Senior Technical Sales Engineer

Copeland•Kennesaw, GA

13d•Hybrid

About The Position

The Senior Technical Sales Engineer is a key member of the Copeland Cold Chain Technical Sales team focused on their assigned OEM customers. They will understand customer pains and needs and determine the best Copeland controls for the end user’s applications. The Senior Technical Sales Engineer (TSE) will need to learn the portfolio of Copeland Cold Chain controls and services portfolio as well as how to apply these controls to the OEM’s applications. The Senior TSE will work closely with an Account Executive to ensure OEM customers successfully specify, apply, implement and expand Copeland controls and services from a technical sales perspective. They will serve as a trusted customer partner and technical expert with a customer focused perspective. The Senior TSE will work side by side with the Account Executive for their assigned OEM customers. They will cross-functionally collaborate with Project Management, Product Management, Field Services, Solution Architects, Technical Services, System Engineering, Professional Services, etc. The Senior TSE will interact directly with our Commercial teams across the Americas and our Product / Engineering teams in Kennesaw, GA, Belluno, Italy, Eden Prairie, MN and Sidney, OH. As the Senior Technical Sales Engineer, you will: Serve as trusted customer partner and technical subject matter expert for refrigeration, HVAC and lighting controls (supervisory, distributed, custom, third-party integrations) and applicable services (commissioning, programming, project) Serve as OEM application expert Understand controls and services market trends and competitive capabilities Collaborate with the sales team on customer facing engagements and serve as technical sales and OEM application expert. Pull in Solution Architecture, Product Management, Systems Engineering and/or Engineering where needed Create high level, technical requirements for new OEM opportunities, including but not limited to hardware bill of material, integrations to third party devices, control panels, base programming files, distributed controllers, and field services. Collaborate with Copeland execution teams to ensure successful deployment of controls, integrations and/or other services Customer focused approach with emphasis on land, implement and expand phases of the sales cycle

Requirements

BS degree in Engineering, or related technical discipline -or- equivalent industry experience
Four years of food retail or foodservice product development / engineering / field service / technical support or related experience
Knowledge of Copeland control systems for Food Retail/Foodservice, including but not limited to E3, Site Supervisor, distributed controls (e.g. case controllers)
Hands-on experience with Food Retail/Foodservice Building Management Software
Demonstrated success in technical role in the food retail or foodservice industry -or- similar industry
Proven experience in consultative solutions selling
Effective analytical, coordination and verbal communication skills
Adaptability to handle changing selling environments
Ability to travel 40-50%

Nice To Haves

BS degree in Engineering, or related technical discipline
Seven years of food retail or foodservice product development / engineering / field service / technical support or related experience
Demonstrated ability to collaborate and communicate effectively and build strong relationships with customers and internal team members

Responsibilities

Serve as trusted customer partner and technical subject matter expert for refrigeration, HVAC and lighting controls (supervisory, distributed, custom, third-party integrations) and applicable services (commissioning, programming, project)
Serve as OEM application expert
Understand controls and services market trends and competitive capabilities
Collaborate with the sales team on customer facing engagements and serve as technical sales and OEM application expert. Pull in Solution Architecture, Product Management, Systems Engineering and/or Engineering where needed
Create high level, technical requirements for new OEM opportunities, including but not limited to hardware bill of material, integrations to third party devices, control panels, base programming files, distributed controllers, and field services.
Collaborate with Copeland execution teams to ensure successful deployment of controls, integrations and/or other services
Customer focused approach with emphasis on land, implement and expand phases of the sales cycle