Sales Engineers

Description

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

Tasks

  • Plan and modify product configurations to meet customer needs.
  • Confer with customers and engineers to assess equipment needs and to determine system requirements.
  • Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support.
  • Secure and renew orders and arrange delivery.
  • Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.
  • Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, and computer systems.
  • Diagnose problems with installed equipment.
  • Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production.
  • Prepare and deliver technical presentations that explain products or services to customers and prospective customers.
  • Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment.
  • Research and identify potential customers for products or services.
  • Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages.
  • Create sales or service contracts for products or services.
  • Arrange for demonstrations or trial installations of equipment.
  • Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.
  • Attend company training seminars to become familiar with product lines.
  • Provide information needed for the development of custom-made machinery.
  • Write technical documentation for products.
  • Develop sales plans to introduce products in new markets.
  • Identify resale opportunities and support them to achieve sales plans.
  • Document account activities, generate reports, and keep records of business transactions with customers and suppliers.
  • Train team members in the customer applications of technologies.
  • Maintain sales forecasting reports.
  • Attend trade shows and seminars to promote products or to learn about industry developments.
  • Report to supervisors about prospective firms' credit ratings.

Skills

Installation
Installing equipment, machines, wiring, or programs to meet specifications.
Equipment Maintenance
Performing routine maintenance on equipment and determining when and what kind of maintenance is needed.
Repairing
Repairing machines or systems using the needed tools.

Abilities

Gross Body Coordination
The ability to coordinate the movement of your arms, legs, and torso together when the whole body is in motion.
Response Orientation
The ability to choose quickly between two or more movements in response to two or more different signals (lights, sounds, pictures). It includes the speed with which the correct response is started with the hand, foot, or other body part.
Wrist-Finger Speed
The ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
Trunk Strength
The ability to use your abdominal and lower back muscles to support part of the body repeatedly or continuously over time without 'giving out' or fatiguing.
Dynamic Strength
The ability to exert muscle force repeatedly or continuously over time. This involves muscular endurance and resistance to muscle fatigue.
Explosive Strength
The ability to use short bursts of muscle force to propel oneself (as in jumping or sprinting), or to throw an object.
Static Strength
The ability to exert maximum muscle force to lift, push, pull, or carry objects.
Speed of Limb Movement
The ability to quickly move the arms and legs.
Sound Localization
The ability to tell the direction from which a sound originated.
Rate Control
The ability to time your movements or the movement of a piece of equipment in anticipation of changes in the speed and/or direction of a moving object or scene.

Interests

Enterprising
Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.
Realistic
Realistic occupations frequently involve work activities that include practical, hands-on problems and solutions. They often deal with plants, animals, and real-world materials like wood, tools, and machinery. Many of the occupations require working outside, and do not involve a lot of paperwork or working closely with others.
Investigative
Investigative occupations frequently involve working with ideas, and require an extensive amount of thinking. These occupations can involve searching for facts and figuring out problems mentally.
Conventional
Conventional occupations frequently involve following set procedures and routines. These occupations can include working with data and details more than with ideas. Usually there is a clear line of authority to follow.
Social
Social occupations frequently involve working with, communicating with, and teaching people. These occupations often involve helping or providing service to others.
Artistic
Artistic occupations frequently involve working with forms, designs and patterns. They often require self-expression and the work can be done without following a clear set of rules.

Work Style

Cooperation
Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
Initiative
Job requires a willingness to take on responsibilities and challenges.
Independence
Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.
Persistence
Job requires persistence in the face of obstacles.
Achievement/Effort
Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
Dependability
Job requires being reliable, responsible, and dependable, and fulfilling obligations.
Attention to Detail
Job requires being careful about detail and thorough in completing work tasks.
Integrity
Job requires being honest and ethical.
Stress Tolerance
Job requires accepting criticism and dealing calmly and effectively with high stress situations.
Self Control
Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.

Work Values

Achievement
Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.
Working Conditions
Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.
Relationships
Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.
Recognition
Occupations that satisfy this work value offer advancement, potential for leadership, and are often considered prestigious. Corresponding needs are Advancement, Authority, Recognition and Social Status.
Independence
Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
Support
Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.

Lay Titles

Account Executive
Account Leader
Account Manager
Accounts Executive
Aeronautical Products Sales Engineer
Agricultural Equipment Sales Engineer
Applications Engineer
Ceramic Products Sales Engineer
Chemical Equipment Sales Engineer
Electrical Products Sales Engineer
Electronics Products and Systems Sales Engineer
Field Marketing Representative
Field Service Representative
HVAC Commercial Salesperson (Heating, Ventilation, and Air Conditioning Commercial Salesperson)
Inside Sales Representative
Marine Equipment Sales Engineer
Mechanical Equipment Sales Engineer
Mining and Oil Well Equipment and Services Sales Engineer
Nuclear Equipment Sales Engineer
Outside Sales Representative
Product Manager
Product Sales Engineer
Sales Engineer
Sales Executive
Sales Manager
Sales Specialist
Systems Engineer
Technical Account Manager
Technical Sales Manager

National Wages and Employment Info

Median Wages (2008):
$44.15 hourly, $91,830 annual.
Employment (2008):
65,410 employees