Technical Sales Representative

FLSA STATUS: Exempt

DEPARTMENT: Inside Sales

SUPERVSOR: Commercial Operations Manager

DIRECT REPORTS: None

Position Summary

A Sales Engineer is a dynamic individual providing technical knowledge with sales skills to support customer requests for quote across a number of product lines. This requires an analytical mind capable of reviewing drawings and parts lists to ensure customer requests meet our company’s core competencies. As a technical resource, a Sales Engineer will translate the customer’s drawings into our company’s ERP system as a Bill of Material (BOM) and Router (estimate of labor steps and associated time).

The Sales Engineer is a team player who not only wants to win business but considers the impact of their quoting efforts as it impacts the business holistically. A successful Sales Engineer, therefore, will seek to optimize success by the Operations and Quality departments by researching and identifying tooling and required test mates during the quoting process. This individual will also have great interpersonal skills that will foster fond working relationships with customers and coworkers across multiple departments.

Minimum Qualifications

Education: 

• Bachelor’s Degree.
• Bachelor’s degree in mechanical or electrical engineering (preferred).

Experience:

• Two years in a customer-facing role.
• Two or more years in the interconnect industry (preferred).

Knowledge:

• General computer literacy.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint, and Outlook).
• Technical problem solving: Ability to diagnose and solve technical problems, and provide support during the sales process.

Skills:

• Excellent written and oral communication in English.
• Strong organizational, multi-tasking, and time-management skills.
• Excellent researcher (identify mating connectors, obtain pricing and schedules for customer-specific qualification testing, locate and develop sources of supply, etc.)
• Financial acumen (understanding financial principles, including pricing, and cost analysis)
• Detail oriented with an eye for quality work.
• Reporting proficiency (creating well-structured, accurate quotes presented clearly and professionally to the customer).
• Strong computer skills -

Job Responsibilities

Customer Communication

• Own assigned customer communication such as requests for quotes with requests for additional documents, pertinent technical questions, need for quote extension, etc.
• Provide advice and support to customers regarding substitute components.
• Concisely provide options for faster delivery and cheaper pricing.
• Explain pricing increases that exceed standard inflationary rates or what constitutes adder charges related to excess material, NRE, First Article Inspection Reports, Source Inspection, etc.
• Follow up regarding expired quotes for feedback as to why they were lost.

Quote and Proposal Development

• Develop Bills of Material and Routers (labor estimates) with which to develop estimated costs, apply appropriate margins, and determine a sales price.
• Make decisions on additional charges for extra expenses like excess material left over from a supplier minimum order requirement, special tooling requirements, test mates for test harnesses, development of manufacturing aids like build boards, etc.
• Determine delivery schedule by considering component lead times, engineering requirements, transit times, and shop labor availability.
• Develop a professional quote – including any notes specific and necessary for the items being quoted - using the company ERP system and using the customer’s requested quoting system when required.

Technical Support

• Provide pre-sales support to customers by identifying apparent drawing conflicts and offering solutions when prudent.
• Research, identify, and communicate special tooling, test mates, acceptable alternate materials, specification requirements, and other miscellaneous items to internal Operations, Engineering, and Quality teams.
• Review customer requirements and ensure that it is supported by customer product lines and meets competencies.

 Physical Requirements 

The physical demands described here are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to: sit for extended periods of time while working at a computer or desk, occasionally standing and walking may be required, lifting and carrying items typically weighing up to 20 pounds, reaching overhead for supplies or bending to file documents in lower cabinets, good manual dexterity, clear vision for reading and inputting data on computer screens and for reviewing printed material, and hearing and speaking to effectively communicate with colleagues and suppliers requiring clear speech and active listening. The noise level in the work environment is usually quiet.