Title:  Sales Engineer

SUMMARY:

The Sales Engineer reports directly to the Director, Sales & Marketing and is responsible for executing the Company’s business development plan utilizing available research and analysis of business opportunities and trends, assessing potential developing projects, develops new business relationships with prospective customers and increases business with present customers by maintaining personal contacts.  The Sales Engineer will participate in the development of Long Range Strategic Plans and in creating the Annual Operating Plans and budgets; develops strategic direction from market information and creates compelling market analysis presentations. One of the primary functions is to create and submit proposals and obtain orders. This position will interact with customers, consultants, and internal staff.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Take a lead role in the business development function of identifying and capturing new business opportunities; and developing the requisite business development metrics, point papers and presentations.
• Will lead the proposal team, under a matrix organization, in preparation, review and approval of all proposals within their territory.
• Has input into the design and implementation of policies, procedures and systems required to meet business development objectives.
• Communicates to management the status of new business opportunities.
• Will participate in the development and recommendation of new strategies for sales for both existing customers and future prospects, including potential teaming and adjunct systems/platforms closely aligned with corporate policies.
• Formulate plan strategies, opportunities, competitive posturing, and market, customer and company assessments.
• Establish and maintain routine interfaces with customers and continue to promote product awareness.  Support customers, where possible, with the development of their acquisition plans. 
• Participate in sponsored trade shows, exhibits and special events as needed including ownership of one or more events. Coordinate all product marketing material (brochures, videos, CDs, etc.), including concept generation, message format and content, and product material dissemination.
• Develop and implement objectives in compliance with organization goals and monitor performance against these objectives to assure effective utilization of resources.  Develop and manage Business Development operating budgets.
• Coordinate and facilitate activities and commitments with other departments and/or functions.
• Negotiates detailed business terms for third party agreements; acts as primary interface between partners and internal departments.
• Develops and tracks project schedules.     

Additional Skills and Abilities:

• Must have ability to collaborate across multiple departments to form strong relationships. 
• An experienced negotiator with experience in governmental proposal preparation and bidding process preferred.
• Must be willing and able to travel.
• A proven track record demonstrating the ability to effectively communicate with the customer on complex, technical issues and the ability to develop strong, lasting relationships which ultimately lead to the development of more business.
• Should have a solid understanding of the role of Congress, the various Committees and Committee Members, the DOD, and the influences of the other services and related agencies and how they impact business.
• Ability to communicate new ideas in a manner that produces “buy-in” both internally and externally to the various customers.
• Business savvy and the ability to analyze investments versus results and use this information to establish priorities.

QUALIFICATIONS:

Must possess strong verbal and written presentation communications skills.  Excellent planning and organizational, project management and time management skills a must.  Ability to work on complex problems where analysis of situations or data requires an evaluation of intangible variance factors.  Knowledge in aerospace fluid flow components. Strong market research skills.  Strong analytical skills.  Excellent influence and client management skills.  Proficient with MS Office including Word, Excel, Project and PowerPoint. 

EDUCATION and/or EXPERIENCE:

A Bachelor’s degree in Mechanical Engineering/Business or a related field preferably in marketing or a related discipline; or a combination of education/experience equivalent.  A Master’s degree a plus.  A minimum of 5 (five) years product management, engineering and/or business development experience with at least three (3) years of experience managing projects and budgets.

LANGUAGE SKILLS:

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to effectively present information to top management, public groups, and/or boards of directors.

MATHEMATICAL SKILLS:

Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. 

REASONING ABILITY:

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exits.  Ability to interpret a variety of instructions furnished in written, oral, diagram and schedule form.

PHYSICAL DEMANDS:

While performing the duties of this job, the employee is regularly required to sit for long periods of time, walk and reach with hands and arms.  Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focuses. Setting up and tearing down trade show booths will be required along with preparing and packing the associated materials.  This requires the ability to lift, push and/or move objects and maybe unassisted of more than 50 pounds.

WORK ENVIRONMENT:

Majority of work is performed in a typical office environment with no major sources of discomfort.  Essentially a normal controlled working environment with noise levels within acceptable safety limits and acceptable lighting and temperature conditions. 

This description indicates the general nature of the tasks and responsibilities required of positions given this classification.  It is not intended as a complete list of specific duties and responsibilities, nor is it intended to limit or modify the right of management to assign, direct and control specific duties of individuals performing this function.  The Company reserves the right to change, modify, amend, add to or delete from any section of this document as it seems, in its judgment, to be proper.  This description supersedes any previous description for this position.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.