Sales Engineer

The Sales Engineer’s(SEI) primary responsibility is to support field sales personnel with machine quotations and other commercial information for KHS packaging equipment. The SE supports the sales process with technical expertise.

Reports to: Sales Director or designee

Roles and Responsibilities

• Reviews Requests for Quotes (RFQs) from Sales personnel or customers; analyzes and evaluates customer’s technical and commercial requirements.
• Specifies the proper machine, components and technology for customer’s application; establishes a pricing structure for the project; accesses information from a variety of sources for costs; proposes solutions that will meet technical and commercial requirements; interfaces with Sales and the customer in clarifying technical scope.
• Prepares quotations/proposals/layouts for packaging systems including equipment and/or services utilizing KHS’ quoting processes, procedures and tools; ensures the quotes are compliant with standards and all customer requirements have been met; processes project orders
• Oversees order confirmation and risk review; gathers technical information that is missing from the RFQ and incorporates into the quotation; serves as quotation guardian for product specialty; follows ISO procedures for sales activity.
• Reviews and assesses 3rd party quotations and technical information for compliance as required per the application.
• Prepares cost estimates for project impact on customer’s line; explains technical functions of machinery and components; articulates competitive advantages of KHS line compared to competitor’s machines.
• Tracks and analyzes proposal and sales order activity of the product line for management needs.
• Supports and may participate in sales process including sales calls, presentations and qualification of customers; may attend trade shows and conferences as directed by management.
• This position requires up to 10% travel by public transportation including airlines. A valid passport and drivers’ license are required.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

Ability to learn and become proficient at developing quotations and layouts for complex capital equipment projects; knowledge of technical aspects of packaging machine technology within area of product specialization; ability to analyze applications and build appropriate solutions into a competitive proposal; ability to work effectively and independently on multiple proposals with limited supervision.

Analytical - Synthesizes complex or diverse information; collects and researches data; uses intuition and experience to complement data.

Problem Solving - Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason, even when dealing with emotional topics; demonstrates attention to detail.

Project Management - Coordinates quotation process; communicates changes and progress.

Customer Service - Responds to requests for service and assistance; fulfills commitments.

Interpersonal Skills - Focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting; keeps emotions under control; remains open to the idea of others and implements innovative techniques.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds positively to questions; demonstrates group presentation skills; participates in meetings.

Written Communication - Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information.

Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to the views of others; gives and welcomes feedback; contributes to building a positive team spirit; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.

Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Cost Consciousness - Works within approved budget; develops and implements cost-saving measures; contributes to profits and revenues; conserves organizational resources.

Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

Bachelor’s Degree in Marketing, Business or Engineering; more than 3 years related experience in engineering or sales of packaging machines.

Language Skills

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals; ability to write routine reports and correspondence; ability to speak effectively before groups of customers or employees.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume; ability to apply concepts of basic algebra and geometry.

Reasoning Ability

Ability to apply common sense in order to execute instructions furnished in written, oral, or diagram form; ability to deal with problems involving several concrete variables in standardized situations.

Computer Skills

Mastery of Microsoft Office and knowledge of MS Project; ability to read, interpret and utilize AutoCAD, Solid Works, Pro E and other software program drawings and learn ERP software.

Other Qualifications

Ability to travel on airplanes and other means of public transport to visit customer facilities up to 20% of the time; valid driver’s license and passport required.

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to stand, walk and sit; the employee must occasionally lift and/or move up to 25 pounds; specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.