Technical sales engineer
Technical sales engineers combine technical knowledge with sales skills to provide advice and support on a range of products. Clients are usually technical staff from non-retail organisations, such as factories, public utility providers, local authorities and hospitals. The emphasis of the work varies depending on the level of technical knowledge needed to sell a particular product or service.
Technical sales engineers are a key point of contact for clients and provide both pre- and after-sales advice. They liaise regularly with other members of the sales team and colleagues from a range of departments, such as research, development, design, purchasing, production and quality, as well as senior company managers.
Tasks typically involve:
Entry requirements vary depending on the product or service. For example, a technical salesperson selling complex electronic avionic systems for aircraft is likely to be an electronic engineering graduate, but a technical salesperson selling electronic building alarm systems may be a non-graduate who has gained in-depth technical knowledge of the product.
Some employers expect a degree relevant to the industry sector you are entering, e.g. civil engineering for the construction industry or production engineering for the manufacturing industry. Qualifications that combine an engineering subject with business studies are particularly useful.
The following degree/HND subjects may also increase your chances:
It is rare for a new graduate to be recruited as a technical sales engineer. Most companies expect you to gain experience working in the design or manufacture of the products that you will eventually sell.
Entry with an HND is possible, but you will usually need several years' experience and product/service knowledge. Internal appointments are the most common way for diplomates to enter the field.
Entry without a degree or HND is possible in some industries, depending on the type of product offered and level of expertise required.
Postgraduate qualifications are not normally required.
Relevant work experience in a commercial and/or sales environment is essential for new graduates hoping to move directly into a technical sales role.
Candidates will need to show evidence of the following:
As more companies develop international markets, applicants with relevant foreign language skills are in demand. A full driving licence is normally essential.
Demand for experienced technical sales engineers with relevant qualifications continues to grow.
For more information, see work experience and internships and search courses and research.
Most employers offer on-the-job training and opportunities to gain product knowledge.
Many large companies run graduate training schemes. These normally last up to two years and provide the opportunity to work in several different departments. Short periods (around three months) may be spent in design, production, quality assurance, distribution and marketing. This experience provides an overview of the organisation as well as specific product knowledge.
Technical training is normally supplemented by sales training in areas such as sales negotiation and learning how to build and maintain client relationships. Training may be provided in-house or delivered externally.
Once you have acquired sufficient product/service knowledge, your role as a technical sales engineer begins. You are likely to start by selling smaller packages, giving supervised quotes and putting proposals together, before gradually working your way up to bigger deals.
Companies are often keen for technical sales staff to gain membership of a relevant professional engineering body (although achieving chartered engineer status (CEng) is less common in technical sales than in other engineering disciplines). Employers also usually encourage, and may even expect, further study at postgraduate level in technical or business-related subjects.
The Institute of Sales and Marketing Management (ISMM) and the Chartered Institute of Marketing (CIM) offer relevant professional awards in sales and marketing.
Initially, you are expected to gain experience in your field, develop product/service knowledge and build your reputation in technical sales.
Once established as a technical sales engineer you can choose to:
To get ahead in technical sales, you must produce results both through sales and by breaking into new markets. A willingness to travel regularly within the UK and abroad is also necessary. You are expected to continually enhance your expertise by attending relevant training courses. Gaining professional qualifications is also likely to boost your career prospects. Membership of a relevant professional engineering body is also useful and offers opportunities for networking and continuing professional development.
Experienced technical sales engineers may be headhunted by other companies.
Technical sales engineers play a key role in many industry sectors, including:
Typical employers include organisations that provide technical or industrial products and services. Companies range in size from multinationals employing a large number of staff in a range of departments to small specialised businesses with only a handful of staff.
The market for technical sales engineers continues to grow as an increasing number of companies identify a need for employees with the right mix of technical and product knowledge and sales skills. Long-term prospects also look good as technology in all sectors continues to advance.
Recruitment agencies are a common source of vacancies, particularly for experienced staff. Search the Recruitment and Employment Confederation (REC) consultancy finder for a list of relevant member agencies.
Get tips on job hunting, CVs and covering letters and interviews.
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