Sales Engineer
Experienced Sales Engineer
Reports To: Sales Manager
At JCS the Sales Engineer must be able to articulate technology and product positioning to both business and technical users. The successful candidate must be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process. Must be able to establish and maintain strong relationships throughout the sales cycle.
Qualifications
Ideal candidate must be self-motivated with a proven track record in technical process sales and knowledge of key technology. Comfortable in the dynamic atmosphere of a technical organization with a rapidly expanding customer base. Must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFQs, and when submitting reports. Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches. Must be prepared for extensive travel.
Responsibilities
Detailed Job Description
The primary responsibility of the Sales Engineer is to prepare Sales Quotations for the design, fabrication, installation, and commissioning of sanitary and aseptic food, dairy or beverage processing systems for JCS customers.
These projects incorporate the specification, acquisition, and assembly of process piping, pumps, valves, tanks, heat exchangers, other specialized stainless steel process equipment, electrical and pneumatic controls, instrumentation, PLC automation software and hardware components, skilled trades contractors, JCS Controls value-added engineering, project management, and customer operator training into complete turn-key systems for manufacturing our customers’ specific food, dairy or beverage products.
This position requires the talent and ability to understand and interpret process engineering studies, process and instrumentation drawings (P&ID), product specification data, and functional descriptions to conceptualize the functionality of the complete system; and then translate that information and concept, through superior technical writing, to the customer in the form of a system project quotation.
Ideally, the Sales Engineer should have process experience in the Food, Dairy or Beverage industry, and relevant experience in the development of fluid process automation systems.
Duties and Responsibilities
1) Maintain Customer Relationships
a) Conduct outside sales calls, engineering studies, and sales presentations (closings).
b) Maintain contacts with current customers to discover quotation opportunities.
c) Follow-up on open quotations with customers to expedite conversion to sales orders.
d) Learn the customers’ people, decision makers, and internal politics so that this knowledge can be used to our strategic advantage in sales opportunities and conversion.
2) Maintain Vendor Relationships
a) Become familiar and maintain contact with all major component and fabrication vendors.
b) Evaluate vendor reliability and performance. Learn vendor strengths and weaknesses.
c) Contact vendors to obtain pricing and delivery lead times for quoted components.
d) Obtain commitments from vendors for pricing, discounts and delivery for specific projects.
e) Maintain vendor and supplier information data base.
3) Evaluate Customer System Requirements
a) Consult with customer plant and process engineers to understand system objectives and functionality.
b) Consult with JCS Controls engineers to understand system and component, functions, assembly, and design.
c) In collaboration with other JCS engineers, write the system Functional Specification and produce the preliminary Process and Instrumentation Drawing(s).
d) Meet with the customer to validate the Functional Specification and understand the customers’ problems.
4) Specify Components and Scope of Supply
a) In collaboration with JCS engineers and vendor sales engineers specify the Scope of Supply for the quoted system.
b) In collaboration with JCS engineers, draw up the project Bill of Materials.
c) In collaboration with JCS engineers and project managers specify engineering labor requirements to complete the project.
d) Validate component pricing, availability, and delivery schedules with vendors.
5) Write Project Quotations
a) In accordance with JCS methodology and quotation templates write the project quotation together with all optional configurations.
b) Write the quotation cover letter (letter of transmission to customer).
6) Customer Presentations
a) Present the quotation to the customer in-person when available, or via web based presentation
7) Track Quotation Results
a) Maintain a database of quotations in process, quotations delivered, and quotations converted to sales orders.
b) Assist marketing efforts with this data and quotation experience to define target markets and all efforts to improve quotation conversion rate.
8) Assist with the Transfer of the Project from Sales to Project Management.
a) Participate in and contribute to Transfer Meeting.
b) Participate in and contribute to Project Kick-Off Meeting.
Key Skills and Abilities
1) Food Process Engineering know how and experience
2) System Process and Control understanding and experience
3) System Sales Experience
4) Technical Writing
5) Interpersonal Skills
6) Cognitive Skills
7) Conceptual Skills
8) Team Attitude
9) Ability to fit into a small organization
Interested Candidates can email their resume to: info@jcs.com |
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