Sales Engineer - Strategic Accounts

Steel Craft•Hartford, WI

About The Position

The Sales Engineer – Strategic Accounts combines technical expertise with strategic account management to win, grow, and retain high-value customer relationships. Serving as both the technical authority and primary relationship owner for key accounts, this position translates customer requirements into engineered solutions, supports the sales process from initial inquiry through quotation and contract award, and drives long-term revenue growth by ensuring customers realize the full value of the company’s manufacturing capabilities, products, and services. The position works with customers and internal teams to assess technical requirements, develop solutions, review drawings and specifications, prepare quotations, manage strategic accounts, and support program launches. It also leads presentations, negotiations, issue resolution, sales reporting, and forecasting. The role requires an estimated 50% annual travel between local offices and customer sites. Work is performed primarily in a general office environment with limited, usually moderate noise. Noise may be loud when visiting the production floor. The position may also involve occasional exposure to dust, metal debris, and changes in ambient temperature, and requires appropriate personal protective equipment.

Requirements

Bachelor’s degree in Engineering (Mechanical, Manufacturing, Industrial, or a related technical field), or an equivalent combination of technical education and experience.
At least 5 years of experience in sales engineering, applications engineering, or technical sales; strategic or high-value account experience is ideal.
Ability to read and interpret engineering drawings, blueprints, GD&T, and technical specifications.
Working knowledge of metal fabrication, machining, welding, and related manufacturing processes.
Strong negotiation skills and a proven track record managing large accounts and closing complex technical sales.
Experience in consultative selling and developing tailored, engineered customer solutions.
Excellent interpersonal, communication, and presentation skills, including the ability to explain technical concepts to technical and non-technical audiences.
Ability to think strategically and understand complex business and technical needs.
Proficiency with ERP/MRP systems, CRM software, and Microsoft Office (Excel, Word, and PowerPoint); Epicor is preferred.
Knowledge of the industry and competitive landscape.
Ability to analyze market trends and translate them into actionable strategies.
Ability to work independently and as part of a team.
Ability to work under pressure and adapt to changing priorities.
While performing the job, regularly sit and use hands to finger, handle, or touch objects, tools, or controls; frequently talk or hear; and occasionally stand and walk.
Required vision abilities include close vision, distance vision, and the ability to adjust focus.
Ability to lift or carry up to 10 pounds occasionally.
Use appropriate personal protective equipment when required.

Nice To Haves

MBA or Master’s degree in Engineering, Business Administration, or a related field.
8 or more years of combined technical sales, engineering, and strategic account management experience.
Proficiency with CAD software such as SolidWorks or AutoCAD.

Responsibilities

Partner with customers to understand application requirements, performance specifications, and operating conditions, and recommend tailored solutions.
Review customer drawings, specifications, requests for quotation, and statements of work to assess manufacturability, materials, tolerances, and processes.
Collaborate with estimating, engineering, and operations to develop accurate, competitive quotes and proposals.
Serve as the primary technical and commercial point of contact for assigned strategic accounts.
Build relationships with customer engineering, procurement, quality, and executive stakeholders.
Develop and execute account plans with goals and metrics for revenue growth, retention, share of wallet, and account performance.
Pursue account growth through cross-selling, upselling, new part and program introductions, and contract renewals; prospect and qualify aligned new customers.
Demonstrate technical value through cost reduction, design-for-manufacturability improvements, quality, and lead-time advantages.
Deliver capability presentations, technical reviews, facility tours, and business reviews, and provide product and application training.
Lead pricing discussions, contract negotiations, and renewals, including review of technical, quality, and commercial terms.
Represent the voice of the customer internally and collaborate with engineering, estimating, production, quality, purchasing, and customer service.
Support new program launches and engineering changes from award through first article and production ramp-up, coordinating technical clarifications, quality documentation, and schedules.
Investigate and resolve technical, quality, and service concerns, coordinating root cause analysis and corrective action.
Maintain account, opportunity, and quote activity in CRM and ERP systems; track pipeline status, quote hit rates, and sales performance and provide forecasts and account health updates.
Monitor industry trends, technologies, materials, processes, and competitive activity to identify opportunities and threats.
Travel an estimated 50% annually between local offices and customer sites.