Sales Engineer

Pandrol USA LP•Memphis, TN

9d•Remote

About The Position

This is a USA remote position for a Sales Engineer responsible for marketing and promoting the sale of Pandrol (Vortok) products. The role involves proactive business development with customers, Pandrol Americas’ sales teams, agents, and stakeholders in the rail infrastructure sector. Key activities include developing new and existing markets through customer visits, managing opportunities via a CRM system in conjunction with the sales team and Head of Business Development to maximize sales conversion. The position requires flexibility for conference calls across global time zones, including occasional evening commitments. The role will collaborate with and support the Pandrol Americas’ sales team to maximize the sales potential of Pandrol’s Track Mounted Equipment product line. The Sales Engineer will present and promote Pandrol products and services with a technical and engineering focus to relevant parties within the customer and potential customer portfolio. They will promote Pandrol’s expertise and development, design, and quality commitment to existing and potential customers. Establishing excellent customer relationships and providing a high standard of service are crucial. The role involves growing and retaining existing accounts by presenting new solutions, supporting technical assessments, evaluating product compatibility, and compiling quotation proposals. Collaboration with technical staff and internal colleagues is expected to meet customer needs. The Sales Engineer will represent the product and business at exhibitions in the USA and Canada, provide technical support before and after sales, and conduct contract/order reviews. Opportunity administration in the CRM system, following opportunities to closure, handling objections, and ensuring CRM data is up-to-date for production planning are key responsibilities. The role also includes arranging and participating in client debriefs, supporting the SCAA process for larger quotations, and contributing to sales budget setting using market intelligence.

Requirements

Technical experience within the rail industry
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
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.
Full drivers’ license.

Nice To Haves

Railway signaling and/or track experience advantageous.
Other language skills
CAD competence an advantage
Knowledge of manufacturing environment (fabricated, cast and composite parts) desirable.

Responsibilities

Collaborate with and support the Pandrol Americas’ sales team to maximize the sales potential of Pandrol’s Track Mounted Equipment product line.
Present and promote Pandrol products and services in a technical and engineering bias to the relevant bodies and people within the customer and potential customer portfolio.
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.
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.
Provide technical support before and after product sales.
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.