Vanderlande Industries is a leading global supplier of turnkey material handling systems for the airport baggage handling market, the distribution center market, and the parcel services market. Vanderlande is seeking a Sales Engineer to support business growth by translating customer needs into tailored technical solutions. This role involves interpreting RFPs, estimating project costs, collaborating on system designs, and presenting value-driven proposals.
Responsibilities:
Be “Customer-Centric” while adhering to company policies, processes, and culture.
Increase your value within the company while providing value back to customers during their lifetime with the company.
Collaborate along Business Development Managers, department colleagues and internal stakeholders in generating new business and ensure growth of existing accounts.
Read, understand, and interpret RFP documents (written requests, specifications, requirements, and layouts)
Translate needs contained within RFPs into solutions while evaluating technical conformances, non-conformances, functionality, business needs, cost, and risks.
Collaborate in the conceptualization and design phase together with Sales Layout Engineers/Consultants, while ensuring adherence to established specifications and standards.
Evaluate risks and develop mitigation plans.
Estimate material and labor costs for projects/services in response to RFP’s.
Calculate costs based on analysis of project specifications, schedules, historical data, and other inputs as needed from internal stakeholders.
Circulate and assist with presenting material deemed for approval by company management at different levels according to company guidelines.
Research, develop, design and present (directly/indirectly) reports showing potential customers the cost benefit of purchasing company products/services.
Provide (directly/indirectly) technical training to clients and communicate customer feedback for future product/service developments.
Assist with project post-execution cost analysis to impact/calibrate future estimates.
Use technical knowledge of product/service offerings to support and build sales.
Understand the basics and deliverables of the sales layout engineering role
Reports to a Manager or Dept. Head.
Qualifications:
Preferred bachelor’s degree in Engineering, Construction, or related field and work experience.
More than 4+ years of related experience.
Almost exclusively relies on sound experience and judgment to make decisions with very little influence from others.
Works on projects/matters of broad complexity in a lead role, self-reliant on projects/matters of moderate complexity, working knowledge of company way of working.
Work is sporadically managed with general direction and supervision.
Regular “customer facing” or interaction is expected, self-reliant on conveying solutions to customers without the need of experience colleagues.
Has the aptitude and understanding to engage in Conceptualization with help from others.
The degree of Emotional Intelligence demonstrated is increasingly self-aware and self-managed, with an occasional reminder.
Able to support continuous improvement initiatives that are related to the sales engineering role.
Knowledge-Skills-Abilities:
Qualifications according to the prescribed level.
Strong written, verbal, communication, and presentation skills.
Strong estimating and calculation skills, with a high level of proficiency in Microsoft Excel
Proficient in the use of other Microsoft Office tools (Word, PowerPoint, Outlook, Visio, etc.).
Work well in multi-disciplinary team(s).
Work effectively in an exciting and fast-paced environment.
Ability to multi-task and work on several projects simultaneously.
Ability to work effectively in an entrepreneurial international organization, often working across organizational, geographic, and cultural boundaries.
Preferred (Additional) Requirements:
Experience in warehouse automation and/or material handling systems.
Experience with logistical processes and system design.
Experience with both controls and mechanical technology.
Travel:
Willingness to travel up to 25% domestically and internationally.
Top Skills
What We Do
Vanderlande is the global market leader for future-proof logistic process automation at airports. The company is also a leading supplier of process automation solutions for warehouses and in the parcel market.
Vanderlande’s baggage handling systems are capable of moving over 4 billion pieces of baggage around the world per year. Its systems are active in more than 600 airports including 12 of the world’s top 20. More than 52 million parcels are sorted by its systems every day, which have been installed for the world’s leading parcel companies. In addition, many of the largest global e-commerce players and retailers have confidence in Vanderlande’s efficient and reliable solutions.
The company focuses on the optimisation of its customers’ business processes and competitive positions. Through close cooperation, it strives for the improvement of their operational activities and the expansion of their logistical achievements. Vanderlande’s extensive portfolio of integrated solutions – innovative systems, intelligent software and life-cycle services – results in the realisation of fast, reliable and efficient automation technology.
Established in 1949, Vanderlande has more than 7,500 employees, all committed to moving its customers’ businesses forward at diverse locations on every continent. With a consistently increasing turnover of 1.8 billion euros, it has established a global reputation over the past seven decades as a highly reliable partner for future-proof logistic process automation.
Vanderlande was acquired in 2017 by Toyota Industries Corporation, which will help it to continue its sustainable profitable growth. The two companies have a strong strategic match, and the synergies include cross-selling, product innovations, and research and development.
