About the Position
To achieve sales growth and expand ECT's market presence within an assigned territory by developing new business, growing existing accounts, and building strong customer relationships. The Sales Engineer serves as a primary customer-facing technical and commercial resource, promoting ECT products, services, applications, and technology to end users, OEMs, contractors, licensors, engineering firms, and other customers.
The Sales Engineer is responsible for identifying and developing opportunities, understanding customer technical and business needs, recommending appropriate ECT solutions, coordinating internal resources, and managing opportunities through the sales process to successful closure.
Key Responsibilities
Develop and execute sales activities within the assigned territory to achieve established revenue, growth, and market-development objectives.
Identify, develop, and pursue new business opportunities through prospecting, cold calling, referrals, industry contacts, customer visits, networking, and other appropriate business-development activities.
Develop and strengthen relationships with existing customers to increase customer retention, identify additional applications and opportunities, and expand the use of ECT products and services.
Establish and maintain relationships with end users, OEMs, contractors, licensors, engineering firms, channel partners, and other organizations involved in the specification, selection, purchase, or use of ECT products and services.
Maintain regular face-to-face and remote contact with customers throughout the assigned territory to understand their operations, technical challenges, business priorities, upcoming projects, and purchasing requirements.
Develop a thorough understanding of customer applications and recommend appropriate ECT products, services, and solutions to address customer technical and business needs.
Lead the sales process for assigned opportunities from initial identification and qualification through solution development, proposal, negotiation, and order closure.
Coordinate with Applications Engineering, Engineering, Operations, Product Management, and other sales engineers as required to develop appropriate technical solutions, scopes of supply, proposals, pricing, delivery expectations, and commercial strategies.
Review customer specifications, P&IDs, process information, and other available technical documentation to understand applications, identify sales opportunities, and communicate customer requirements to appropriate internal technical resources.
Perform site surveys and customer facility assessments when appropriate to gather information regarding existing instrumentation, valves, piping configurations, compressors, control systems, operating conditions, and customer requirements.
Develop and present technical and commercial proposals with support from Applications Engineering and other internal resources when required.
Develop and present business cases, value propositions, and ROI justification estimates where appropriate to demonstrate the technical and economic value of ECT solutions.
Conduct customer presentations, product demonstrations, technical discussions, lunch-and-learns, and training sessions to increase customer awareness, understanding, and confidence in ECT products, services, applications, and technology.
Build and maintain ECT's credibility with customer technical, operational, maintenance, engineering, purchasing, and management personnel through responsive, professional, and technically competent customer engagement.
Develop and maintain an effective territory and account plan, including target accounts, key contacts, active opportunities, growth initiatives, competitive information, and planned customer activities.
Maintain an accurate and current sales opportunity pipeline and provide timely forecasts of expected orders, revenue, significant opportunities, and territory activity.
Utilize the company's customer relationship management and sales reporting systems to document customer contacts, opportunities, quotations, activities, and other relevant sales information.
Monitor customer, competitor, and market activity within the territory and communicate relevant information regarding competitive products, pricing, market trends, customer requirements, and potential business opportunities to management and appropriate internal teams.
Identify opportunities to expand ECT's market presence through new accounts, applications, market segments, strategic relationships, and appropriate distribution or channel partners.
Represent ECT professionally at customer meetings, industry conferences, trade shows, technical events, and other market-development activities as required.
Provide appropriate follow-up after proposals and customer meetings to maintain opportunity momentum, resolve outstanding issues, and advance opportunities through the customer's decision-making process.
Support resolution of customer commercial or technical concerns by coordinating with appropriate internal resources and maintaining effective customer communication.
Complete and submit expense reports, sales forecasts, sales reports, customer activity reports, and other required business documentation accurately and in a timely manner.
Perform other duties consistent with the responsibilities of the position as assigned.
Requirements
Required:
B.S. in Engineering or a related technical discipline, or an equivalent combination of education and relevant technical and industrial sales experience.
Three or more years of relevant technical sales, sales engineering, business development, applications engineering, or related customer-facing experience in industrial instrumentation, controls, automation, rotating equipment, oil and gas, petrochemical, or related industrial markets.
Demonstrated experience developing customer relationships, identifying and qualifying opportunities, presenting technical solutions, and advancing opportunities through the sales process.
Up to 30% travel is required throughout the assigned territory and may include customer facilities, project sites, trade events, training activities, and other company locations. Overnight travel is expected, and occasional international travel may be required.
Desired:
Seven or more years of successful technical sales or sales engineering experience in industrial markets.
Sales experience in turbomachinery controls, compressor controls, rotating equipment, instrumentation, control systems, or industrial automation.
Experience selling engineered products, technical services, system upgrades, or application-based solutions.
Established relationships within relevant oil and gas, petrochemical, refining, pipeline, power generation, or other applicable industrial markets.
Experience selling to end users, OEMs, contractors, licensors, engineering firms, and other industrial customer types.
Experience developing technical and commercial proposals and presenting ROI or economic justification to customers.
Experience developing and executing territory and strategic account plans.
Experience using CRM systems for opportunity management, forecasting, and customer activity tracking.
Strong public-speaking, presentation, negotiation, and relationship-development skills.
Valid driver's license.
Ability to obtain and maintain a passport for business travel.
Additional Information
Work Environment:
The work environment includes both office and field-based activities. When working in an office environment, the position requires regular use of a computer, monitor, telephone, and other standard office equipment.
The position requires frequent travel to customer facilities and industrial sites. Travel may be by automobile or airplane and may range from several hours to multiple days.
Customer and project site environments may include process plants, compressor stations, control rooms, construction areas, and other industrial facilities. Conditions may include operating machinery, elevated noise levels, temperature variations, outdoor exposure, limited lighting, and other conditions typical of industrial environments.
Appropriate personal protective equipment and compliance with customer and company safety requirements are required while visiting industrial facilities.
Physical Demands:
The position requires the ability to sit, stand, walk, and occasionally kneel or climb stairs while working in office and industrial environments.
Customer and site visits may require walking through process plants, compressor stations, construction areas, control rooms, and other industrial facilities.
The employee must be capable of wearing required personal protective equipment, which may include safety footwear, safety glasses, hard hats, hearing protection, and protective clothing.
The employee must be able to lift or move up to 25 pounds.
The position requires sufficient visual ability for computer work, review of technical documentation, and observation of equipment and operating conditions.
The position requires regular use of hands and fingers to operate computers, office equipment, and electrical or mechanical test equipment as appropriate.
Benefits and Compensation
Competitive compensation depending on experience
Medical & Dental Insurance including Health Savings Account
Long Term Disability
FMLA benefits including both partners
401(k) with company match
ECT is an employee owned company and you will have the opportunity to join our ownership team and share in our success after a short vesting period.
About the Company
We (Energy Control Technologies, Inc.) are a fast-paced, entrepreneurial company that is looking for energetic employees to help us grow our company. ECT’s customers span from the Industrial/Manufacturing, Oil and Gas and the Bio-fuels market segments. Our products are state of the art in the field. You will have the opportunity to work on some of the most complex and critical machines that directly affect the operation of energy production plants across the world.