Sales Engineers :: Job Description

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Sales Engineers

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Summary Description


	Sell business goods or services, the selling of which requires a technical background equivalent to a baccalaureate degree in engineering.

Sample Job Titles

1.	Account Executive

2.	Account Leader

3.	Account Manager

4.	Accounts Executive

5.	Aeronautical Products Sales Engineer

6.	Aerospace Products Sales Engineer

7.	Agricultural Equipment Sales Engineer

8.	Applications Engineer

9.	Ceramic Products Sales Engineer

10.	Chemical Equipment Sales Engineer

11.	Customer Engagement Manager

12.	Electrical Products Sales Engineer

13.	Electronics Products and Systems Sales Engineer

14.	Field Marketing Representative

15.	Field Service Representative

16.	HVAC Commercial Salesperson (Heating, Ventilation, and Air Conditioning Commercial Salesperson)

17.	Inside Sales Engineer

18.	Inside Sales Representative

19.	Marine Equipment Sales Engineer

20.	Mechanical Equipment Sales Engineer

21.	Mining and Oil Well Equipment and Services Sales Engineer

22.	Missile Navigation Systems Sales Engineer

23.	Nuclear Equipment Sales Engineer

24.	Outside Sales Representative

25.	Product Manager

26.	Product Sales Engineer

27.	Sales Engineer

28.	Sales Engineer, Account Manager

29.	Sales Engineer, Engineered Products

30.	Sales Specialist

31.	Senior Sales Engineer

32.	Systems Engineer

33.	Technical Account Manager

34.	Technical Sales Engineer

Job Tasks

	Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support. Share sales-related or market information with colleagues.

	Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, and computer systems. Sell products or services.

	Plan and modify product configurations to meet customer needs.

	Confer with customers and engineers to assess equipment needs and to determine system requirements. Gather customer or product information to determine customer needs. Discuss design or technical features of products or services with technical personnel.

	Prepare and deliver technical presentations that explain products or services to customers and prospective customers. Develop content for sales presentations or other materials. Explain technical product or service information to customers. Deliver promotional presentations to current or prospective customers.

	Arrange for demonstrations or trial installations of equipment. Contact current or potential customers to promote products or services.

	Create sales or service contracts for products or services. Prepare sales or other contracts.

	Secure and renew orders and arrange delivery. Sell products or services. Arrange delivery of goods or services.

	Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions. Develop proposals for current or prospective customers.

	Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages. Demonstrate products to consumers. Contact current or potential customers to promote products or services.

	Research and identify potential customers for products or services. Identify potential customers.

	Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment. Advise customers on the use of products or services.

	Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production. Explain financial information to customers. Recommend products or services to customers.

	Develop sales plans to introduce products in new markets. Develop marketing plans or strategies.

	Diagnose problems with installed equipment.

	Provide information needed for the development of custom-made machinery. Discuss design or technical features of products or services with technical personnel.

	Document account activities, generate reports, and keep records of business transactions with customers and suppliers. Maintain records of sales or other business transactions.

	Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments. Monitor market conditions or trends.

	Maintain sales forecasting reports. Prepare financial documents, reports, or budgets.

	Identify resale opportunities and support them to achieve sales plans. Identify potential customers.

	Write technical documentation for products.

	Attend company training seminars to become familiar with product lines. Attend events to develop professional knowledge.

	Train team members in the customer applications of technologies. Train sales personnel.

	Report to supervisors about prospective firms' credit ratings. Share sales-related or market information with colleagues.

	Attend trade shows and seminars to promote products or to learn about industry developments. Attend events to develop professional knowledge.

Work Activities

Importance	Work Activity

Communicating with Persons Outside Organization — Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.

Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.

Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.

Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.

Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.

Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.

Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.

Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.

Analyzing Data or Information — Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.

Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.

Estimating the Quantifiable Characteristics of Products, Events, or Information — Estimating sizes, distances, and quantities; or determining time, costs, resources, or materials needed to perform a work activity.

Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.

Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them.

Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.

Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.

Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.

Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people.

Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.

Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.

Interpreting the Meaning of Information for Others — Translating or explaining what information means and how it can be used.

Evaluating Information to Determine Compliance with Standards — Using relevant information and individual judgment to determine whether events or processes comply with laws, regulations, or standards.

Provide Consultation and Advice to Others — Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.

Developing and Building Teams — Encouraging and building mutual trust, respect, and cooperation among team members.

Monitor Processes, Materials, or Surroundings — Monitoring and reviewing information from materials, events, or the environment, to detect or assess problems.

Training and Teaching Others — Identifying the educational needs of others, developing formal educational or training programs or classes, and teaching or instructing others.

Coaching and Developing Others — Identifying the developmental needs of others and coaching, mentoring, or otherwise helping others to improve their knowledge or skills.

Coordinating the Work and Activities of Others — Getting members of a group to work together to accomplish tasks.

Performing Administrative Activities — Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.

Inspecting Equipment, Structures, or Material — Inspecting equipment, structures, or materials to identify the cause of errors or other problems or defects.

Performing for or Working Directly with the Public — Performing for people or dealing directly with the public. This includes serving customers in restaurants and stores, and receiving clients or guests.

Guiding, Directing, and Motivating Subordinates — Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.

Monitoring and Controlling Resources — Monitoring and controlling resources and overseeing the spending of money.

Drafting, Laying Out, and Specifying Technical Devices, Parts, and Equipment — Providing documentation, detailed instructions, drawings, or specifications to tell others about how devices, parts, equipment, or structures are to be fabricated, constructed, assembled, modified, maintained, or used.

Assisting and Caring for Others — Providing personal assistance, medical attention, emotional support, or other personal care to others such as coworkers, customers, or patients.

Staffing Organizational Units — Recruiting, interviewing, selecting, hiring, and promoting employees in an organization.

Operating Vehicles, Mechanized Devices, or Equipment — Running, maneuvering, navigating, or driving vehicles or mechanized equipment, such as forklifts, passenger vehicles, aircraft, or water craft.

Nature of the Work


	(Abstract from Career Articles)

	Sales Engineers
	Sales engineers sell complex scientific and technological products or services to businesses. They must have extensive knowledge of the products' parts and functions and must understand the scientific processes that make these products work.

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Working Conditions


	(Abstract from Career Articles)

	Sales Engineers
	Sales engineers often work under stressful conditions because their income and job security depend on successfully completing sales. Some sales engineers may work additional and irregular hours to meet sales goals and client needs.

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Interesting Fact

At 5:00 a.m. on Sunday, September 3, 1967, the entire nation of Sweden switched from driving on the left to driving on the right.

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