Senior Sales Engineer

KPIs / Success Metrics

• Revenue achievement vs target

• Gross margin contribution

• Lead-to-order conversion ratio

• Proposal turnaround time

• Customer retention rate

• Payment collection cycle

• Market expansion metrics

First-Year Expectations

• Build strong understanding of product portfolio within 3 months

• Independently handle sales cycle within 6 months

• Achieve minimum 80–100% of assigned target

• Develop pipeline visibility and structured reporting

Long-Term Expectations

• Develop strategic key accounts

• Contribute to territory expansion

• Identify new vertical opportunities

• Mentor junior sales executives (future scope)

Decision-Making Authority

• Pricing within approved margin band

• Negotiation within defined commercial limits

• Customer engagement strategy

• Escalation required for special pricing or extended credit terms

Competence Requirements (Capability Fit)

Technical Competence

• Understanding of electrical panels enclosures / sheet metal

• Basic understanding of:

o SLDs & power systems (Mechanical Engineers)

o Engineering drawings (Mechanical Engineers)

• Ability to interpret customer technical requirements

• Proficiency in MS Excel (quotations, costing sheets)

• Knowledge of CRM / reporting tools (preferred)

Functional Competence

• Market research & lead generation ability

• Negotiation & closing capability

• Sales pipeline management

• Analytical thinking (margin analysis, pricing strategy)

• Customer relationship management

• Presentation skills

Leadership Competence (Future Potential)

• Ownership of sales territory

• Decision accountability

• Cross-functional coordination

• Conflict handling with customers

Experience & Qualification

Must-Have

• Degree/Diploma in Electrical or Mechanical Engineering

• 1–2 years relevant B2B sales experience (Panels Builders/manufacturing preferred)

• Strong English communication skills

• Proficiency in MS Office

Good-to-Have

• Experience in electrical panel enclosures industry

• Exposure to industrial clients / EPC contractors

• Knowledge of tendering processes

Commitment Indicators (Cultural Fit)

• High ownership mindset

• Field-oriented and target-driven

• Self-motivated and proactive

• Willingness to travel basis requirement

• Stable employment history preferred

• Ethical approach to sales and compliance

• Passion for long-term customer relationship building

Behavioural Expectations

• Structured daily sales reporting

• Timely follow-ups and disciplined CRM updates

• Professional communication with clients

• Escalate risks early (pricing, technical gaps)

• Collaborate closely with PPC, Design & Production teams

• Maintain integrity in commitments

Role Interfaces

Internal Stakeholders

• Design & Engineering Team

• Production Planning & Control

• Purchase Department/SCM

• Finance (for payment follow-ups)

• Management

External Stakeholders

• Industrial clients

• Contractors / EPCs

• Consultants

• Distributors

Performance & Review Framework

• Monthly sales target review

• Quarterly performance assessment

• 3–6 months’ probation evaluation based on:

o Pipeline generation

o Target achievement

o Customer engagement discipline

Growth Indicators

• Revenue consistency

• Margin contribution

• Key account management capability

Authority & Boundaries

• Pricing authority within approved margin range

• No authority to extend credit without approval

• No financial commitment beyond approved terms

• Must escalate strategic pricing deviations

Growth & Opportunity

Career Path

Sales Engineer → Senior Sales Engineer → Key Account Manager → Regional Sales Manager →

Business Head

Learning Opportunities

• Exposure to industrial projects

• Technical-commercial negotiations

• Leadership in territory management

Strategic Importance

This role directly influences company revenue, customer expansion, and market positioning.