Sales engineers provide technical customisation of products based on customers requests and needs (mainly heavy duty), such as building equipment. They take care of business to business contact and assume responsibility for complex repairs and maintenance process.
Client Consultation: Engage with potential customers to understand their technical requirements and business needs.
Technical Presentations: Prepare and deliver detailed product presentations and demonstrations tailored to the client’s specific requirements.
Proposal Development: Develop comprehensive sales proposals, including product specifications, configurations, and cost estimates.
Product Knowledge: Maintain an in-depth understanding of the products or services offered, including their technical specifications and functionalities.
Solution Design: Collaborate with engineering teams to design and recommend customized solutions that meet customer needs.
Sales Support: Provide technical support to the sales team during customer meetings, negotiations, and closing deals.
Customer Relationship Management: Build and maintain strong relationships with customers, acting as a trusted technical advisor.
Market Research: Conduct market research to identify new sales opportunities and stay informed about industry trends and competitor products.
Training: Train customers and sales staff on the technical aspects of products, ensuring they can effectively use and promote the offerings.
Feedback Reporting: Report customer feedback and recurring issues to product development teams for continuous improvement.
Sales Engineers typically work in a combination of office settings and field environments. They spend significant time meeting with clients at their locations, which may require travel, sometimes extensively. The role involves regular use of computers and technical equipment for presentations and demonstrations. Working hours can be flexible, often extending beyond the typical 9-to-5 to accommodate client schedules and deadlines. The position is demanding, requiring a blend of technical acumen and strong interpersonal skills to effectively communicate complex information and manage customer relationships.
To become a Sales Engineer, the following educational background and experience are typically required:
Education: A bachelor’s degree in engineering, computer science, business, or a related technical discipline is often required. Advanced degrees or specialized training can be advantageous.
Technical Training: On-the-job training specific to the products or services sold is essential. This may include understanding product specifications, installation processes, and industry standards.
Experience: Previous experience in sales, particularly in a technical field, is highly beneficial. Hands-on experience with the products or services being sold can also be advantageous.
Certifications: Industry-specific certifications can enhance credibility and job prospects. For example, certifications in IT, engineering, or specific technical products can demonstrate expertise.
Skills: Strong communication and presentation skills, technical knowledge, problem-solving abilities, and a customer-focused approach are critical. Proficiency in using CRM software and other sales tools is also important.
Ongoing professional development and staying updated with new products, technologies, and market trends are crucial for success in this field. Membership in professional organizations, such as the Association of Technology, Management, and Applied Engineering (ATMAE) or industry-specific groups, provides access to resources, networking opportunities, and continued education.
ISCO skill level is defined as a function of the complexity and range of tasks and duties to be performed in an occupation. It is measured on a scale from 1 to 4, with 1 the lowest level and 4 the highest, by considering:
the nature of the work performed in an occupation in relation to the characteristic tasks and duties
the level of formal education required for competent performance of the tasks and duties involved and
the amount of informal on-the-job training and/or previous experience in a related occupation required for competent performance of these tasks and duties.
Prospect new customers: Initiate activities in order to attract new and interesting customers. Ask for recommendations and references, find places where potential customers can be located.
Negotiate sales contracts: Come to an agreement between commercial partners with a focus on terms and conditions, specifications, delivery time, price etc.
Manage vehicle services’ financial resources: Control the costs of employee salaries, equipment needed for repair and maintenance, insurance, stock, purchasing new components, etc.
Implement sales strategies: Carry out the plan to gain competitive advantage on the market by positioning the company’s brand or product and by targeting the right audience to sell this brand or product to.
Achieve sales targets: Reach set sales goals, measured in revenue or sold units. Reach the target within a specific timeframe, prioritise sold products and services accordingly and plan in advance.
Maintain customer records: Keep and store structured data and records about customers in accordance with customer data protection and privacy regulations.
Build business relationships: Establish a positive, long-term relationship between organisations and interested third parties such as suppliers, distributors, shareholders and other stakeholders in order to inform them of the organisation and its objectives.
Apply territory planning: Plan the most cost-effective coverage of a sales territory with the available sales resources. Take into account prospect numbers, density, and buying patterns.
Advise customers on motor vehicles: Provide customer advice on motor vehicles, and possible options and accessories; communicate clearly and politely.
Maintain parts inventory: Maintain stock levels in accordance with organisation procedures and policies; estimate upcoming supply needs.
This knowledge is sometimes, but not always, required for the role of sales engineer. However, mastering this knowledge allows you to have more opportunities for career development.
Car controls: The functioning of specific car equipment such as how to operate and handle the clutch, throttle, lighting, instrumentation, transmission and the brakes.
E-procurement: The functioning and methods used to manage electronic purchases.
Types of vehicles: Field of information that distinguishes rental agency classification systems, containing types and classes of vehicles and their functioning and components.
Inventory management rules: The specific principles and techniques used in order to determine the approapriate level of inventory required.
Teamwork principles: The cooperation between people characterised by a unified commitment to achieving a given goal, participating equally, maintaining open communication, facilitating effective usage of ideas etc.
Supply chain principles: Characteristics, operations and resources involved in moving a product or service from supplier to the customer.
Electrical wiring plans: Pictorial representation of an electrical circuit. It shows the components of the circuit as simplified shapes, and the power and signal connections between the devices. It gives information about the relative position and arrangement of devices and terminals on the devices, to help in building or servicing the device. A wiring diagram is often used to troubleshoot problems and to make sure that all the connections have been made and that everything is present.
Parts pricing: The prices of vehicle parts on the market from various suppliers and their trends.
These skills and competences are sometimes, but not always, required for the role of sales engineer. However, mastering these skills and competences allows you to have more opportunities for career development.
Drive vehicles: Be able to drive vehicles; have the apprapriate type of driving license according to the type of motor vehicle used.
Organise storage facilities: Order the contents of a storage area to improve efficiency with respect to the inflow and outflow of the stored items.
Carry out repair of vehicles: Provide repair for vehicles and routine level checks, such as engine tune-ups, oil changes, tire rotation and changes, wheel balancing, replacing filters, repair engine failures; repair mechanical and electrical systems malfunctions; replace parts and components; repair body damage.
Show confidence: Demonstrate degrees of maturity by fully understanding one’s own qualities and abilities which can serve as sources of confidence in different situations.
Use communication techniques: Apply techniques of communication which allow interlocutors to better understand each other and communicate accurately in the transmission of messages.
Perform road testing: Perform road tests with vehicles; ensure that all functions are working safely and correctly; test vehicle in extreme weather and road conditions.
Maximise sales revenues: Increase possible sales volumes and avoid losses through cross-selling, upselling or promotion of additional services.
Purchase automotive equipment: Purchase automotive equipment such as spare parts, supplies and materials; maintain and repair vehicles.
Apply technical communication skills: Explain technical details to non-technical customers, stakeholders, or any other interested parties in a clear and concise manner.
Interpret electrical diagrams: Read and comprehend blueprints and electrical diagrams; understand technical instructions and engineering manuals for assembling electrical equipment; understand electricity theory and electronic components.
