Vanderlande North America

  • Manager, Sales Engineering

    Job ID
    2018-3476
    Category
    Management
  • Overview

    The Manager, Sales Engineering is responsible for managing the Vancouver team of the North American Sales Engineering group. Within this group they will oversee the sales activities required to develop solutions and proposals for customers, based on competitive project pricing for material handling systems at airports, warehouse automation and/or parcel sortation systems from small to large throughout Canada. They will lead a team of technical engineers who design and sell custom solutions to material handling customers. The Manager, Sales Engineering reports directly to the Regional Director, Western Canada with a dotted line to the Director, Sales Engineering North America in Atlanta.

    Responsibilities

    • Manage relationships and collaboration with stakeholders and customers, external and internal.
    • Manage a group of Sales Engineers and Layout Engineers (9 direct reports) that are responsible for delivering high quality technical solutions with our focus on airport solutions.
    • Provide support and guidance for the sales engineering team during bid proposal process.
    • Facilitate training and mentoring of team members to increase overall effectiveness of the sales group; via appropriate planning and coaching, to ensure the professional development of team members.
    • Continuously increase the efficiency of the sales process to maximize productivity without sacrificing quality.
    • Manage team members to ensure that design, proposal and pricing are of very high caliber.
    • Ensure compliance with quality gates at multiple stages of the sales process; enable a continuous feedback loop between various stakeholders to improve organizational performance. 
    • Set priorities for sales projects; agree on timelines and scope of projects with business development managers to ensure agreement with strategic goals. Monitor the progress of projects and initiate appropriate actions where necessary.
    • Prepare Requests for Proposal scope for mechanical, electrical and controls subcontractors and to evaluate quotes for compliance.
    • Ensure projects are designed and priced in agreement with overall business strategy and in a way that mitigates risk during execution.
    • Ensure a proper handover of sales projects to project execution.
    • Create and maintain an environment where team members feel free to voice their opinions and ideas, will take ownership of their projects as a team and will make them a success.

    Qualifications

    • Bachelors or Master’s Degree in Engineering.
    • Experience as a department manager required to manage and motivate department to achieve company goals and objectives.
    • Excellent leadership and mentoring skills.
    • Strong financial business acumen.
    • Ability to work effectively in a team environment incorporating engineering, sales and management.
    • Exceptional organization skills as required for proposal preparation.
    • Well-developed communication and presentation skills.
    • Minimum of 5 years’ experience in the field of Automated Material Handling Systems or Construction with 3 years estimating experience in a project organization with $15M+ projects.
    • Highly influential and convincing at the executive level, both internally and towards customers.
    • Working knowledge of Microsoft Office Suites (including Visio), AutoCAD, and PLC control systems.
    • Willingness to travel up to 25%.

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