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.