Sales Engineer

Ingersoll Rand Compressor Systems & Services; Melbourne; On-site; AUD 90,000 - 120,000; Full time

Job summary

CAPS Australia, now part of the Ingersoll Rand family, seeks a Sales Engineer to drive revenue by delivering technical solutions and exceptional customer service across our compressed air and power generation products. You will engage with customers, prepare quotations, and support branch team objectives.

In this role, you will build strong customer relationships, manage leads with our CRM, and collaborate with Sales, Parts and Service teams to achieve sales targets and profitability.

Qualifications

• Time management to prioritise multiple customer requests and deadlines.
• Driven, goal-oriented approach to achieve revenue and service targets.
• Strong customer focus with ability to build and sustain relationships.
• Proactive problem solving and initiative in improving processes and outcomes.

Responsibilities

• Collaborate with the branch team to grow revenue across equipment, parts, hire, and service.
• Respond to enquiries for spare parts, tools, generators, and air/compressors via phone, email, and in person; prepare quotations.
• Provide responsive support to internal customers across Sales, Parts and Service; drive inter-branch collaboration.
• Maintain and strengthen relationships with existing customers to encourage repeat business and loyalty; use CRM to track leads and analyze data.
• Ensure transactions comply with internal policies and procedures and document interactions accurately.
• Identify and qualify potential customers through prospecting, networking, and online lead generation; aim to convert leads into sales.

Skills

Time Management

Results Orientation

Customer Focus

Initiative

Job description

CAPS Australia is a trusted name in industrial solutions, offering an extensive range of products and services across ten branches nationwide. Since 1980, we've been powering industries with expert advice, quality equipment, and exceptional service. In 2024, CAPS proudly became part of the global Ingersoll Rand family, a market leader in innovative air, fluid, energy, and medical technologies.

Role Purpose

The Sales Engineer is the frontline representative of CAPS Australia, responsible for engaging with customers for the purpose of addressing enquiries, determining appropriate solutions and for sales of the companies’ complete range of products in order to generate profitable revenue. Sales engineers focus on driving revenue growth by aligning customer needs with technical solutions, often bridging the gap between technical products and sales. This is achieved through a variety of initiatives, including understanding customer requirements, delivering technical presentations, and collaborating with the wider sales teams. Ultimately, sales engineers aim to increase sales, build strong customer relationships, and contribute to the overall success of the company.

Job Objective

This role is accountable for generating revenue by delivering excellent customer service to clients and by contributing to the efficient operation of their respective branch. Sales Engineer are required to engage with a wide range of industrial compressed air and power generation applications and collaborate closely with the branch team to support the company’s sales and service objectives.

Key Accountabilities

Revenue Growth

• Work collaboratively with the branch team to increase revenue across complete equipment sales, parts sales, wholesale, hire, and service categories.
• Identify and implement improvements to increase customer satisfaction and sales outcomes.

Customer Enquiries & Sales

• Manage and respond to enquiries related to spare parts, tools, generators and air and gas compressors via telephone, email, and face to face interactions.
• Prepare and manage quotations in response to customer enquiries and follow through to successful outcome.
• Meet or exceed assigned sales objectives for revenue, gross margins, or other key performance indicators (KPIs).

Internal Support

• Provide responsive support to internal customers across Sales, Parts, and Service functions, including inter-branch collaboration.

Customer Service Excellence

• Maintain and strengthen relationships with existing customers to encourage repeat business and loyalty.
• Effectively use customer relationship management (CRM) systems to track leads, manage customer interactions, and analyse sales data.
• Take proactive steps to improve customer experience and modify practices as needed to exceed expectations.

Operational & Financial Accountability

• Ensure all transactions and interactions are documented and comply with internal policies and procedures.

Sales And Profitability Objectives

• Achieve Sales Targets: Meet or exceed assigned sales objectives for revenue, margins or other key performance indicators (KPIs).
• Increase Revenue: Drive overall sales revenue growth, measured monthly or annually.
• Generate Leads: Identify and qualify potential customers through various channels, such as prospecting, networking, and online lead generation.
• Customer Acquisition: Successfully convert leads into new customers.
• Customer Retention: Maintainand strengthen relationships with existing customers to encourage repeat business and loyalty.

Qualifications, Experience, Knowledge, Skills, And Abilities

• Time Management: Efficiently managing time and workload to maximise productivity and meet deadlines.
• Results Orientation: Drive to meet or exceed sales targets and customer service goals.
• Customer Focus: Demonstrated commitment to delivering quality service and building customer relationships.
• Initiative: Proactively identify opportunities for improvement and take action to resolve issues without prompting.