Job Description
Job Summary
This position sells large industrial power generation systems ranging from 2.25MW to 4MW+ using technical, organizational, and customer knowledge to influence customers and assist them in applying the products resulting in revenue generation. The Large KW Sales Engineer serves as a trusted advisor throughout the sales cycle, from project identification and conceptual design through contract execution and project handoff, ensuring customers receive technically sound and economically viable power solutions that meet their operational and regulatory requirements.
Essential Job Functions
- Identify, develop, and manage sales opportunities for high horsepower power generation equipment and related systems
- Develop and present comprehensive technical and commercial proposals
- Evaluate customer power requirements and operational objectives to develop complete power generation solutions
- Collaborate to develop system layouts, equipment configurations and technical specifications
- Establish and maintain relationships
- Develop and execute territory specific business plans to achieve established sales goals and market penetration objectives
- Generate and qualify leads through networking, industry events. Industry events, customer visits, referrals, and proactive business development activities
- Stay current on industry trends, power generation technologies, emissions regulations, utility interconnection requirements and market developments
- Meet established sales quotas, revenue targets, margin objectives, and strategic growth initiatives.
- Coordinate project handoff to operations and project management teams following contract award
- Resolve customer concerns and facilitate communication between customers, manufacturers and internal departments
- Lead contract negotiations and proactively drive opportunities to successful closure
- Prepare project budgets, cost analysis, and ROI evaluations for customers
- Monitor project execution and follow up on equipment deliveries, installations, and customer satisfaction
- Maintain accurate sales forecasts, CRM records, opportunity pipelines, and market intelligence reports
- Develop detailed scopes of supply and project documentation for order processing and project execution
Additional Job Functions
- Build and maintain a network
- Support marketing initiatives, trade shows, technical seminars, and customer educational events
- Collaborate with aftermarket sales and service teams to develop long-term customer relationships and maximize lifecycle revenue opportunities
- Assist customers with financing documentation, project approvals and contractual requirements when necessary
- Support strategic initiatives
- Participate in manufacturing training programs and maintain product certifications as required
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Experience and Skills
Required Knowledge, Skills and Abilities (including physical and work environment)
- Computer literacy is required, including a working knowledge of applications such as MS Office Suite, CRM software, and proposal development tools
- Strong consultative selling and technical presentation skills
- Excellent oral and written communication skills
- Comprehensive understanding of large industrial power generation systems, paralleling switch gear, controls, fuel systems, and balance-of-plant requirements
- Knowledge of electrical distribution systems, utility coordination, emergency power systems, and standby power applications
- Ability to interpret electrical one-line diagrams, specifications, construction documents, and engineering documents
- Strong understanding of project development processes within industrial, healthcare, water/wastewater, utility and mission critical markets
- Strong analytical and problem-solving capabilities
- Ability to establish and maintain strong relationships
- Ability to work independently while collaborating effectively across multiple departments
- Ability to travel throughout assigned geographic territory to meet with customers and attend industry events
- Basic financial and project management acumen including budgeting and project cost analysis
- Must be able to handle high pressure situations and adapt well to changes in the market
Minimum Job Qualifications (education, work experience, licenses/certifications)
- Bachelor's degree (preferably in Engineering) and 2 to 5 years of sales experience (industrial sales preferred), or an equivalent combination of education and experience
- Demonstrated success in managing complex sales cycle with multiple stakeholders and long project timelines
- Ability to obtain and maintain manufacturer certifications and required industry training
- Motor Vehicle Record must be in good standing and comply with Company policy
- Must provide own transportation and maintain vehicle insurance coverage according to Company policy
