| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Mid level |
| Reports to | Sales Manager |
| Direct reports | None |
| Experience | 2 to 5 years in technical sales |
Sales Engineer job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Sales Engineer
Department: Sales and Business Development
Reports to: Sales Manager
Location: [City], [office, branch or site]
About the role
A Sales Engineer sells technical or engineered products by combining selling skill with the technical knowledge to match a product to a customer's needs. They understand customer problems, recommend the right specification, run technical demonstrations and support the sale through to close. A good sales engineer wins technical trust, proposes the right solution and grows sales of complex products. The role reports to a sales manager and works with customers, application teams and design or production on technical fit.
Key responsibilities
- Understand customer technical requirements and recommend the right product or specification.
- Present and demonstrate technical products and explain how they solve the problem.
- Prepare technical proposals, specifications and quotations for customers to evaluate.
- Support customers through evaluation, trials and commissioning as needed.
- Handle technical questions and objections during the sales process.
- Work with design, application or production teams on custom requirements.
- Build relationships with technical buyers, engineers and decision makers.
- Follow up on the pipeline and close technical sales to target.
- Provide after sales technical support and build repeat business.
- Report pipeline, orders and technical feedback to the reporting manager.
Requirements
- Diploma or degree in engineering (mechanical, electrical, electronics or related)
- Sales aptitude with technical knowledge
- An MBA is an advantage
- 2 to 5 years in technical sales
KRAs and KPIs for a Sales Engineer
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| Sales target | Technical product sales meet the assigned target |
| Solution fit | Recommended specifications match customer needs with few reworks |
| Technical win rate | Win rate on technically qualified opportunities above the target |
| Proposal quality | Technical proposals accurate and delivered within the agreed time |
| Customer trust | Repeat and referral business from technical customers grown |
| Support | After sales technical issues resolved within the agreed time |
Skills and tools
Tools used day to day: CRM platform, Product configuration tools, CAD or spec tools, MS Excel, Presentation tools.
Reporting line and career path
Next roles: Senior Sales Engineer, Technical Sales Manager, Solution Sales Specialist
Interview questions for a Sales Engineer
- How do you match a technical product to a customer's requirement?
- How do you explain a complex product to a non technical buyer?
- How do you handle a technical objection during a sale?
- How do you work with the design team on a custom requirement?
- How do you balance technical accuracy with closing the sale?
- Tell me about a technical deal you won and how.
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What does a sales engineer do?
A sales engineer sells technical or engineered products by combining selling skill with technical knowledge. They understand customer problems, recommend the right specification, run technical demonstrations and prepare technical proposals. They handle technical objections, work with design and production on custom needs, support trials and commissioning, and close complex sales while building trust with technical buyers.
What is the difference between a sales engineer and a sales executive?
A sales executive sells products where the main skill is selling and relationship building. A sales engineer sells technical products where understanding the technology and matching it to customer needs is essential. The sales engineer usually has an engineering background and handles specifications, demos and technical objections that a general sales executive could not.
What qualifications does a sales engineer need?
Most sales engineers hold a diploma or degree in engineering, such as mechanical, electrical or electronics, along with an aptitude for selling. The engineering knowledge lets them understand products and customer requirements, while sales skills close the deal. An MBA can help for growth, but the mix of technical depth and selling ability matters most.