Sales Engineer

About the role

The Sales Engineer plays a crucial role in supporting the sales organization by providing sales engineering support, assisting with forecasting and account planning administration, order management, and sales collateral. They collaborate with professional engineers and other customer representatives to identify and implement solutions that meet customer needs. This role serves as a stepping stone into the Territory Sales career path.

Responsibilities

• Support sales forecasts and budgets for the assigned customers in the territory with support from leadership, establishing a future pipeline of opportunities to meet targets successfully.
• Build and nurture relationships with team members within the sales organization to understand their needs and provide support.
• Research and market trends, competitive insights, and customer feedback to build and maintain familiarization with the region.
• Build relationships with key customer stakeholders up to and including the Manager level to support Territory sales with sales activities.
• Support new business opportunities through understanding customers' needs and identifying tailored solutions.
• Serve as a point of contact internally for general customer inquiries and technical support across the region, and escalate complex needs to more senior team members or leadership for support and guidance.
• Aid at regular client meetings (Engineer level), presentations, and product demonstrations showcasing S&C's value proposition, product and service offerings to promote and build momentum for sales opportunities.
• Utilize consultative and insight selling techniques to convey key messages, introduce new solutions and progress sales opportunities to secure/grow market share.
• Assist in the negotiation and closing straightforward and repeat sales opportunities, leveraging support from leadership for complex deals where required.
• Collaborate with applications support to familiarize and build a deep understanding of S&C's products and services, how they can address specific customer requirements and to customize solutions to address specific customer requirements.
• Collaborate with cross-functional teams (including sales enablement, marketing, applications, etc.) to ensure seamless coordination and alignment of sales efforts with the regional sales plan.
• Maintain timely and accurate records of sales activities, customer interactions, and pipeline management using Salesforce.
• Represent S&C at industry events, including trade shows, conferences, presentations, meetings and other related events.
• Collaborate with the Distribution Channel Management team and support plans to ensure optimal coverage of the entire territory.
• Conduct factory tours and participate in Factory Acceptance Testing (FAT) to guarantee total customer satisfaction.
• Generate regular sales reports, forecasts, and analyses to track and report on performance against targets and identify areas for improvement.
• Support the presentation of formal updates to leadership, providing a comprehensive overview of high-priority activities, sales budgets, forecasts, sales plans, updates, etc.
• Stay abreast of new product developments and emerging technologies to enhance knowledge and expertise continuously.
• Entertain customers during and outside of business hours, as appropriate, to establish customer relationships necessary to sell S&C's products and services effectively.
• Travel as needed (up to 80% primarily domestically with some international travel) to drive deal creation, closure, customer engagement, tradeshows, and conferences, and provide off-hours business support.

Requirements

• Typically 2-3 years of relevant experience within the electric power industry, selling to electrical utilities or equivalent experience.
• Practical knowledge of electrical power system and MV distribution networks.
• Strong customer orientation and focus to develop and maintain customer engagement and relationships.
• Experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio.
• Results-driven mindset with a proven track record of exceeding sales targets and driving business growth, preferably within the electrical power systems, engineering or technical manufacturing industry.
• Financial acumen and numerical ability to create budgets, forecasting, tenders and sales proposals.
• Proficient communication skills (written, verbal, listening and presentation), able to articulate technical concepts clearly and concisely and use persuasive communication to influence a diverse range of professional-level stakeholders.
• Foundational presentation skills, comfortable presenting to a variety of audiences, both small face-to-face interactions and group meetings or presentations.
• Sound interpersonal skills to establish meaningful relationships and foster collaborative working relationships amongst diverse audiences.
• Practical business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve issues and leverage data and learnings to drive continuous improvement.
• Strong organizational, planning and project management skills, coordinating internal resources and juggling key account demands.
• Proven experience in negotiating and closing straightforward mid-value deals.

Qualifications

• Valid driver's license in good standing and clean driving record.

Skills

• CRM systems (Salesforce desirable)
• Microsoft Office Suite (Excel, Word, Outlook)

Benefits

S&C Electric offers a comprehensive and competitive benefit package that includes:

• Health and Welfare Benefits: Medical & Prescription, Dental, Vision, Health Care and Dependent Care Flexible Spending Accounts, Health Savings Account (HSA), Group Life Insurance, optional Supplemental Life and AD&D Insurance, Wellbeing Resources including Employee Assistance Program and Family Forming Benefits (i.e., Adoption and Fertility support)
• Leave Benefits: Vacation Time, Sick Time, Paid Holidays and Company Shutdown days, Short-Term Disability, Long-Term Disability, Other Leaves, Paid Parental Time and Military Leave
• Retirement Benefits: 401(k) Retirement Savings and Employee Stock Ownership Plan (KSOP) offering traditional and Roth 401(k) options and an Employee Stock Ownership Plan (ESOP) component; KSOP participants can receive annual ESOP company contributions of over 11% of eligible earnings (3% Core, up to 3.5% Match, Variable Periodic).