Job Description
Essential responsibilities and duties:
Integrated within the Sales Organization of a given Customer Business Unit (“CBU”), the Sales Engineer is responsible for the Sales development of the assigned portfolio of products, for a delimited perimeter (Program, Serial Life, Acquisitions) within a Division / Region.
The main missions of the role are:
Develop the appropriate intimacy with his/her Customer contacts (Purchasing, Engineering, Programs):
Regular visits with preparation and minutes
Build relationships with key staff in the client organization
Monitor the level of customer satisfaction at regular intervals or after each significant step
Prepare the commercial offers to answer on due time to the Customer requests:
Get a good understanding of the costing files
Propose and get validated the targeted pricing and the negotiation path / tactics to convince the customer
Formalize the offer with the appropriate wording
Understand and apply the guidelines proposed by the hierarchy regarding contractual management
Program and Serial Life:
Prepare and negotiate the commercial answers to the customer ECRs (“Engineering Changes Requests”)
Detailed understanding of piece price, tooling and D&D impact
Follow the Variable Cost Margin of the products
Prepare and follow commercial productivity proposals
Understanding and commercial management of local economics (inflation, exchange rate)
Understanding and rigorous implementation of the Sales Administration guidelines & processes (purchase orders, invoices, terms of payment, overdue…)
Commercial management for Spare Parts
Act as Program Sales Leader – Part of the Program core team
Prepare and negotiate – on a proactive manner – the commercial answers to the customer ECRs
Understanding of the Program Business Plan and associated commercial levers
o Follow the profitability of the Program