Sales Engineer

Progressive Surface, Inc.; Grand Rapids (MI); On-site; USD 90,000 - 120,000; Full time

Job summary

Progressive Surface, Inc. is seeking a Sales Engineer to partner with engineering and operations to translate customer requirements into application recommendations and proposals for surface enhancement solutions, including shot peening, grit blasting, waterjet cleaning, and thermal spray coating equipment.

You will manage the opportunity from lead through close, support demonstrations and commissioning as needed, travel domestically and occasionally internationally (about 10-20%), and maintain

Qualifications

• Bachelor's degree (B.S.) from a four-year college/university; or 5+ years of experience/training selling machine tools or capital equipment (preferably surface enhancement processes: shot peening, grit blasting, waterjet (WJ) cleaning, thermal spray coating); or equivalent combination of education and experience.
• Preferred consultative technical sales experience with surface enhancement equipment.
• Travel: Willing and able to travel domestically and occasionally internationally (typically 10-20%, based on territory/customer demand).
• Clear written and verbal communication and ability to translate customer requirements into product recommendations.

Responsibilities

• Develop and maintain a level of qualified prospects sufficient to meet sales goals.
• Qualify prospects as to budgeted dollars, decision process, and time frame.
• Maintain a level of company knowledge, product knowledge, and selling presentation skills sufficient to obtain maximum closing.
• Distill Customer Specifications into requirements used by Proposal engineering to develop technical proposal for equipment.
• Present these proposals to customers, defining a value proposition for our solution overcoming technical and commercial obstacles and winning the opportunity.
• Manage contact with customers in assigned accounts.
• Follow up on sales leads in a timely manner and report on the results.
• Maintain accurate forecasts in terms of value, product type, and purchase order and installation date.
• Define marketing ideas for industries of responsibility.
• Identify process/product development ideas which would result in cost reduction, new product development, or improvement in operations.
• Provide technical support to clients relating to use, operation, and maintenance of equipment.
• Complete all administrative reports on a timely basis; maintain accurate records.
• Performs other work-related duties as assigned.

Skills

Consultative technical sales

Problem solving

Communication

Travel willingness

Education

Bachelor's degree or equivalent

Job description

This role partners with engineering and operations to translate customer requirements into application recommendations and proposals for surface enhancement solutions, including shot peening, grit blasting, waterjet (WJ) cleaning, and thermal spray coating equipment. The Sales Engineer manages the opportunity from lead through close, supports demonstrations and commissioning as needed.

Essential Duties and Responsibilities

• Develop and maintain a level of qualified prospects sufficient to meet sales goals.
• Qualify prospects as to budgeted dollars, decision process, and time frame.
• Maintain a level of company knowledge, product knowledge, and selling presentation skills sufficient to obtain maximum closing.
• Distill Customer Specifications into requirements used by Proposal engineering to develop technical proposal for equipment.
• Present these proposals to customers, defining a value proposition for our solution overcoming technical and commercial obstacles and winning the opportunity.
• Manage contact with customers in assigned accounts.
• Follow up on sales leads in a timely manner and report on the results.
• Maintain accurate forecasts in terms of value, product type, and purchase order and installation date.
• Define marketing ideas for industries of responsibility.
• Identify process/product development ideas which would result in cost reduction, new product development, or improvement in operations.
• Provide technical support to clients relating to use, operation, and maintenance of equipment.
• Complete all administrative reports on a timely basis; maintain accurate records.
• Performs other work-related duties as assigned.

Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements 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.

• Bachelor's degree (B.S.) from a four-year college/university; or 5+ years of experience/training selling machine tools or capital equipment (preferably surface enhancement processes: shot peening, grit blasting, waterjet (WJ) cleaning, thermal spray coating); or equivalent combination of education and experience.
• Preferred: Consultative technical sales experience with surface enhancement equipment/systems; ability to quote, provide application support, and manage long/complex capital sales cycles.
• Travel: Willing and able to travel domestically and occasionally internationally (typically 10-20%, based on territory/customer demand).
• Strong comprehension of business/technical information and regulations; able to interpret and execute instructions in written, oral, diagram, and schedule formats.
• Clear written and verbal communication (reports, correspondence, presentations); able to translate customer technical requirements into appropriate product/equipment recommendations.
• Strong problem-solving and analytical skills; able to define issues, gather/interpret data, and draw sound conclusions in dynamic environments.
• Self-motivated and computer-literate; able to work independently with minimal supervision while demonstrating leadership initiative, and accountability aligned with Progressive Surface's business philosophy and sales goals.

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 occasionally required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; and talk and hear.