Sales Engineer - Strategic Accounts

The Sales Engineer – Strategic Accounts combines technical expertise with strategic account management to win, grow, and retain high-value customer relationships. Serving as both the technical authority and the primary relationship owner for key accounts, this position translates customer requirements into engineered solutions, supports the sales process from initial inquiry through quotation and contract award, and drives long-term revenue growth by ensuring customers realize the full value of the company’s manufacturing capabilities, products, and services.

Essential Duties and Responsibilities

• Technical Sales Support & Solution Design: Partner with customers to understand application requirements, performance specifications, and operating conditions. Recommend and develop tailored, technically sound solutions that leverage the company’s manufacturing capabilities, products, and services.
• Drawing Review & Quotation Development: Review customer drawings, specifications, RFQs, and statements of work to evaluate manufacturability, materials, tolerances, and processes. Collaborate with estimating, engineering, and operations to develop accurate, competitive quotes and proposals.
• Account Management & Relationship Building: Serve as the primary technical and commercial point of contact for assigned strategic accounts. Build trusted relationships with customer engineering, procurement, quality, and executive stakeholders, ensuring their needs are met in a timely and effective manner.
• Account Strategy & Planning: Develop and execute account plans for key customers, setting goals and metrics for revenue growth, customer retention, share of wallet, and overall account performance.
• Revenue Growth: Identify and pursue new opportunities within existing accounts through cross-selling, upselling, new part and program introductions, and contract renewals. Prospect and qualify new customers that align with the company’s strategic focus.
• Consultative & Value-Based Selling: Position the company as a solutions partner by demonstrating technical value, including cost reduction, design-for-manufacturability (DFM) improvements, quality, and lead-time advantages, rather than competing on price alone.
• Technical Presentations & Training: Deliver capability presentations, technical reviews, facility tours, and business reviews to strategic customers. Provide product and application training so customers understand the value and proper use of the company’s products and services.
• Negotiation & Contract Management: Lead pricing discussions, contract negotiations, and renewals, including review of technical, quality, and commercial terms, to ensure mutually beneficial agreements that drive long-term success and customer loyalty.
• Cross-Functional Collaboration: Act as the voice of the customer internally, working closely with engineering, estimating, production, quality, purchasing, and customer service to ensure requirements are accurately captured, communicated, and delivered.
• Program Launch Support: Support new program launches and engineering changes from award through first article and production ramp-up, coordinating technical clarifications, quality documentation requirements, and schedule commitments.
• Customer Issue Resolution & Retention: Investigate and resolve technical, quality, and service concerns, coordinating root cause analysis and corrective action with internal teams to ensure the highest levels of customer satisfaction and long-term retention.
• Sales Reporting & Forecasting: Maintain accurate account, opportunity, and quote activity in CRM and ERP systems. Track pipeline status, quote hit rates, and sales performance, and provide regular forecasts and account health updates to senior leadership.
• Market & Technical Insight: Keep up to date with industry trends, emerging technologies, materials, processes, and competitive activity to identify new opportunities and threats within strategic accounts and target markets.

The above list reflects the general details necessary to describe the principle and essential functions of the position and shall not be construed as the only duties that may be assigned for the position.

Competencies

• Technical Aptitude
• Analytical
• Problem Solving
• Critical Thinking
• Communication
• Customer Focus
• Business Acumen
• Negotiation
• Adaptability
• Organizational & Planning

Minimum Qualifications

Education: Bachelor’s degree in Engineering (Mechanical, Manufacturing, Industrial, or a related technical field), or an equivalent combination of technical education and experience.

Experience and/or Training:

• Minimum of 5+ years of experience in sales engineering, applications engineering, or technical sales, ideally with experience managing strategic or high-value accounts
• Ability to read and interpret engineering drawings, blueprints, GD&T, and technical specifications
• Working knowledge of metal fabrication, machining, welding, and related manufacturing processes
• Strong negotiation skills, with a proven track record of managing large accounts and closing complex technical sales
• Experience in consultative selling and developing tailored, engineered solutions for customers
• Excellent interpersonal, communication, and presentation skills, with the ability to explain technical concepts to both technical and non-technical audiences
• Ability to think strategically and understand complex business and technical needs
• Proficiency in ERP/MRP systems (Epicor preferred), CRM software, and Microsoft Office (Excel, Word, PowerPoint)
• Knowledge of the industry and competitive landscape
• Ability to analyze market trends and translate them into actionable strategies
• Ability to work independently and as part of a team
• Ability to work under pressure and adapt to changing priorities

Preferred Qualifications

Education: MBA or Master’s degree in Engineering, Business Administration, or a related field

Experience and/or Training:

• 8+ years of combined technical sales, engineering, and strategic account management experience; proficiency with CAD software (e.g., SolidWorks, AutoCAD)

Physical and Mental Demands

• While performing the duties of this job, the employee is regularly required to sit and use hands to finger, handle, or touch objects, tools, or controls.
• The employee frequently is required to talk or hear.
• The employee is occasionally required to stand and walk.
• Specific vision abilities required by this job include close vision, distance vision, and the ability to adjust focus.
• The employee must be able to lift and or carry up to 10 lbs occasionally.
• Travel: This position requires an estimated 50% annual travel between local offices and to customer sites. The travel will primarily involve visiting other local facilities to collaborate with different teams and support projects across our multiple, local locations and the entire organization.

The mental and physical requirements described here are representative of those that must be met by an individual to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

Working Environment

Work is performed in a general office environment with limited noise exposure and usually moderate. Noise may be loud when frequenting the production floor. Additionally, there will be occasional exposure to dust, metal debris, changes in ambient temperature, and requires the use of appropriate Personal Protective Equipment (PPE).

The work environment characteristics described here are representative of those an individual will encounter while performing the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.