Sales engineering work is a combination of engineering principles and sales methodologies. Sales engineers possess in depth knowledge about both the technical features of a product as well as how it will benefit and impact customers. Unlike normal sales persons who have to visit various clients' offices in order to get them interested in a particular product, sales engineers come into the picture when a client has already shown some amount of interest in a product and needs further explanation or convincing from a technical point of view.
In some cases, they act as a liaison between a general customer base and the core production team by providing the engineers with user feedback about the product and giving them tips on improving the product. Sales engineers are employed by large manufacturing companies who deal with products that are created using complex engineering methods. They form an integral part of the sales team in such organizations.
Functions
Depending upon their specific job role, sales engineers may have to either carry out sales-centric roles or engineering related tasks. A few of them carry out both types of tasks on a daily basis. On the sales side, conducting in-depth sales presentations for clients, providing precise information to customer queries and explaining benefits of a products from a technical point of view are some of the job duties carried out by them. On the engineering side of things, they work in close coordination with the manufacturing team and explain the needs of a potential client. They may add in their own perspective on how the final product should appear and may provide their insight for the same.
Convincing a client with the help of factual information and portraying the technical superiority of a product is one of the roles performed by them. As they already know about the client's requirements, they can alter their sales pitch appropriately. In addition to these tasks, they may also provide after sales customer support and help with the installation of a particular product. Development of new products on the basis of the general requirements of various clients is another job function carried out by sales engineers.
Skills
Possessing a positive attitude with good communication, interpersonal and convincing skills are necessary traits that all sales engineers must possess. They should have excellent technical knowledge about all products manufactured in their company. Having good problem solving skills is essential because a major part of their job involves solving client problems and answering their queries which can be highly technical at times. They should have an analytical thought process and should be detail oriented as it helps them in performing their work more efficiently. As they are a part of the sales team, being well groomed and articulate is necessary for those working in sales engineering work.
Requirements
A bachelor's degree in engineering or science with specialization in mechanical, electrical or information technology is considered to be the minimum educational requirements for this job position. Some hiring organizations may also require those with a master's degree in business administration or sales and marketing along with an engineering degree. Prior experience in the field of sales is considered to be an added advantage and increases chances of securing the job. Many professionals continue their education in sales or engineering while working in this position as better qualifications increase their chances of gaining a job promotion.
Career Advancement
Sales engineers may receive promotion to the position of a sales manager depending on their qualifications, performance and overall experience in the company. Having to work in larger sales territories is another type of career advancement that takes place in this field. Some of them may also start their own private firms based on the experience gained in this job.
Salary and Benefits
On an average, sales engineers earn between $60,000 and $100,000 depending upon a number of different factors such as industry and experience level of the person. They also receive salary bonus for achieving their targets and performing well on the job.
Thus, sales engineer work is a good career choice for those who possess interest in both engineering as well as sales. It has good renumeration, career advancement options and job prospects.