Job Description

The primary function will be to plan and perform sales and marketing efforts for the Company. These territory/account based sales and marketing efforts are the same for the Sr. Sales Engineer as they are for all Sales Engineer positions. This activity will be done using all principles of good salesmanship, including personal client visits, telephone selling, group selling, territory and account management, plus participation in technical and professional associations. Responsible for developing complete proposals for the Company in conjunction with the Operations Department staff.

The Sr. Sales Engineer will be asked to mentor Associate Sales Engineers or Sales Engineers in the technical aspects, sales skills, marketing functions, business related activities and other skill sets required of Field Sales Engineers. The Sr. Sales Engineer will also be asked to develop and manage assigned multi-site end user accounts that require high level selling within their organizations as well as directing and working with the local offices and sales teams to support service solutions for those accounts.

• Perform sales support to consistently meet overall area sales goals.

• Make regular sales calls on existing major accounts and establish contact with new accounts.

• Make effective customer presentations, proposal pricing is accurate and technically correct.

• Strength in selling maintenance, engineering services and professional services are required.

• Identify and develop new accounts including relationship building at the executive level.

• Assist the Marketing Department in promoting the Company's image throughout the industry.

• Implement area-marketing plan on a monthly basis.

• Assist corporate needs in new service assessments, marketing research and literature development.

• Perform public relations functions.

• Promote sales through active participation in trade shows and professional societies.

• Must be able to give effective group presentations for both internal and external customers.

• Be an active participant and member of the Area Management Committee.

• Must take a lead role in the development of the area sales and marketing plan.

• Must be a role model for the other Sales Engineers.

• Bring input and new ideas on Sales and Marketing activities.

• Be a mentor and trainer for current and new Sales Engineers.

• Required to mentor new sales associates in the fundamentals of Company sales.

• Required to assess the initial skill level and technical expertise of the new sales associate and provide to the regional manager a recommended sales training schedule.

• Further, training will be provided in the areas of technical assistance, sales skills, walk-through requirements, drawing take-offs, proposal development, and territorial and account management to the new sales associate.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

• Customer Focus - Is dedicated to meeting the expectations and requirements of internal and external customer; Gets first-hand customer information and uses it for improvements in products and services; Acts with customers in mind; Establishes and maintains effective relationships with customers and gains their trust and respect.

• Drive for Results - Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom line oriented; steadfastly pushes self and others for results.

• Interpersonal Savvy - Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; listens; builds constructive and effective relationships; uses diplomacy and tact; truly values people; can diffuse tension.

• Listening - Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.

• Negotiating - Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly.

• Time Management - Uses his/her time effectively and efficiently; sets priorities; values time; separates the critical few from the trivial many and concentrates his/her efforts accordingly.

Education & Certifications: Please note minimum and preferred requirements for education. This includes degree, specializations and certifications.

• Graduate engineer (BSEE/BSME) and 5-7 years of similar work; OR

• Graduate of electrical technical school or equivalent, and fifteen years of similar work.

Requirements: Please list all experience required to perform this job. You may note some requirements as preferred.

Experience and comfort in calling-on and working within all management levels at major customer accounts.

• Willing to work flexible hours, weekends, some overnight travel to cover sales territory.

• Regularly required to sit, stand, walk, use hands and fingers, talk and hear. Required to sit and work at computer. Specific vision abilities required by this job include close vision and the ability to adjust focus. Conduct walk-throughs of construction sites and work in and around electrical equipment.

• Valid Driver's License required.