Senior Sales Engineer

Description

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 primary company representatives in pursuit of strategic sales and growth of engineered products and build to print manufacturing services. Accountable to create and execute a strategic sales plan for sales growth in current and new markets. Responsible for capturing sales orders for all company products and services against annual sales goals. Primary activities include relationship building, business development, applications engineering and product sizing, detailed proposal generation and order closing functions. Carries and assumes primary responsibility for certain industries and accounts. Also supports sales to other accounts and industries as needed. Manage strategic sales initiatives which are assigned. 

Key Results Areas: 

1. Develop and execute a strategic plan to meet corporate goals and support long term company strategy.

a. Form relationships with key points of contact within target business sectors and customers.

b. Cultivate detailed understanding of customer business processes and programmatic approach.

c. Gain effective market intelligence from customer conversations, conference attendance and research to allow BNI to best compete and meet customer needs and requirements.

d. Proactively seek engineered product and build to print sales opportunities through customers and related accounts.

e. Internally advocate product development that will meet market demands.

f. Assess industry plans and propose target programs.

g. Create capture plans including potential partnerships for select programs. 

h. Plan and support promotional activities including trade shows and participation in conferences.

i. Create promotional material including literature, site content and product presentations.

2. Actively pursue new strategic sales opportunities and customer relationships.

a. Solicit opportunities from designated accounts and industries by self-managed efforts including various face-to-face, electronic, and other communications. 

b. Champion new business opportunities to internal stakeholders with an emphasis on growth both within existing markets, and into new industries.

c. Travel to customer sites and industry events to gain insight into customer, programmatic, and market needs.

d. Qualify prospective inquiries and solicitations to make decisions to pursue via company guidelines and/or peer review as appropriate.

e. Gain awareness of potential competition and develop win strategies for qualified opportunities.  

f. Submit written reports of sales calls.

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

a. Study Barber-Nichols’ niche capability in pumps, compressors, fans, turbines, e-products, etc. to quickly qualify potential opportunities.

b. 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.

c. Develop and continuously broaden deep technical knowledge of turbomachinery and e-products.

d. Provide alternative solutions to technical challenges as required to meet unique customer criteria.

e. Develop an area of technical expertise within the sales group. 

f. Understand how product or service integrates into customer systems.

g. Show a willingness to train, teach, and/or mentor sales engineers as required.

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

a. Develop competency in proposal planning for opportunities varying from basic offerings to multi-month efforts with multiple volumes and complicated budgets/schedules.

b. Set direction of product offering considering budget, technical requirements, competition and availability of company resources. 

c. Utilize assistance from other company resources as needed but retain final responsibility for proposal integrity and on-time submission.

d. Clearly communicate customer requirements to orga