Job Title: Sales Engineer

Reports To: Sales Director

FLSA Status & EEO Code: Exempt & Sales Worker

Division/Department: GHM/Sales

Level of Work: Level II

Position Summary: The Sales Engineer is responsible for supporting the organization’s product sales in the Texas and Alberta territories. This position interfaces with the customer and the product and services in which Graham produces. Must use technical, organizational, and customer knowledge to influence the customer and assist them in applying our products/services that will best serve their needs, resulting in revenue generation. In addition, this position provides support for marketing, market planning and technical development of our products and services.

Level II: Sales – Complete and accurate work performed efficiently

Resource management (material and people)

1. Actively pursue and maintain sales opportunities.

• Follow up on sales leads and developing leads.
• Solicit opportunities from customers by self-managed efforts including various Identify prospective inquiries and solicitations for evaluation to pursue via company guidelines and/or peer review as appropriate.
• Develop sales and marketing proposals for customers on technical products and services.

2. Travel as required to make routine sales calls in order to develop and maintain relationships as well as follow up on leads.

3. Management of assigned Accounts

• Form Relationship with other sales personnel.
• Plan and support promotional actives as necessary.
• Develop a business plan and conduct annual review against KPI. Develop a “Score card” on performance.

4. Gain awareness of potential competition and develop win strategies.

Resource scheduling, output management and reporting

1. Market familiarization, relationship building and promotion.

• Form relationships with key points of contact within target business sectors and customers.
• Plan and support promotional activities including trade shows, lunch and learns and participation in conferences.

2. Create promotional material including literature, site content and product presentations.

• Conduct market research to determine customer needs and share information with staff members.

Continuous Improvement

1. Study Graham’s existing ejectors, condensers, pumps, heat exchanger product families to familiarize with existing markets and customer applications.
2. Develop and continually broaden knowledge of the technical aspects and limitations of company products and capabilities.
3. Performs other job-related duties and responsibilities as may be assigned from time to time.

Equipment & Process Maintenance

1. Can properly read all blueprint and work instructions.
2. Will follow up on professional development goals and opportunities.
3. Takes an interest and lets it be known that they have a desire to grow with the company.

Qualifications:

To qualify for this position, an individual must possess the knowledge, training, experience and abilities required.

Education and Training

• Bachelor’s Degree in Engineering or a technical degree required

Experience:

• 1-5 years of on the job experience in lieu of formal education.

Other:

• Must be willing to work overtime as required.
• Domestic and International travel may be required.
• 6 months training in Batavia, NY to learn products and organization
• Use appropriate private vehicle for all business activities within Texas as defined by supervisor and/or territory. Reimbursement per government mileage rate.

Skills:

To perform the job successfully, an individual should demonstrate the following competencies:

1. Must have proficiency in MS office applications including spreadsheet, database, and specialized application software.
2. Strong written and verbal communication skills required.
3. Strong organization and time management skills.
4. High attention to detail.
5. Execute the market strategies & goals for each product and service
6. Obtain and coordinate data from staff and member groups
7. Cultivate lists of potential customers; establish industry contacts and follow through as they lead to potential sales
8. Conduct market research to determine customer needs and share information with staff members
9. Evaluate product and service marketability in terms of customers’ technical needs
10. Follow up on sales leads and developing leads
11. Maintain up-to-date industry trends and technical developments and understand how it effects target markets
12. Develop sales and marketing proposals for customers on technical products and services
13. Ability to create and give formal and effective presentations to customers and staff is critical. Develop technical presentations and workshops
14. Research and be crucially aware of industry activity, trends, compliances and regulations
15. Make routine sales calls in order to develop and maintain relationships as well as follow up on leads
16. Responsible for meeting established booking quotas and revenue goals
17. Responsible for executing short and long range strategies for sales & marketing plans
18. Subject to manager approval, you will be responsible for producing regular reporting, tracking set measurements, and communicating final planning
19. Continuously maintain, update, and communicate strategic sales and market plans
20. Monitor, analyze, and communicate sales data, using said contact management software, in order to contribute to product/service planning
21. Effectively communicate with all levels throughout the organization, while interfacing with on a continuous basis
22. Responsible for performing other job-related duties as needed and/or assigned at any time

Physical and Mental Demands

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Physical demands: While performing the duties of this position, the incumbent is primarily required to sit, stand, walk, stoop, and bend. Required to speak and communicate clearly with others.
• Mental demands: While performing the duties of this position, the incumbent is required to read, write, analyze data and reports, exercise judgment, develop plans, procedures and goals, present information to others and work under pressure.
• Work Environment: This job primarily operates in a clerical office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers and filing cabinets.
• Plant site visits for aftermarket sales may require climbing and some physical exertion.

This job description is not all inclusive but rather serves as a general guideline of the current needs of the position and can be modified at the discretion of management to meet current business needs. Experience and education requirements are the primary basis for awarding this position, however substitutions that are essentially equivalent may be made as they relate to the essential functions, duties, and responsibilities of this position