Senior Sales Engineer

Description

About Barber-Nichols: 

Barber-Nichols (BN) is a leading provider of custom turbomachinery for the Defense, Aerospace, Cryogenics and Energy industries. This is a unique place. Our company is made up of people that are at the top of their game. And we are working with customers who are at the top of their game. Together, we help our customers revolutionize their markets and build amazing relationships with them in the process. If you're seeking to work with an amazing team in a “get-it-done” atmosphere that supports your development, and recognizes your achievements, BN is the place for you.

Position Summary: The Senior Sales Engineer serves as one of the company representatives in pursuit of sales of engineered products for the space and defense industries. This position requires the ability to communicate the technical and functional aspects of company products and services to customers. The Senior Sales Engineer is responsible for independently leading capture of new business for all company products and services against annual sales goals. Primary activities include application engineering and product sizing, detailed budget and proposal generation, commercial terms negotiation and order closing functions.

Requirements

Key Results Areas:

1. Ownership of the new business opportunity lifecycle.

• Find and mature opportunities from customers by self-managed efforts including various face-to-face, electronic, and other communications. 
• Travel to customer sites and industry conferences to gain insight into customer, programmatic, and market needs.
• Qualify prospective inquiries and solicitations that meet company objectives.
• Gain awareness of potential competition and develop win strategies for qualified opportunities. 
• Submit written reports of sales calls.

2. Lead and write proposals in response to customer inquiries.

• Develop competency in proposal planning for opportunities varying from basic offerings to multi-month efforts with complicated budgets/schedules, including FAR-compliant proposals with certified cost and pricing requirements.
• Define technical solutions that consider budget, technical requirements, competition, and availability of company resources.
• Direct proposal teams, made up of internal subject matter experts as needed, but retain final responsibility for proposal integrity.
• Clearly communicate customer requirements to the organization and specifically to the proposal team to adequately mature design concepts.
• Ensure on-time proposal submission, support negotiations, and close orders in support of sales goals.
• Review and reconcile customer orders against proposal/negotiated terms.

3. Build knowledge of Barber-Nichols’ product, capabilities and solutions to enable best fit with customer needs.

• Study Barber-Nichols’ existing designs for pumps, compressors, fans, turbines, e-products, etc. to familiarize with existing markets and customer applications.
• Learn basic preliminary applications engineering and product sizing calculations for pumps, compressors, turbines, and power electronics products to qualify and provide timely/useful feedback to customers.
• Develop and continually broaden knowledge of the technical aspects and limitations of company products and capabilities.
• Develop an area of technical expertise within the sales group.
• Understand how products and/or services integrate into customer systems.

4. Market familiarization, relationship building and promotion.

• Form relationships with key points of contact within target business sectors and customers. 
• Cultivate detailed understanding of customer business processes and programmatic approach.
• Plan and support promotional activities including trade shows and participation in conferences. Share experiences and learnings with organization via call or trip reports.
• Work with marketing team to create promotional material including literature, site content and product presentations.

Qualifications:

To qualify for this position, an individual must possess the knowledge, training, experience and abilities required. 

Education and Training

• Bachelor's degree in engineering discipline or equivalent science; or equivalent combination of education and experience.

Experience

• 10+ years of experience working in technical sales or engineering position.

Other

• Excellent written and verbal communication skills. 
• Must have driver’s license to support range of customer visits.
• Must be willing to work overtime as required.
• Travel up to 20% of working time.

Desired Job