The Role
- The Technical Sales Engineer's responsibilities include maintaining extensive knowledge of the company’s offerings, functions, and processes and assisting in proffering solutions and closing sales.
Job Responsibilities / Duties
Market Research and Opportunity Identification:
- Conduct thorough market research to identify potential clients, industries, and geographical areas with a demand for CaTS’ services.
- Monitor industry trends and emerging technologies to proactively identify opportunities.
- Create a database of potential clients, partners, and projects.
Lead Generation and Prospecting:
- Develop and execute a robust lead generation strategy, including cold calling, email outreach, networking, and attending industry events.
- Qualifying leads to ensure they align with CaTS' capabilities and target market.
Client Relationship Management:
- Build and nurture relationships with existing and potential clients.
- Understand clients' needs, challenges, and pain points to tailor solutions effectively.
- Provide excellent customer service to enhance client loyalty.
Technical Consultation and Solution Presentation:
- Collaborate with the technical team to understand the intricacies of CaTS’ services and solutions.
- Translate technical information into easily understandable terms for clients.
- Create compelling proposals and presentations that demonstrate how CaTS’ services address clients' specific needs.
Sales Pipeline Management:
- Maintain a well-organized sales pipeline, tracking leads and opportunities from initial contact to closure.
- Meet set sales targets, and regularly report on progress to HOB.
- Identify potential roadblocks in the sales process and work to overcome them.
Collaboration with Technical Team:
- Act as a bridge between the technical team and clients, ensuring effective communication.
- Bring feedback from clients to the technical team for continuous improvement.
- Coordinate with the technical team during the project transition phase.
Negotiation and Closing Deals:
- Skillfully negotiate terms, pricing, and contracts with clients.
- Close deals and secure contracts while ensuring they align with the CaTS' profitability goals.
Post-Sales Support and Relationship Maintenance:
- Assist in onboarding clients and ensuring a smooth transition from sales to service delivery.
- Maintain ongoing communication with clients to address any concerns and identify opportunities for upselling or repeat businesses.
Documentation and Reporting:
- Keep accurate records of all sales activities, client interactions, and opportunities.
- Prepare regular sales reports and performance metrics for management.
Training and Development:
- Stay updated on industry trends, competitor activities, and relevant certifications.
- Continuously improve sales skills and technical knowledge to effectively represent the company's offerings.
Team Collaboration:
- Collaborate with other team members, to align efforts and achieve common business goals.
Qualifications
- Bachelor's Degree in either Electrical, Mechanical Engineering or any Business Degree
- 4 years sales experience of which at least 2 have to be in the engineering field.
- Strong communication, interpersonal, customer service, and sales skills.
- The ability to relate technical information to non-technical customers.
- Excellent technical and problem-solving skills.
- Good leadership and teamwork skills.
Expectations for Technical Sales Reps/Engineers:
- Market Penetration: The primary expectation is to expand CaTS’ client base and market presence. This should result in a significant increase in the number of qualified leads, opportunities, quotations and successful conversions.
- Revenue Generation: The Technical Sales Reps/Engineers should be responsible for achieving revenue targets. This includes not only closing deals but also ensuring that contracts are profitable and align with CaTS’ financial goals.
- Client Satisfaction: Maintain high levels of client satisfaction by understanding their needs, delivering tailored solutions, and providing excellent post-sales support. Repeat business and positive referrals would be indicators of this satisfaction.
- Sales Pipeline Management: Effectively manage the sales pipeline, ensuring that opportunities progress through the various stages efficiently. Regularly update and report on the pipeline's status to the HOB and Projects.
- Technical Proficiency: Continuously improve technical knowledge to better communicate the CaTS' services and solutions to clients. Be prepared to answer technical questions and address client concerns confidently.
- Collaboration: Collaborate closely with the technical team to bridge the gap between sales and service delivery. Ensure a smooth transition of projects from sales to execution.
- Documentation and Reporting: Maintain accurate records of all sales activities, client interactions, and opportunities. Provide regular reports on sales performance, lead generation, and market insights.
Roadmap for Technical Sales Reps/Engineers:
Onboarding and Training
- Familiarize themselves with CaTS' services, technical capabilities, and existing client portfolio.
- Learn about the CaTS' CRM system and other sales tools.
- Begin shadowing senior sales team members and attending RPM sales meetings.
- Complete any required technical training or certifications.
Lead Generation and Prospecting:
- Build a list of potential clients and industries.
- Engage in outreach activities, such as cold calls and emails.
- Qualify leads and prioritize them based on potential value.
Client Relationship Building:
- Build relationships with early stage leads and potential clients.
- Attend industry events and networking opportunities to expand the professional network.
- Conduct initial consultations to understand client needs and challenges.
Technical Consultation and Solution Presentation:
- Collaborate closely with the technical team to deepen technical knowledge.
- Create and present proposals and solutions to potential clients.
- Work on improving presentation and negotiation skills.
Closing Deals and Pipeline Management:
- Focus on closing deals and securing contracts.
- Master the art of negotiation and contract finalization.
- Continuously update and manage the sales pipeline, ensuring leads progress efficiently.
Ongoing/Concurrent: Client Relationship Management and Growth:
- Continue nurturing client relationships and ensuring client satisfaction.
- Identify opportunities for upselling or cross-selling additional services.
- Stay updated on industry trends and share insights with the team.
Quarterly and Annual Goals:
- Quarterly revenue targets and performance evaluations.
- Annual sales strategy review and adjustment based on market feedback and results.
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