Field Sales Engineer - New England USA

Main purpose and scope of the job

The Field Sales Engineer (FSE) will be working in a hybrid role, based in our Tewksbury, MA HQ, 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.

This Position Has Responsibility For:

• 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.

Minimum Qualifications (Skills and experience):

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 Integration
• 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

About You

You have worked for at least two years in the T&M industry and/or Systems Design/Integration and are comfortable discussing and selling at the systems level with engineering teams. You enjoy taking on new projects, guiding customers through their projects, providing exceptional customer service, and surpassing customer experience expectations. You can communicate across all necessary departments internally (engineering, production, sales, marketing, executive) to achieve results and can build relationships with your co-workers as you go. You appreciate and thrive in a small, dynamic, nimble, and progressive organization that encourages individual initiative and development. You have an inquisitive nature and understand how to develop accounts at multiple levels, cultivate relationships, mine for information, and apply your technical background to solve customer issues while positioning Pickering to become the preferred supplier in all circumstances.

About Pickering

Pickering has a reputation for providing a work environment that encourages long-term careers. To that end, we prefer to promote from within the company, allowing the employee to find a role that best suits them regarding career paths and a positive work environment. As we are a multinational company, these opportunities can be in the US and even in other countries.  

Pickering Interfaces is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other protected categories under all applicable laws.