Sales Engineer

C & B Material Handling, LLC, (part of the C & B Equipment family) is a leading material handling company dedicated to providing innovating solutions for efficient logistics and supply chain management. Our long-established Engineered Solutions department has designed and delivered innovative solutions for small businesses and Fortune 500 companies alike for over 75 years.  Fueled by this rich history and strong warehouse and industrial demand for cost-cutting measures and efficiency gains, the Engineered Solutions team seeks additional talent as we strive to become a premier single-source supplier in this space. Currently, we are seeking a Sales Engineer in our Richmond, Virginia or Baton Rouge, Louisiana locations. This position will report to the Chief Operating Officer of Engineered Solutions.

The Sales Engineer will be responsible for driving sales of leading-edge warehouse and industrial automation solutions.  This position demands high aptitude in strategic account management, needs identification, creative solution development, teamwork, economic decision analysis, closing skills and ongoing support.

Essential Duties:

•  Able to manage numerous accounts simultaneously while developing and maintaining effective relations with both high-level management and operations personnel alike.

• Follows up on sales leads on a timely basis and strives to keep referring salesperson informed on account development.

• Able to thoroughly discover and define customer needs that can be solved with sophisticated material handling and automation solutions.

• Collaborates with engineering and estimating teams in a constructive fashion to generate creative customized solutions to prospects.

• Ensures that proposals are well prepared, understandable, and meet the technical specifications necessary to achieve customer business objectives.

• Confidently and effectively leads discussions and communicates solutions to customers in a C-Suite/boardroom setting. Defends methodology and pricing and can address objections, all in a competent manner.

• Can effectively negotiate terms and conditions with customers to bring the sale to a close, while ensuring customer relations throughout the process.

• Cooperates with and supports the fulfillment (Project Management) team in the planning and implementation of the solution.

• Addresses all post-sale concerns and can leverage past successes into future projects.

• Continuously strives to be a differentiated market leader by staying informed of market trends, new technology developments, competitor strategies, and taking note of customer feedback.

• Presents self in a professional manner regarding image and behavior and is respectful of customer business cultures and expectations in all business dealings.