Sales Engineer
A Sales Engineer is a professional who combines technical knowledge with sales skills to build and maintain relationships between manufacturers, distributors, and consumers, particularly in the fields of scientific and technological products. They play a crucial role across various industries, including transportation, defense, retail, and information technology, often working in presales to educate potential customers about product functionalities and innovations. Sales engineers typically hold a bachelor's degree in a relevant field, such as business, economics, or engineering, and are known for their excellent communication abilities, customer service skills, and capacity for problem-solving.
Their work environment often involves extensive travel for client meetings, requiring them to prepare presentations and negotiate costs associated with product sales. This role generally involves moderate-term on-the-job training and typically offers a favorable job outlook, with a median annual salary of around $116,950. Sales engineers may also assist in product installation and customer training, highlighting their multifaceted role in bridging the gap between technical products and customer needs. The profession attracts individuals who enjoy collaborating with others and adapting to the diverse demands of various industries.
Sales Engineer
Snapshot
Career Cluster(s): Agriculture, Food & Natural Resources, Business, Management & Administration, Marketing, Sales & Service
Interests: Sales, engineering, science, negotiations, economics, public speaking
Earnings (Yearly Median): $116,950 per year $56.23 per hour
Employment & Outlook: 5% (Faster than average)
Entry-Level Education Bachelor's degree
Related Work Experience None
On-the-job-Training Moderate-term on-the-job training
Overview
Sphere of Work. Sales engineers work to build and maintain relationships between manufacturers, distributors, and consumers of scientific and technological products and services. They work in all industry sectors, including transportation, defense, retail, and information technology. Sales engineers often work in presales, helping potential customers understand how a product functions and helping to introduce innovations to the marketplace. They also serve as consultants, helping product designers and engineers develop customer solutions.
Work Environment. Sales engineers spend a lot of their time traveling between meetings with clients. They are often away from home for long periods. Company headquarters are typically office environments. Sometimes, a sales engineer may have to enter manufacturing environments or construction and industrial sites.
Occupation Interest. Sales engineering covers a broad range of knowledge and skills and attracts professionals who are excellent communicators and enjoy working with people. Sales engineers excel at explaining what products and services do and why they are worthy of investment. They typically have a strong background in customer service. They are also good listeners who can understand their clients' needs.
A Day in the Life—Duties and Responsibilities. The daily responsibilities of a sales engineer vary depending on the product, service, business, or customer they are working with. They spend most of their time traveling to client locations, working with sales managers, product representatives, or research and development teams. Typically, sales engineers make their schedules. Sales engineers usually work variable hours since much time is spent traveling and preparing presentations and product reports.
Before sales engineers meet with potential customers, they prepare presentations detailing the product or service their client is selling. These presentations explain how the product or service will benefit the client and review information concerning costs. While preparing a client presentation, sales engineers will discuss the product or service with other engineers and executives so they are well-informed of its unique attributes and advantages.
When a client decides to purchase a product or service, the sales engineer negotiates the cost and helps arrange product delivery or distribution. If necessary, a sales engineer will help arrange for product installation. Sales engineers also assist clients in learning how to use a newly acquired service or product.
Electrical Products Sales Engineers (003.151-010). Electrical products sales engineers determine the power requirements of customers who use large amounts of electricity and provide engineering services and technical advice.
Mining-and-Oil-Well Equipment and Services Sales Engineers (010.151-01. Mining-and-oil-well equipment and services sales engineers sell mining and oil-well equipment to oil and natural gas producers and provide technical assistance.
Work Environment
Immediate Physical Environment. Sales engineers spend most of their time traveling, so their work environment can include automobiles, airplanes, and trains. Sales engineers work with a broad range of clients, and their work can take them to various commercial and industrial locations.
Human Environment. Interacting with clients, sales representatives, managers, product designers, and others is essential to the success of sales engineers. They regularly communicate and collaborate with others to help develop and sell products or services.
Technological Environment. Sales engineers work with various technologies that vary from industry to industry. Regardless of industry, a sales engineer commonly works with computers, projectors for presentations, and basic office technology.
Education, Training, and Advancement
High School/Secondary. Sales engineers are typically required to have a high school diploma or an equivalent degree. Several standard high school courses will benefit an individual interested in becoming a sales engineer, including basic mathematics, computer science, public speaking, and writing. Any courses related to science and engineering are also beneficial.
Postsecondary. Employers usually require that applicants have a bachelor’s degree in a relevant field, such as business or economics. An engineering degree is normally required for sales-engineering positions related to computers or manufacturing. Engineering programs at colleges and universities commonly last up to four years. Students getting their postsecondary degree should take courses that will give them a strong mathematics and computer science background. Since being a sales engineer covers a broad range of subjects, students should approach their studies in a multidisciplinary manner.
Most postsecondary programs require a student to select a specialization. Individuals interested in the sales-engineering profession should select a major that provides electrical, mechanical, or civil engineering instruction. Many technical and vocational schools offer courses and training programs related to the product and service industries in which sales engineers work. These schools are an excellent way for an individual to network with more experienced people in the field, and many offer job placement programs.
Related Occupations
− Manufacturers Representative
− Services Sales Representative
− Technical Sales Representative
− Wholesale Sales Representative
Bibliography
"Sales Engineers." Occupational Outlook Handbook. Bureau of Labor Statistics, US Department of Labor, 17 Apr. 2024, www.bls.gov/ooh/sales/sales-engineers.htm. Accessed 26 Aug. 2024.