Sales Engineer to market and promote the sale of products through proactive business development activity with our customers, sales teams, agents, and other stakeholders, i.e., rail infrastructure owners, maintainers, and contractors.
The role will include development of new and existing markets through regular customer visits in
accordance with marketing plans. Opportunities will be managed through Customer Relationship
Management in conjunction with the company's sales team and Head of Business Development to maximise the conversion to sales.
Job Purpose and Responsibilities:
- To collaborate with and support the company sale team maximise the sales potential of the company's Track Mounted Equipment product line.
- To present and promote company products and services in a technical and engineering bias to the relevant bodies and people with our customer and potential customer portfolio.
- Promote and portray company's expertise and excellence with existing and potential customers to improve their awareness of company’s development, design, and quality commitment.
- To establish excellent customer relationships and provide a high standard of service to customers (both internal and external) in accordance with company policy.
- Grow and retain existing accounts by presenting new solutions and services to clients.
- Support technical assessment and documentation of customer requirements.
- Evaluate compatibility of existing products against customer requirements.
- Compile quotation proposals for Head of Business Development approval and Sales Team administration.
- Work with technical staff and other internal colleagues to meet customer’s needs.
- Represent product and business through attendance of exhibitions in the USA and Canada.
- Technical support before and after product sales.
- To carry out a contract / order review in accordance with documented company procedures.
- Administer opportunities in the Customer Relationship Management (CRM) system.
- Follow opportunities to closure, maximising conversion rate.
- Handle objections by clarifying, emphasising agreements, and working through differences to a positive conclusion.
- Ensure opportunities and leads in CRM system are kept up to date with probability of conversion, value and forecast conversion date to support production planning.
- Arrange and participate in internal and external client debriefs.
- Support the application for larger quotations through the SCAA process
- Support annual and biannual sales budget setting process using market intelligence gathered through customer contacts
- Flexibility: required to offer flexibility to conduct conference calls to suit the range of global time zones, including Europe and New Zealand. Note that this will require occasional commitment in the evening on weekdays. Regular hours worked in the evening can be subtracted from typical business hours.
Knowledge, Skills and Experience
- Technical experience within the rail industry
- Railway signalling and/or track experience are advantageous.
- Educated to degree level in Engineering, preferably mechanical or civil engineering or equivalent qualification i.e., Recognised Professional Body.
- Confidently able to represent and present company product range to existing and prospective customers. This includes the ability to explain products technical features and sell value propositions to customers.
- Fluent English speaker and advantageous to have other language skills but not essential.
- Mechanical aptitude for demonstrating products in the railway track environment.
- Ability to establish, build and maintain strong customer relationships.
- Excellent verbal and written communication skills with the ability to effectively chair meetings and interpret, create, and present technical and commercial documents.
- Ability to read, interpret and analys engineering documentation including drawings, models, standards, and procurement specification.
- Ability to build positive working relationships with all relevant stakeholders.
- Competency in MS Office suite. Emphasis in Word, Excel, Outlook, and PowerPoint. CAD competence an advantage
- Full drivers’ license.
- Knowledge of the manufacturing environment (fabricated, cast and composite parts) is desirable.
- Sales Experience in railroad transit
