What are the responsibilities and job description for the Sales Engineer position at Amtec Inc.?
Summary
The Sales Engineer / Sales Account Manager is responsible for managing all sales efforts of the company to meet or exceed sales forecast and goals. In addition to traditional sales calls, this role can and normally will include managing coordination between the customer and primary departmental disciplines (engineering, operations, quality, inside sales and accounting). The Sales Engineer / Sales Account Manager must develop a keen situational awareness (information on customer, competition, pricing and programs) to assist in maintaining existing business base while contributing to the efficient (high win rate) pursuit of new opportunities. In addition, the Sales Engineer / Sales Account Manager is responsible for reviewing terms and conditions for new and legacy business, including flow down requirements from defense customers and the US Government to ensure compliance or exceptions are being properly communicated to the customers.
Position Duties
Essential functions of the position include, but are not limited to:
New Business Pursuit
- Serve as the focal point of contact for new business inquiries.
- Evaluate Bid/NoBid decision with Business Unit Manager, VP of Sales and Engineering Team.
- Coordinate proposal preparation efforts, including cost estimation.
- Finalize and submit proposal.
- Follow up with customer on feedback and post-submittal action items.
- Track new business opportunities status and win rate.
Proposal/Contract Management
- Review Terms and Conditions at proposal or bid (solicitation) stage and coordinate with respective functions to ensure compliance.
- Assist Business Unit Manger and VP of Sales during contract negotiation. Champion the negotiation when instructed.
- Post contract award – ensure that the final terms and conditions are communicated to each function for proper execution.
Program Management
- Act as Program Manager for new business programs until transition to Business Unit Manager or Project Engineer.
- Continue to involve in program progress and communicate with customers as required.
Customer Service
- Provide Customer Service Team guidance and assistance, serve as escalation point beyond customer service group.
- Train new Customer Service Representative in terms and conditions and contract review; Conduct refresher courses as needed.
- Assist on preparing quotations for legacy products as directed.
Customer Visit
- Visit new and existing customers to strengthen customer relationship and ensure new business wins.
- Sales Engineers/Sales Account Managers are expected to travel 30 to 50%. Our customers are mostly based in North America but also in Central and South America and Europe.
- Work closely with Outside Sales Representatives to ensure their effectiveness in supporting the end customers and to gain good understanding of overseas market opportunities.
Planning and Sales Data Management
- Prepare an annual fiscal year forecast for both OEM and Aftermarket business, including new business opportunities, which must be updated no less than quarterly and reviewed with Business Unit Manager and VP of Sales.
- Compare Sales Forecast with Actual data, conduct variance analysis, update forecast and come up with a mitigation plan if required.
- Conduct profitability analysis by part number/program.
Other Duties as assigned by Vice President of Sales and Marketing
Education, Experience and Skills
Knowledge:
Thorough knowledge of the Aerospace Environment, client's products and administrative operations. Must understand internal functions relating to all company departments. Sales Engineers must have a strong technical and business background.
Skills / Aptitudes:
Effective oral and written communication skills; organizational skills and ability to motivate and task Representatives. Must have sensitivity in dealing with both internal and external customers. Must be computer proficient in Microsoft Word and Excel.
Experience:
A college degree in Engineering or Business is desirable. Aviation related background is preferred. At least two years of experience in technical OEM sales dealing with customer’s engineers and procurement personnel or contract administration.
Physical Demands
While performing the duties of this position, the employee is regularly required to stand, use hands and fingers to handle or feel objects. The employee frequently is required to walk, bend, stoop, kneel, or crouch and reach with hands and arms, climb or balance. The employee must occasionally lift and/or move up to 20 lbs. Travel required to support customers.
