The Sales Engineer is responsible for managing all sales efforts of the company to meet or exceed sales forecast and goals. In addition to traditional sales calls, this role can and normally will include managing coordination between the customer and primary departmental disciplines (engineering, operations, quality, inside sales and accounting). The Sales Engineer must develop a keen situational awareness (information on customer, competition, pricing and programs) to assist in maintaining existing business base while contributing to the efficient (high win rate) pursuit of new opportunities. In addition, the Sales Engineer is responsible for reviewing terms and conditions for new and legacy business, including flow down requirements from defense customers and the US Government to ensure compliance or exceptions are being properly communicated to the customers.
Essential functions of the position include, but are not limited to: Planning and Sales Data Management
Prepare an annual fiscal year forecast for both OEM and Aftermarket business, which must be updated no less than quarterly.
Forecast to be reviewed with Business Unit Manger and VP of Sales.
Compare Sales Forecast with Actual data, conduct variance analysis, update forecast and come up with mitigation plan if required.
Conduct profitability analysis by part number/program.
Review Terms and Conditions at proposal or bid (solicitation) stage and coordinate with respective functions to ensure compliance.
Assist Business Unit Manger and VP of Sales during contract negotiation. Champion the negotiation when instructed.
Post contract award – ensure that the final terms and conditions are communicated to each function for proper execution.
Act as Program Manager for new business programs until transition to Business Unit Manager or Project Engineer.
Continue to involve in program progress and communicate with customers as required.
Provide Customer Service Team guidance and assistance, serve as escalation point beyond customer service group.
Train new Customer Service Representative in terms and conditions and contract review; Conduct refresher courses as needed.
Visit new and existing customers to strength customer relationship and ensure new business wins.
Work closely with Outside Sales Representatives to ensure their effectiveness in supporting the end customers and to gain good understanding of overseas market opportunities.
Other Duties as assigned by Vice President of Sales and Marketing
Education, Experience and Skills:
Knowledge Thorough knowledge of SAI products and administrative operations. Must understand internal functions relating to all company departments. Sales Engineer must have a strong technical and business background.
Skills / Aptitudes Effective oral and written communication skills; organizational skills and ability to motivate and task Representatives. Must have sensitivity in dealing with both internal and external customers. Must be computer proficient in Microsoft Word and Excel.
Experience A college degree in Engineering or Business is desirable. Aviation related background is also desirable. At least two years of experience in technical OEM sales dealing with customer engineers and procurement personnel or contract administration.
Other: This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR. ITAR defines a US person as: any individual who is granted U.S. citizenship; or. any individual who is granted U.S. permanent residence ("Green Card" holder); or. any individual who is granted status as a "protected person" under 8 U.S.C 1324b(a)(3).
Physical Demands: While performing the duties of this position, the employee is regularly required to stand, use hands and fingers to handle or feel objects. The employee frequently is required to walk, bend, stoop, kneel, or crouch and reach with hands and arms, climb or balance. The employee must occasionally lift and/or move up to 20 lbs. Travel required to support customers.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This position is considered an exempt position for purpose of federal wage-hour law, which means that you will not be eligible for overtime pay for hours actually worked in excess of 8 hours a day or 40 hours in a given week