Sales Engineer (Memphis)

Description

This is a full-time, direct placement role at a local industrial air systems manufacturer.

We are a fabricator of custom industrial solutions, primarily for other businesses who make wood products such as cabinets, furniture, and dimensional lumber. We build pneumatic conveying systems that can transfer raw materials like plastic resin, finished goods like unpackaged foodstuffs, and waste loads such as sawdust. We have a proprietary line of blowers, valves, and separators that we manufacture inhouse and install on most projects; we also fabricate all the pipe, fittings, hangers, and stanchion for our projects. Projects are typically under $1,000,000, take a month to configure, a month to fabricate, and a month to install, so three months at minimum.

The sales engineer meets with clients about potential projects in industrial settings. Typically, client needs are assessed from equipment and building drawings and specifications or by measuring incumbent equipment with the goal of selling our equipment and services. From field work, meetings, and email, the sales engineer infers how to configure a general solution, assess the loads, and select the components. From this listing they also figure installation labor and other costs which support project pricing. All of this work proceeds in concert with colleagues including subject-matter-experts in the various equipment types and trades; our proposals are approved by consensus before finally being forwarded to the client.

First year’s training in this process would include inside sales work and supporting others’ projects. Sales requires field work, so a minimum of 20% travel; 80% of clients are within a 400-mile radius of Birmingham; rest of the time is usually straight office hours. Travel expenses including mileage will be reimbursed but must be pre-approved.

The sales engineer is encouraged to propose, secure, and manage as many projects as possible; it should be a straightforward matter to handle four projects in the second year.

The keys to success are a warm, thoughtful, and confident presentation, flexibility and responsiveness to clients’ needs, and an ability to capture key performance rates and dimensions relevant to clients’ processes. Project will be created and managed mostly in Excel and require excellent high-school level math; industrial experience is preferred, but any motivated person can learn this job. The work is entirely entrepreneurial: seeing business opportunities where our products fit or where we can create solutions; indeed, any of our employees is welcome to propose new products, services, channels, segments, or any other novelty that creates profit.

Client stakeholders will run from corporate executives to mill operators and maintenance staff. Field work usually should be performed with full PPE to include at a minimum company-provided safety glasses, helmet, visibility vest, and safety-toe boots.

Requirements

• Bachelor's degree in Mechanical Engineering, Electrical Engineering, or a related field.
• Advanced degrees or relevant certifications are a plus.
• Proven experience as a Sales Engineer or in a similar technical sales role.
• Experience in the HVAC industry, specifically with air systems, is highly desirable.
• Strong understanding of HVAC systems, air conditioning, ventilation, and heating systems.
• Proficiency in 3D modeling software and other engineering design tools.
• Proven track record of meeting or exceeding sales targets.
• Strong understanding of the sales process, from lead generation to closing deals.
• Strong analytical and problem-solving abilities.
• Ability to develop customized solutions based on customer needs and technical requirements.