Sales Engineer

Position Overview

We are seeking a dynamic and technically proficient Sales Engineer to join our team. In this pivotal role, you will collaborate closely with our Sales department to develop technical, architectural, and engineering solutions that drive profitable sales growth. Your primary responsibility will be to identify customer needs and engineer tailored adaptations of our products, equipment, and services to ensure exceptional customer satisfaction. Success in this position will be measured by key performance indicators such as new customer acquisition rates, renewal rates, up-selling, cross-selling, and overall contribution to the sales team’s objectives.

Key Responsibilities

Sales and Customer Engagement

The Sales Engineer will play an integral role in the entire sales process, from initial discovery and project review to design submission and component installation. You will:

• Collaborate with local operations teams to obtain contractor quotes and provide alternative solutions to meet unique end-user component and installation requirements.
• Develop and implement sales and marketing strategies tailored to key vertical market segments.
• Interface with internal departments to ensure the accuracy and timeliness of solution delivery to end users.
• Create and deliver compelling presentations and demonstrations that effectively communicate the unique value proposition of our offerings.
• Support Sales Executives in solution selling to prospective accounts and partner with them to plan, prepare, and execute strategic deals in complex sales cycles.
• Model the financial business case associated with each sales opportunity to facilitate informed decision-making.

Technical and Proposal Development

This role requires a strong technical acumen to manage all aspects of RFP/RFI responses. Your responsibilities will include:

• Collecting and documenting competitive intelligence to inform strategic decisions.
• Developing and implementing product and application training programs for the Sales team to enhance their technical expertise.
• Managing the supplier database, including contact information and product mappings, to streamline the quotation process.
• Evaluating customer requirements from bid packages or RFQs in coordination with Key Account Managers (KAM).
• Identifying commercial documents required in RFQs, such as bid bonds, and assessing hidden cost factors in projects for stakeholder discussions.
• Preparing bid packages and communicating with customers and vendors to resolve technical queries before and after bids.
• Leading the preparation of responses to buyer/user technical queries during the bid evaluation process.
• Proposing the most suitable products from available stocks and collaborating with vendors to obtain pricing from price lists, web shops, or portals.
• Assisting in the preparation and submission of final dossiers, including user manuals, drawings, and test certificates, to secure customer acceptance of delivered materials or services.

Procurement and Order Management

The Sales Engineer will also oversee critical procurement and order management processes, including:

• Floating RFQs and holding discussions with suppliers to clarify technical and commercial terms and conditions.
• Procuring materials and services from vendors, planning the execution of customer orders, and monitoring the progress of purchase orders with vendors.
• Finalizing vendor purchase orders and ensuring acknowledgments are obtained.
• Preparing item codes in the system, setting terms of delivery, and inputting purchase orders for end-to-end approval from all stakeholders.
• Coordinating with suppliers to ensure timely delivery and adherence to agreed commercial terms.
• Liaising with the finance department to facilitate advance payments, bank guarantees, or letters of credit as required.

Policy and Procedure Improvement

In addition to your core responsibilities, you will:

• Recommend improvements to departmental policies and support the implementation of procedures and controls.
• Ensure the proper implementation and adherence to group policies and procedures across all functions.

Qualifications and Skills

To excel in this role, candidates should possess the following qualifications and skills:

• A bachelor’s degree in Engineering, Business Administration, or a related field.
• Proven experience in a sales engineering or technical sales role, with a track record of driving profitable sales growth.
• Strong technical aptitude and the ability to translate complex technical concepts into clear, compelling presentations and demonstrations.
• Excellent communication, negotiation, and interpersonal skills to collaborate effectively with internal teams and external stakeholders.
• Proficiency in financial modeling and the ability to develop business cases for sales opportunities.
• Experience in managing RFP/RFI responses, procurement processes, and order management.
• Familiarity with industry standards, regulations, and competitive landscapes.
• Ability to work independently and as part of a team in a fast-paced, dynamic environment.