Field Sales Engineer - USA

Main purpose and scope of the job

The Field Sales Engineer (FSE) will be working out of a home office in the Washington D.C./Baltimore/Northern VA area (preferred, but other close areas may be considered) and will be responsible for establishing and/or expanding Pickering's modular switching and simulation business for accounts related to Automated Testing. This position is accountable for supporting customer applications, key account knowledge, networking, developing new accounts and supporting the strategic objectives of the National Sales Manager. The FSE will also provide market and industry/competitive data from the field to product development teams and nurture sales opportunities from inception to close while utilizing funnel management techniques and CRM software (Salesforce).

The FSE reports to the National Sales Manager and works in close coordination with other Field Sales Managers, the Business Development Manager, and the technical and customer support teams, as necessary.

Duties & Key Responsibilities 

• Increasing Pickering market/account share by gaining new project wins in target accounts/markets.
• Providing front-line technical support for customers.
• Pre and Post-sales support.
• Assist in developing and executing sales strategies and objectives for the assigned accounts/markets to achieve market share growth and maximize sales revenue and profitability.
• Providing regular status updates on opportunity/account development and performance-to-plan along with updated revisions to sales and marketing strategies, account expansion, and other actions required to achieve and exceed projected targets.
• Maintaining and reporting an opportunity funnel/forecast for the general business and specific large project business.
• Developing and presenting proposals, negotiating orders, and ensuring that they are submitted with the required paperwork
• Demonstrating knowledge of Pickering products to the extent that technical discussions can be held with systems engineers, that lead to a preference in solutions using Pickering products/services.
• Providing input to Product Marketing, Engineering, and Operations teams to help direct new product development that reflects market trends and customer needs.
• Conducting regular on-site visits with key customers to build preference in working with Pickering.
• Creating relationships with integration partners who can help further expand Pickering's market share.
• Analyzing and reporting the competitive situation for target accounts/markets.
• Assisting during seminars or trade shows.
• Monitoring after-sales support communication to ensure customer satisfaction.

Skills and experience:

Minimum Qualifications (Experience and Skills)

To perform the job successfully, the individual should demonstrate the following competencies:

• Excellent understanding of basic electrical concepts, preferably with prior experience in engineering and/or sales of ATE, switching and/or data acquisition systems.
• Strong commercial acumen and advanced negotiating skills.
• Ability to read market dynamics and trends and adopt the appropriate strategy for best results.
• An excellent cross-channel communicator, willing to help develop accounts/markets in a specific territory, as well as support fellow team members.
• Due to the nature of target customers for this position, it is only open to US citizens or US Green Card holders; Pickering will not sponsor any visa or Green Card requirements.
• Highly customer focused with customer service orientation.
• A proactive can-do and positive attitude.
• Strong business acumen and ability to adapt to evolving customer needs.
• Strong analytical skills.
• Proven ability to communicate effectively (verbal and written) with customers and to interface with a variety of organizations
• Strong time management, organizational, and negotiation skills.
• Available to travel across the assigned country as necessary to develop the business.
• Proficiency in MS PowerPoint, Excel, Word, Salesforce.com, and database applications.

Preferred Qualifications

• Test and Measurement industry experience.
• Experience working with customers in the Vehicle Electrification, Space, and defense industries.
• Proven track record of expanding market share within key accounts and markets.
• In-depth knowledge of ATE, switching and or data acquisition systems.
• Bonus points for: LabVIEW, Test Stand Design, Python, C++, Test Automation, PXI, FMEA, System Design and Integratio
• A history of working within US government prime contractors and demonstrable networks within one/multiple primes is strongly preferred (Lockheed Martin, Northrop Grumman, Raytheon, Honeywell, Boeing, Collins).

Education Requirements

• Bachelor's Degree in Electrical Engineering or Electronics Engineering preferred. Other college degrees in conjunction with relevant technical business development and/or sales experience considered.