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, order of protection status, protected veteran or military status, or an unfavorable discharge from military service, and other categories protected by federal, state or local law. 

Sonepar and our family of brands are committed to the full inclusion of all qualified individuals. In keeping with our commitment, we will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if a reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please call 843-745-2420 or email

EEO is the Law 
Applicants and employees are protected under Federal law from discrimination. To learn more, Click here
Pay Transparency Non-Discrimination Provision 
Sonepar follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision. To learn more, Click here