Overview
The Sales Engineer is responsible for driving sales by combining technical knowledge with customer engagement. This role supports existing accounts, develops new business opportunities, and provides innovative solutions tailored to customer requirements. The Sales Engineer splits time between inside sales activities (quoting, customer support, technical consultation) and outside sales (customer visits, presentations, and business development). Key performance objectives
Generate new business opportunities by identifying and qualifying prospects to achieve revenue and profitability targets.
Support and grow existing accounts by providing engineered solutions, technical support, and customer service.
Prepare and deliver accurate proposals, quotes, and documentation to support sales and operational planning.
Provide market and technical intelligence to leadership to inform business strategy and product development.
Maintain CRM records and reporting to ensure pipeline visibility and sales forecasting.
Note: Fifteen percent of time is reserved for ancillary responsibilities, interruptions, and unplanned activities.
ESSENTIAL DUTIES AND RESPONSIBILITIES: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned.
Interpersonal Responsibilities
Build and maintain strong relationships with customers to understand their current and future needs.
Conduct onsite customer visits, presentations, and technical consultations.
Identify customer technical needs and provide solutions that are achievable within the company’s abilities.
Represent the company at trade shows, conferences, and networking events to expand new business opportunities.
Uses technical skills and customer focused communication to influence customer purchasing decisions by combining expertise with value-driven selling.
Prepares clear proposals, reports, and presentations; communicates effectively with company leadership.
Operational Responsibilities
Develop and manage sales pipeline, forecasts, and account plans.
Prepare accurate quotes, proposals, and contracts.
Collaborate with toolroom, engineering, and production teams to align with customer requirements.
Monitor customer orders, delivery schedules, and service needs.
Fully utilize CRM tools to document sales activity and manage opportunities.
Travel by car or airplane, including occasional overnight stays, required.
Trade show and networking event participation required.
Support new business development initiatives by tracking leads, managing prospects, and following up.
Organizational Responsibilities
Provide regular updates to Sales Manager on sales status, activities, pipeline, and forecasts.
Share insights on customer needs and competitor activity to inform of new product development and competitive positioning.
Contribute to continuous improvement by relaying customer feedback on product performance, quality, and service.
Sets, pursues, and attains realistic sales goals.
Works effectively with engineering and operations to deliver accurate, customer-focused solutions.
Demonstrates persistence and initiative in identifying and securing new customers.
PERFORMANCE FACTORS : The key competencies described here are core abilities that translate into desired on-the-job behaviors which contribute to the employee successfully carrying out the assigned duties.
Goal Achievement: Establishes goals that are relevant, realistic and attainable; identifies and implements required plans and milestones to achieve specific business goals; initiates activity toward goals without necessary delay; stays on target to complete goals regardless of obstacles or adverse circumstances.
Customer Focus: Anticipates customer needs and delivers solutions that exceed expectations.
Personal Accountability: Accepts personal responsibility for the consequences of personal actions; avoids placing unnecessary blame on others; maintains personal commitment to objectives regardless of the success or failure of personal decisions; applies personal lessons learned from past failures to moving forward in achieving future successes.
Self-Management: Independently pursues business objectives in an organized and efficient manner; prioritizes activities as necessary to meet job responsibilities; maintains required level of activity toward achieving goals without direct supervision; minimizes work flow disruptions and time wasters to complete high quality work within a specified time frame.
Teamwork: Respects team members and their individual perspectives; makes team mission and objectives a priority; works toward consensus when team decisions are required; meets agreed-upon deadlines on team assignments and commitments; shares responsibility with team members for successes and failures; keeps team members informed regarding projects; supports team decisions; recognizes and appreciates the contribution of team members; behaves in a manner consistent with team values and mission; provides constructive feedback to team and its members; responds positively to feedback from team members; raises and/or confronts issues limiting team effectiveness.
Flexibility: Responds promptly to shifts in direction, priorities and schedules; demonstrates agility in accepting new ideas, approaches and/or methods; effective in juggling multiple priorities and tasks; modifies methods or strategies to fit changing circumstances; adapts personal style to work with different people; maintains productivity during transitions, even in the midst of chaos; embraces and/or champions change.
Interpersonal Skills: Strives for self-awareness; demonstrates sincere interest in others; treats all people with respect, courtesy and consideration; respects differences in the attitudes and perspectives of others; listens observe and strives to gain understanding of others; communicates effectively; is sensitive to diversity issues; develops and maintains relationships with many different kinds of people regardless of cultural differences.
Diplomacy And Tact: Maintains positive relationships with others through treating them fairly; demonstrates respect for others; understands and values differences between people; respects diversity in race, national origin, religion, gender, life style, age and disability.
PHYSICAL DEMANDS : The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
This position requires the employee to communicate verbally and in writing, and hear at a conversational level. This position requires the employee to travel by car or airplane, including occasional overnight stays.
While performing the duties of this job, the employee will continuously (67-100% time on job) be required to sit, use fingers and hands with wrists in prolonged positions of flexion or extension to type and write. The employee will occasionally (6-33% time on job) be required to stand, walk as well as lift and carry up to 30 lbs for 20 ft. The employee will infrequently (2-5% time on job) be required to stoop, kneel and rarely (1% time on job or less) be required to reach.
WORK ENVIRONMENT : The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Participation in trade shows and industry events to attract new customers.
The employee will primarily (67-100% time on job) be required to work indoors in a climate-controlled office setting. Regular exposure to customer manufacturing environments, including moderate noise, machinery, and occasional dust. The employee will infrequently (2-5% time on job) be required to work in temperatures between 90-110 degrees, around wood dust greater than a nuisance, unpleasant or disagreeable odors and moving vehicles such as forklifts. The employee will rarely (1% time on job or less) be required to work alone.
The employee rarely (1% time on job or less) will be required to wear eye and ear plugs for hearing protection.
MINIMUM QUALIFICATIONS
Knowledge and Experience: 3–5 years of combined inside/outside sales in manufacturing, engineered products, or industrial environments.
Education: Bachelor’s degree in Engineering, Business, or related field (or equivalent technical/sales experience).
Skills: Ability to read and interpret technical drawings/specifications; strong negotiation, presentation, and relationship-building skills.
Reasoning Development: Ability to follow procedures and carry out a variety of instructions furnished in written, oral, or schedule form; resolve discrepancies and manage multiple priorities.
Mathematical Development: Ability to add, subtract, multiply, and divide all units of measure and apply use of fractions, percentages, ratios and proportion.
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The Sales Engineer is responsible for driving sales by combining technical knowledge with customer engagement. This role supports existing accounts, develops new business opportunities, and provides innovative solutions tailored to customer requirements. The Sales Engineer splits time between inside sales activities (quoting, customer support, technical consultation) and outside sales (customer visits, presentations, and business development). Key performance objectives
Generate new business opportunities by identifying and qualifying prospects to achieve revenue and profitability targets.
Support and grow existing accounts by providing engineered solutions, technical support, and customer service.
Prepare and deliver accurate proposals, quotes, and documentation to support sales and operational planning.
Provide market and technical intelligence to leadership to inform business strategy and product development.
Maintain CRM records and reporting to ensure pipeline visibility and sales forecasting.
Note: Fifteen percent of time is reserved for ancillary responsibilities, interruptions, and unplanned activities.
ESSENTIAL DUTIES AND RESPONSIBILITIES: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned.
Interpersonal Responsibilities
Build and maintain strong relationships with customers to understand their current and future needs.
Conduct onsite customer visits, presentations, and technical consultations.
Identify customer technical needs and provide solutions that are achievable within the company’s abilities.
Represent the company at trade shows, conferences, and networking events to expand new business opportunities.
Uses technical skills and customer focused communication to influence customer purchasing decisions by combining expertise with value-driven selling.
Prepares clear proposals, reports, and presentations; communicates effectively with company leadership.
Operational Responsibilities
Develop and manage sales pipeline, forecasts, and account plans.
Prepare accurate quotes, proposals, and contracts.
Collaborate with toolroom, engineering, and production teams to align with customer requirements.
Monitor customer orders, delivery schedules, and service needs.
Fully utilize CRM tools to document sales activity and manage opportunities.
Travel by car or airplane, including occasional overnight stays, required.
Trade show and networking event participation required.
Support new business development initiatives by tracking leads, managing prospects, and following up.
Organizational Responsibilities
Provide regular updates to Sales Manager on sales status, activities, pipeline, and forecasts.
Share insights on customer needs and competitor activity to inform of new product development and competitive positioning.
Contribute to continuous improvement by relaying customer feedback on product performance, quality, and service.
Sets, pursues, and attains realistic sales goals.
Works effectively with engineering and operations to deliver accurate, customer-focused solutions.
Demonstrates persistence and initiative in identifying and securing new customers.
PERFORMANCE FACTORS : The key competencies described here are core abilities that translate into desired on-the-job behaviors which contribute to the employee successfully carrying out the assigned duties.
Goal Achievement: Establishes goals that are relevant, realistic and attainable; identifies and implements required plans and milestones to achieve specific business goals; initiates activity toward goals without necessary delay; stays on target to complete goals regardless of obstacles or adverse circumstances.
Customer Focus: Anticipates customer needs and delivers solutions that exceed expectations.
Personal Accountability: Accepts personal responsibility for the consequences of personal actions; avoids placing unnecessary blame on others; maintains personal commitment to objectives regardless of the success or failure of personal decisions; applies personal lessons learned from past failures to moving forward in achieving future successes.
Self-Management: Independently pursues business objectives in an organized and efficient manner; prioritizes activities as necessary to meet job responsibilities; maintains required level of activity toward achieving goals without direct supervision; minimizes work flow disruptions and time wasters to complete high quality work within a specified time frame.
Teamwork: Respects team members and their individual perspectives; makes team mission and objectives a priority; works toward consensus when team decisions are required; meets agreed-upon deadlines on team assignments and commitments; shares responsibility with team members for successes and failures; keeps team members informed regarding projects; supports team decisions; recognizes and appreciates the contribution of team members; behaves in a manner consistent with team values and mission; provides constructive feedback to team and its members; responds positively to feedback from team members; raises and/or confronts issues limiting team effectiveness.
Flexibility: Responds promptly to shifts in direction, priorities and schedules; demonstrates agility in accepting new ideas, approaches and/or methods; effective in juggling multiple priorities and tasks; modifies methods or strategies to fit changing circumstances; adapts personal style to work with different people; maintains productivity during transitions, even in the midst of chaos; embraces and/or champions change.
Interpersonal Skills: Strives for self-awareness; demonstrates sincere interest in others; treats all people with respect, courtesy and consideration; respects differences in the attitudes and perspectives of others; listens observe and strives to gain understanding of others; communicates effectively; is sensitive to diversity issues; develops and maintains relationships with many different kinds of people regardless of cultural differences.
Diplomacy And Tact: Maintains positive relationships with others through treating them fairly; demonstrates respect for others; understands and values differences between people; respects diversity in race, national origin, religion, gender, life style, age and disability.
PHYSICAL DEMANDS : The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
This position requires the employee to communicate verbally and in writing, and hear at a conversational level. This position requires the employee to travel by car or airplane, including occasional overnight stays.
While performing the duties of this job, the employee will continuously (67-100% time on job) be required to sit, use fingers and hands with wrists in prolonged positions of flexion or extension to type and write. The employee will occasionally (6-33% time on job) be required to stand, walk as well as lift and carry up to 30 lbs for 20 ft. The employee will infrequently (2-5% time on job) be required to stoop, kneel and rarely (1% time on job or less) be required to reach.
WORK ENVIRONMENT : The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Participation in trade shows and industry events to attract new customers.
The employee will primarily (67-100% time on job) be required to work indoors in a climate-controlled office setting. Regular exposure to customer manufacturing environments, including moderate noise, machinery, and occasional dust. The employee will infrequently (2-5% time on job) be required to work in temperatures between 90-110 degrees, around wood dust greater than a nuisance, unpleasant or disagreeable odors and moving vehicles such as forklifts. The employee will rarely (1% time on job or less) be required to work alone.
The employee rarely (1% time on job or less) will be required to wear eye and ear plugs for hearing protection.
MINIMUM QUALIFICATIONS
Knowledge and Experience: 3–5 years of combined inside/outside sales in manufacturing, engineered products, or industrial environments.
Education: Bachelor’s degree in Engineering, Business, or related field (or equivalent technical/sales experience).
Skills: Ability to read and interpret technical drawings/specifications; strong negotiation, presentation, and relationship-building skills.
Reasoning Development: Ability to follow procedures and carry out a variety of instructions furnished in written, oral, or schedule form; resolve discrepancies and manage multiple priorities.
Mathematical Development: Ability to add, subtract, multiply, and divide all units of measure and apply use of fractions, percentages, ratios and proportion.
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