Territorial Sales Engineer, AES

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As a family-owned company under our third generation of leadership, we have built our business based on the principles of trust, integrity, and a desire to help our customers and employees succeed.

Since 1926, we've supported our communities by supplying equipment for critical infrastructure and commerce and by donating our time and resources to area nonprofits. We make smart investments in our company and continuously improve as part of our vision to be a trailblazing company that's built to last.

We're looking for hard-working, team-oriented professionals who enjoy working on new challenges every day. We believe our employees are the key to our success, and we're committed to providing a work experience that helps our team grow to their full potential.

Collectively, our employees work together to make a difference for our customers, our communities, and our company. Learn more about what it means to become a team member with Carolina Cat.

Summary

The AES, Territorial Sales Engineer is responsible for actively promoting switchgear related, Controls/Integration upgrades. This position will be responsible for building and maintaining strong relationships with other CAT and Genset dealers, electrical contractors and end users, increasing sales and market share of related products and services. The role requires electrical power systems, technical insight along with sales skill to ensure that the AES Department provides a total solution to our commercial, industrial, medical and municipal customers.

Essential Functions

• Develop and deliver solutions to customers utilizing the latest technologies in the power control industry.
• Able to respond to functional and technical elements of RFIs/RFPs.
• Able to travel throughout sales territory as necessary.
• Skillset to construct and execute effective sales and customer plans.
• Provide Sales Proposals for services and solutions to potential customers.
• Analyze customer specifications and engage with them to understand their technical requirements, challenges/constraints, and overall goals to propose suitable solutions.
• Have in-depth understanding of advance electrical power services, including functionalities, and capabilities.
• Develop Predictive Maintenance (PM) Agreements for new customers.
• Build and share industry/application knowledge, best practices, and new product offerings within the organization by educating/training the team, partners, and customers.
• Identify and develop opportunities to grow sales of advanced electrical solutions with new and existing customers.
• Develop and execute regional coverage strategy to ensure successful relationships with Key Accounts, Prospects, and Influencers in South Carolina, Tennessee, Florida and Virgina markets.
• Review engineering specifications, electrical drawings, system descriptions, and RFP's to develop accurate proposals and successfully influence decision-makers.
• Develop a close working relationship and communicate effectively with internal business partners in sales operations and project management to ensure maximizing of scope and customer satisfaction through the project delivery phase of each order.
• Utilize online and hands-on training options to develop expertise in new products and/or features, transfer switch and switchgear controls, programmable controllers, SCADA software and related hardware, data communications, and other related solutions.
• Collaborate with OEM and field representatives at key supply-chain partners on engineering, performance, pricing, and delivery questions to ensure customer satisfaction.
• Be in tune with competitor strategy, offerings and broader market trends.
• Other duties as assigned.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualifying individuals to perform the essential functions.

Education and/or Experience

• BS degree, preferably in Electrical or Mechanical Engineering, Electrical or Electronics Technology. Equivalent experience will also be considered.
• 5+ years relevant experience in power controls and power generation.
• Extensive field experience in power system and power generation controls to include Automatic Transfer Switches, Paralleling Switchgear, SCADA and Industrial Data Communications.
• Demonstrated ability to communicate professionally and effectively with customers and business partners along with skilled in presenting technical information to technical and non-technical audiences.
• Ability to read and comprehend engineering specifications, electrical one-line drawings and other technical documents relevant to the position.
• Ability to understand customers power systems at a macro and micro level for quoting modification, predictive maintenance and troubleshooting services.
• Proven track record in an Integration and Controls service engineer role and ability to deliver both individual solutions generating as well as working as part of / leading teams.
• Practical knowledge of electrical power calculations, project costing/quoting and business acumen.
• Customer growth-oriented mindset, strong analytical ability, Organized, and detail-oriented to successfully manage many customer relationships and sales opportunities at the time.
• Demonstrated knowledge of selling techniques (prospecting, overcoming objections, closing) with select vertical expertise to talk the customer's talk, building trust and confidence.
• Possess a valid driver's license, a good driving record, and have ability to travel during the day regularly, and overnight occasionally.

Computer Skills

MS Office products, Various OEM hardware programming software packages, CRM systems such as Salesforce and general engineering level computer management/navigation.

Language Skills

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports, methods of procedures, and correspondence. Ability to speak effectively before groups of customers or employees of organization.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry. Have a knowledge of electrical power calculations and ability to make calculations as needed.

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Workplace Requirements

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to sit. The employee must frequently lift, carry, push, pull and /or otherwise move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

While performing the duties of this Job, depending on site location, the employee may be exposed to moving mechanical parts and equipment. The employee may occasionally be exposed to high, precarious places, fumes or airborne particles; outside weather conditions and vibration. The employee may occasionally be exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat and risk of electrical shock. The noise level in some work environments is occasionally loud.

We are an Equal Opportunity Employer

We require all employees to treat all our employees and candidates as equals. All personnel actions are conducted in the spirit of equal employment. We're committed to recruit, train, promote and retain associates without regard to race, color, religion, gender, gender identification and expression, national origin, marital status, age, disability, genetic information, military status, sexual orientation or any other characteristic protected by applicable local, state or federal laws.

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EEO/AA Employer. All qualified individuals - including minorities, females, veterans and individuals with disabilities - are encouraged to apply.