Structural Sales Engineer

About the role

The Engineered Solutions Specialist is responsible for maximizing the specification and sales of designed engineered solutions and calculation services through identification of target applications, creation of designed solutions, provision of bid packages to all bidding contractors, convincing of winning bidder to use and purchase our solution and ensuring full delivery of the products and services agreed to on the purchase order.

Responsibilities

• Regularly scans project databases and makes assessment of most attractive projects to target, based on multiple criteria including, but not limited to, key applications, and assessment of the competitive market situation, the key contractors in the bid process, and their capabilities.
• Prioritizes target projects through managed, constantly evolving project funnel.
• Strong knowledge of building codes and standards including IBC, CBC, ASCE 7, ACI 318, AISI, AISC, NDS, UFCS.
• Specifies creation of engineered solutions for overhead grid, raised floor, pipe/cable tray supports, seismic bracing solutions, and E&I stands.
• Applies technical expertise to designs as needed.
• Supports the delivery of engineering designs for our BIM services.
• Attends project coordination meetings and support BIM PM with client technical questions.
• Represents Hilti at pre-bid meetings and promotes Hilti as engineered solution provider.
• Sells low bidder (winner) on engineered solution’s value add, overcomes objections, closes, and supports with submittal for inclusion in project design. Cross sells other related Hilti products.
• Coaches Account Managers (AM’s) in coverage area to improve competence of key project types, applications, and products (Install, Anchor, DX) and their ability to answer basic technical questions.
• Works directly with PMO to collect proper information and relay questions and change requests between PMO and customer.
• Supports the interface with 3rd party engineering and design partners.
• Generates complete Marketing Support Services (MSS) request and participate in project meetings to monitor progress and timeline of project delivery.
• Tracks and investigates successes/failures and regularly provides ROI assessment and product management feedback.
• Leverage Technical Back-Office, Hilti Field Engineer, Regional Manager, and Account Manager as needed throughout the process.
• Responsible to oversee and review Bill of Materials (BOM), as well as final order fulfillment.
• Provide competent recommendations to engineers, architects, and other designers on specific applications using sound engineering judgment; educate specifier on technical advantages of Hilti solutions not covered by test data and provide field training needed during installation.
• Utilize Hilti technology resources to maintain accurate records of contacts and specifications.
• Create and coordinate jobsite management within CRM system utilizing SFDC; includes creation of specific jobsites, applications, and active participation in the monthly sales management meetings (with RM); coordinate with salesforce to ensure that key opportunities are capitalized on.

Requirements

• B.S. in Civil/ Structural Engineering
• 3 years plus of engineering experience in seismic bracing, pipe support design, or custom fabrication or 5+ years Hilti experience designing installation systems in the United States or Canada required.
• Proven success with selling value added and/or engineered solutions to contractors/end users.
• Familiarity with project plans, specifications and commercial terms.
• Good communication and project management skills.

Qualifications

• Professional engineering license (civil or structural) and familiarity with US and/or Canadian steel design or equivalent preferred.

Skills

• Technical expertise in seismic bracing, pipe support design, and custom fabrication.
• Ability to create and execute unique bid strategies.
• Strong project management and communication skills.
• Knowledge of building codes and standards.
• Experience with BIM services and project coordination.
• Ability to coach and mentor account managers.
• Proficiency in CRM systems and Salesforce.
• Ability to provide technical education and field training.

Benefits

In addition to a competitive base salary and exciting bonus potential, we offer a robust benefits package including a generous paid time off policy that includes vacation, personal days, health & wellness, and two days per year to give back in your local community, paid family leave, educational reimbursement, 401(k) matching, medical/dental/vision coverage, and a variety of other benefits to fit the needs of our employees.