Sales Engineer - Power Systems

Cleveland Brothers Equipment Co•Hunker, PA

About The Position

The Sales Engineer develops, maintains, and grows strategic relationships with consulting engineers, electrical and general contractors, end users, facility managers, and other decision-makers in an assigned territory. The role promotes Caterpillar standby power solutions and provides technical expertise, application guidance, and project support from project conception and specification development through award, execution, and customer follow-up. The position executes territory growth strategies to expand market share, increase Caterpillar product specification activity, and strengthen relationships across key market segments. It identifies and develops opportunities through customer engagement, networking, industry involvement, and account management, and supports departmental sales and profit objectives for diesel and natural gas generator sets used in standby power applications. The Sales Engineer engages customers during project planning and design to influence specifications before competitive bidding. Duties include maintaining strategic account plans, identifying projects using resources such as Industrial Info Resources and Pennsylvania Builders Exchange, reviewing specifications, selecting equipment, and preparing technical and commercial quotations. The position is base plus commission. The sales manager may modify the product range and assigned accounts based on experience.

Requirements

At least five years of experience in standby power, power generation, electrical equipment, switchgear, controls, or related technical sales within the construction and electrical industries.
Demonstrated ability to develop new business, build strategic customer relationships, and achieve territory sales growth objectives.
Experience working with electrical contractors, consulting engineers, facility owners, end users, and other stakeholders involved in power generation and electrical infrastructure projects.
Strong understanding of standby power systems, generator sets, automatic transfer switches (ATS), switchgear, and related power distribution equipment.
Ability to interpret project specifications, construction drawings, one-line diagrams, bid documents, and technical requirements to develop solutions and quotations.
Excellent verbal, written, presentation, and interpersonal communication skills for engaging technical and non-technical decision-makers.
Strong analytical, organizational, and problem-solving abilities, including managing multiple opportunities, prioritizing activities, and developing strategies to improve win rates and customer satisfaction.
Proficiency with Microsoft 365 applications and CRM/ERP systems for opportunity management, forecasting, pipeline development, reporting, and customer relationship management.
Four-year bachelor's degree (Engineering preferred or Business), or five years of related experience in the electrical industry.

Nice To Haves

Engineering bachelor's degree preferred.

Responsibilities

Review project criteria, select equipment that meets requirements, and prepare quotations that meet specifications.
Execute a territory growth strategy to increase standby power equipment sales, market share, and profitability by identifying, pursuing, and securing new business.
Establish and maintain strategic relationships with electrical contractors, consulting engineering firms, facility owners, end users, and other decision-makers.
Identify, qualify, and develop project opportunities through customer engagement, networking, market intelligence, project-tracking resources, and industry involvement; influence specifications during design and planning.
Review project requirements, specifications, and operational needs to develop technically sound, commercially competitive standby power solutions.
Prepare timely quotations, proposals, and supporting documentation; provide value engineering, budgeting assistance, and technical recommendations while maintaining profitability.
Maintain an accurate sales pipeline in the company ERP system, including opportunity tracking, account activity, competitive intelligence, win/loss analysis, and strategic sales planning.
Lead opportunities from initial identification through project award and coordinate stakeholders to meet customer requirements, mitigate risks, and achieve sales objectives.
Collaborate with project managers, prime power sales representatives, service teams, operations personnel, and suppliers to support project execution, customer satisfaction, and account retention.
Monitor industry trends, customer needs, competitor activities, emerging technologies, and market developments to identify opportunities and strengthen competitive positioning.
Provide technical expertise, responsive support, and service throughout the sales lifecycle while continually improving product, industry, and sales knowledge.
Perform other duties as assigned to support the business.