What are the responsibilities and job description for the Sales Engineer - Robotics position at Robert Half?
We are looking for a Sales Engineer that will be responsible for the full sales cycle for automated systems which integrate our dry ice blast cleaning equipment.
The sale cycle is from lead generation, lead qualification, needs analysis, quoting, and to closing the sale. We want our sales to achieve budgeted results monthly, quarterly, and annually.
Position Responsibilities
Sales Process
Execute sales process from lead through to the receipt of the order
Prepare and make initial contact (pre-approach)
Drive an initial conversation, discussing the opportunity and qualifying the lead
Assess the customer’s needs and understand the drivers impacting their purchase decision
Collaborate with the design, production, design engineering, or R& D departments to determine needs of the customer
Develop a solution to the customer’s problem, spec out the proposed solution
Prepare quote / proposal for the prospect’s approval
Be available and responsive as the prospect conducts an evaluation of the solution information
Assist customer, as permitted, in conducting a return-on-investment analysis
Follow-up with prospect during their approval process
Obtain purchase order
Write reports and transition project to Project Engineering team for execution
Liaise with the production team regarding any issues, foreseeable problems, and effective solutions
Develop Market
Identify high-value applications for our integrated blasting systems and develop relationships in those markets
Research customers in target application markets and prospect for leaDevelop relationships with integrators who have the potential to be valued long-term partners
Ensure the maintenance of pipeline reporting systems to provide real time information on sales forecasting, production planning, marketing communication effectiveness and salesperson productivity
Conduct market research and obtain feedback from clients to improve existing products
Grow the Business
Participate as a Global team member in the development of Sales and Marketing infrastructure and such other activities as required and assigned to help the company overall
Report information about customers, applications, and markets, back to sales management and marketing team members to allow them to gather information used to strategically grow the business
Conduct seminars / webinars on technical and industry topics to engage customers
Meet or exceed budgeted sales in assigned territory, monthly, quarterly, annually
Seek Knowledge
Gain awareness of competitive practices and products and communicate this information back to management and marketing
Attend conferences, lectures, seminars, and workshops in improve skills and knowledge
Requirements
Education & Experience
Associates in engineering (Electrical, Mechanical, Chemical, or other) required, bachelor’s preferred
15 years sales experience in industrial automation and integrated systems
Skill Competencies
Knowledgeable about the sales process and sales techniques
Strong knowledge and a big network within industrial automation industry
Familiar with PLCs and other automation technology
Excels at business networking
Must be prepared to spend up to 50% in overnight travel
Intermediate to high level skills with MS Office, especially Excel, and CRM applications
Effective at selling at multiple levels, from the Board of Directors to the machine operator
Strong business communication skills, from oral presentations to business writing, speaks well in public in front of big groups
Effective at active listening, understanding nuances of customer communication
Knowledgeable in business economics, value propositions, financial analysis of benefit versus cost
Familiar with market research methodology
Able to work systemically through a sales cycle that can average 12 months
Machine Learning, Annual Sales, B2B Sales, Inbound Sales, Increase Sales, Outside Sales, Sales Drives, Sales data, Sales Pipeline, Sales Support, Sales Strategy, Sales Teams
