Sales Engineer

USA remote positionLocal Business Unit: Memphis, TN or Philadelphia, PADesign and Production Office: Plymouth, UK

Brief Description:Sales Engineer to market and promote the sale of Pandrol (Vortok) products through proactive business development activity with our customers, Pandrol Americas’ sales teams, agents, and other stakeholders, i.e., rail infrastructure owners, maintainers, and contractors.The role will include development of new and existing markets through regular customer visits in accordance with marketing plans. Opportunities will be managed through Customer Relationship Management in conjunction with the Pandrol Americas’ sales team and Head of Business Development to maximize the conversion to sales.

Job Purpose and Responsibilities:

• To collaborate with and support the Pandrol Americas’ sales team maximize the sales potential of Pandrol’s Track Mounted Equipment product line.

• To present and promote Pandrol products and services in a technical and engineering bias to the relevant bodies and people with our customer and potential customer portfolio.

• To promote and portray Pandrol’s expertise and excellence with existing and potential customers to improve their awareness of Pandrol’s development, design, and quality commitment.

• To establish excellent customer relationships and provide a high standard of service to customers (both internal and external) in accordance with company policy.

• Grow and retain existing accounts by presenting new solutions and services to clients.

• Support technical assessment and documentation of customer requirements.

• Evaluate compatibility of existing products against customer requirement.

• Compile quotation proposals for Head of Business Development approval and Sales Team administration.

• Work with technical staff and other internal colleagues to meet customer’s needs.

• Represent product and business through attendance of exhibitions in the USA and Canada.

• Technical support before and after product sales.

• To carry out contract / order review in accordance with documented company procedures.

• Administer opportunities in Customer Relationship Management (CRM) system.

• Follow opportunities to closure, maximizing conversion rate.

• Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion.

• Ensure opportunities and leads in CRM system are kept up to date with probability of conversion, value and forecast conversion date to support production planning.

• Arrange and participate in internal and external client debriefs.

• Support the application for larger quotation through the SCAA process

• Support annual and biannual sales budget setting process using market intelligence gathered through customer contacts

Flexibility

:Required to offer flexibility to conduct conference calls to suit range of global time zones, including Europe and New Zealand. Note that this will require occasional commitment in the evening on weekdays. Regular hours worked in evening can be subtracted from typical business hours.

Knowledge, Skills and Experience:

• Technical experience within the rail industry

• Railway signaling and/or track experience advantageous.

• Educated to degree level in Engineering, preferably mechanical or civil engineering or equivalent qualification i.e., Recognized Professional Body.

• Confidently able to represent and present Pandrol (Vortok) Ltd’s product range to existing and prospective customers. This includes the ability to explain products technical features and sell value proposition to customers.

• Fluent English speaker and advantageous to have other language skills but not essential.

• Mechanical aptitude for demonstrating products in railway track environment.

• Ability to establish, build and maintain strong customer relationships.

• Excellent verbal and written communication skills with the ability to effectively chair meetings and interpret, create, and present technical and commercial documents.

• Ability to read, interpret and analyze engineering documentation including drawings, models, standards, and procurement specification.

• Ability to build positive working relationships with all relevant stakeholders.

• Competency in MS Office suite. Emphasis in Word, Excel, Outlook, and PowerPoint. CAD competence an advantage

• Full drivers’ license.

• Knowledge of manufacturing environment (fabricated, cast and composite parts) desirable.We are an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, age, sexual orientation, gender identity, or any other characteristic protected by applicable laws.