Sales Engineer

Job Description: Sales Engineer

Title: Sales Engineer Positions Supervised: None

Department: Sales FLSA Class: Exempt/Non-Exempt

Reports To: Sales Director

Job Description

Sales Engineers of CryoWorks are responsible for establishing and maintaining long-term customer relationships by developing business through travel and providing outstanding customer service. Employees in this position sell goods where technical or scientific knowledge is required in such areas as physics, biology, engineering, chemistry, and electronics, and will have obtained a Bachelor of Science, Mechanical Engineering (BSME) Degree or have a history of relevant work experience. Knowledge of CryoWorks products and capabilities are very important as well as the knowledge of products, capabilities, and safety in all we do.

Position Levels

• Assistant Sales Engineer - The assistant sales engineer is considered to be in training and has not yet met some of the requirements to be a level 1 sales engineer. Sales engineers at this level are still learning all the internal processes at CryoWorks and how projects flow through their full life cycle. Employees at this level will accompany a manager or lead sales representative or engineer on all job walks and learn how to design, troubleshoot, dimension, and sell piping systems per the CryoWorks Recipe.
• Sales Engineer I - The sales engineer I requires higher levels of training and supervision to manage projects to manager's expectations. Sales engineers at this level may experience some issues with their designs such as missed details, dimensional mistakes, and failed system designs requiring changes. Employees at this level are just learning to master the CryoWorks Recipe.
• Sales Engineer II - The sales engineer II performs a full range of sales assignments while requiring minimal supervision from managers, lead sales reps and lead sales engineers. Sales engineers at this level experience minimal issues with their designs such as missed details, dimensional mistakes, and failed system designs requiring changes. Employees at this level should completely understand the CryoWorks Recipe and have moderate success with implementation of the recipe.
• Sales Engineer III - The sales engineer III performs a full range of sales assignments with no supervision and uses independent judgement in making decisions where alternatives are determined by established procedures, methods, and practices. This level sales engineer is expected to review and approve customer provided documents (Terms and Conditions, Formal Bid Packages, Specs and Drawings) and successfully manage customer relations with little to no oversight. Employees at this level have mastered their understanding and implementation of the CryoWorks Recipe.
• Sales Engineer IV - The sales engineer IV has all of the traits of the above experience level and also functions as a lead sales engineer. Responsibilities include overseeing the work of lower-level sales engineers, providing training, reviewing completed quotes/system designs, reviewing and approving customer provided documents (Contracts, Terms and Conditions, Formal Bid Packages, Specs and Drawings) and successfully managing customer relations with no oversight. This level engineer has also mastered complex project management including projects involving multiple disciplines and subcontract companies.

Essential Skills and Behaviours Related to the CryoWorks Recipe (In no particular order)

• Supporting the company's policies, processes, and procedures
• Meeting or exceeding individual sales goals
• Sales negotiation
• Navigation of complex sales situations
• Engineering/design capabilities
• Creating detailed piping layouts
• Gathering project details
• Organization
• Communication
• Project management
• Pricing detail/accuracy/profitability
• Upselling / packaging deals and additional products
• Cultivating customer relationships/ Creating customer loyalty
• Rapid response time / exceed customer expectations
• Make it easy for the customer
• Integrity
• Accountability
• Respectful of others
• Industry Knowledge
• Competitor product knowledge
• CryoWorks product/capabilities knowledge
• Love of the sale

Basic Skills

• Communication with others to convey information effectively.
• Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
• Understanding basic sentence structure, grammar rules, written sentences, and paragraphs in work related documents.
• Understanding the implications of new information for both current and future problem-solving and decision-making.
• Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

Social Skills

• Persuading others to change their minds or behavior.
• Bringing others together and trying to reconcile differences.
• Being aware of others' reactions and understanding why they react as they do.
• Actively looking for ways to help people.
• Adjusting actions in relation to others' actions.

Complex Problem-Solving Skills

• Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.

Technical Skills

• Analysing needs and product requirements to create a design.
• Controlling operations of equipment or systems.
• Generating or adapting equipment and technology to serve user needs.
• Watching instrumentation (gauges, dials, or other indicators) to make sure a machine is working properly.

System Skills

• Considering the relative costs and benefits of potential actions to choose the most appropriate one.
• Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
• Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.

Resource Management Skills

• Managing one's own time and the time of others.
• Determining how money will be spent to get the work done, and accounting for these expenditures.
• Motivating, developing, and directing people as they work, identifying the best people for the job.
• Obtaining and seeing to the appropriate use of equipment, facilities, and materials needed to do certain work.

Work Activities

• Establishing and maintaining interpersonal relationships
• Obtaining information
• Communicating with supervisors, peers, or subordinates
• Organizing, planning, and prioritizing work
• Communicating with persons outside organization
• Selling or influencing others
• Resolving conflicts and negotiating with others
• Making decisions and solving problems
• Interacting with computers
• Developing objectives and strategies

Tasks and Detailed Work Activities

• Sketch, draw and design proposed systems with all necessary components, safety requirements and details.
• Negotiate prices, terms of sales, service agreements and costs.
• Quote all prices, credit terms, or other bid specifications per CryoWorks policies.
• Prepare and submit sales documents for orders.
• Provide seamless project management through proper turnover (delegation), as required.
• Maintain constant communication with key stakeholders, internal & external, while in and out of the office.
• Maintain knowledge of project status.
• Visit establishments to evaluate needs or to promote product or service sales.
• Maintain customer records, using automated systems.
• Identify potential customers.
• Maintain records of customer accounts.
• Maintain records of sales or other business transactions.
• Monitor sales activities.

• Answer customers' questions about products, prices, availability, or credit terms.
• Contact new or existing customers to discuss how specific products or services can meet their needs.
• Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.
• Compute customer's installation or production costs and estimate savings for new services, products, or equipment.
• Select or assist customers in selecting products based on customer needs, product specifications, applicable regulations, and safety.
• Prepare and develop sales presentations or proposals to explain product specifications or applications.
• Complete expense reports, sales reports, or other paperwork.
• Verify and coordinate delivery/installation schedules to meet project deadlines.
• Identify prospective customers using business directories, leads from existing clients, participation in organizations, trade show or conference attendance.
• Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.
• Visit and Travel to customer sites.
• Work with CAD department and engineering to ensure completeness prior to manufacturing.
• Attend events to develop professional knowledge.
• Coordinate sales campaigns.
• Demonstrate products to consumers.
• Discuss design or technical features of products or services with technical personnel.
• Distribute promotional literature or samples to customers.
• Explain financial information to customers.
• Explain technical product or service information to customers.
• Gather customer or product information to determine customer needs.
• Monitor market conditions or trends.
• Sell products or services.
• Share sales-related or market information with colleagues.
• Study product information to acquire professional knowledge.
• Verify customer credit information.
• Travel to various parts of the US and internationally
• Making travel arrangements for flights, hotels, rental cars and submitting expense reports

Technology & Computer Skills & Software

• Databases - Using a computer application to manage large amounts of information, including creating and editing simple databases, inputting data, retrieving specific records, and creating reports to communicate the information.
• Graphics - Working with pictures in graphics programs or other applications, including creating simple graphics, manipulating the appearance, and inserting graphics into other programs.
• Internet - Using a computer application to create, manipulate, edit, and show virtual slide presentations.
• Navigation - Using scroll bars, a mouse, and dialog boxes to work within the computer's operating system. Being able to access and switch between applications and files of interest.
• Presentations - Navigating the Internet to find information, including the ability to open and configure standard browsers; use searches, hypertext references, and transfer protocols; and send and retrieve electronic mail (e-mail).
• Spreadsheets - Using a computer application to enter, manipulate, and format text and numerical data; insert, delete, and manipulate cells, rows, and columns; and create and save worksheets, charts, and graphs.
• Word Processing - Using a computer application to type text, insert pictures, format, edit, print, save, and retrieve word processing documents.
• Personal, Notebook and Tablet Computers - Customer relationship management (CRM software), database user interface and query software, enterprise resource planning (ERP software), analytical or scientific software, QuickBooks Enterprise accounting software, transaction security and virus protection software, Microsoft Office Suite software (PowerPoint, Word, Excel, Access, Publisher, Outlook/Exchange), business intelligence and data analysis software, calendar and scheduling software, data mining software, information retrieval or search software, internet browser software, network security and virtual private network.
• Measuring & Drafting Equipment - Using calculators, laser tape measures, levelling equipment, drafting scale, triangles, templates, French curve, compass & sketchpads.

PHYSICAL DEMANDS

Analysis of Physical Demands - Key (Based on typical week):

N=Never
R=Rarely (Less than 1 hour per week)
O=Occasional (1%-33% of time)

F=Frequent (34%-66% of time)
C=Constant (over 66% of time)

Activity

Frequency

Activity

Frequency

N

R

O

F

C

N

R

O

F

C

Lifting/Carrying

Twisting/Turning

Under 10 lbs.

X

Reach over shoulder

X

11-20 lbs.

X

Reach over head

X

21-50 lbs.

X

Reach outward

X

51-100 lbs.

X

Climb

X

Over 100 lbs.

X

Crawl

X

Kneel

X

Pushing/Pulling

Squat

X

Under 10 lbs.

X

Sit

X

11-20 lbs.

X

Walk-Normal Surfaces

X

21-50 lbs.

X

Walk-Uneven Surfaces

X

51-100 lbs.

X

Walk-Slippery Surfaces

X

Over 100 lbs.

X

Stand

X

Bend

X

Driving

Automatic Trans

X

Vision

Standard Trans

X

Depth Perception

X

Less than 20 inches

X

Other

Color Vision

X

Keyboard/Ten Key

X

Peripheral Vision

X

Finger dexterity (fine)

X

Handling (grasping, holding)

X

Repetitive Motion - Hands

X

Repetitive Motion - Feet

X

Additional Physical Requirements:

Hearing and vision within normal ranges is essential for normal conversations and to receive ordinary information and to prepare or inspect documents. Traveling out of town by airplane/rental car.

Approved By: Title:

Approved By Signature: Date:

Asst. Sales Eng. ? Sales Eng. I ? Sales Eng. II ? Sales Eng. III ? Sales Eng. IV ?

Employee Name: Date:

Employee Signature:

Salary Description

80k - 135K

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