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Sales engineer (m/f/d)
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What is a sales engineer? Definition and overview
The sales engineer is responsible for the sale of technical products that require explanation. As the interface between customers and production, their aim is to satisfy both sides. To achieve this, sales engineers have both strong technical and business knowledge. Only with this important know-how can they explain complex, technical products, how they work and their added value for companies. Their field is therefore also known as technical sales.
Sales engineers develop and maintain customer relationships by presenting and selling technical products and services. In doing so, they work closely with product management and development to ensure that the offers meet customer requirements. They typically work in a B2B environment in sectors such as mechanical engineering, electrical engineering, the automotive industry and IT.
The most important tasks in sales engineering include acquiring new customers and maintaining existing customer relationships through targeted sales and marketing measures. In contrast to traditional sales, sales engineers have the advantage of having a deep understanding of complex, technical products. The sales process for these products or services often takes longer than for other goods, but pays off accordingly.
Sales engineers find employment in a variety of industries. They often work in offices, but are also regularly on the road visiting customers or at (international) trade fairs. Flexibility and a willingness to travel are therefore important aspects of the job.
Sales engineer salary: a comprehensive overview
The sales engineer salary in Germany is around € 62,300 gross per year.
The salary is made up of a fixed monthly salary and a success commission for contract conclusions. These variable payments can account for between around 5% and 11% of earnings and depend on the person's position and responsibilities. They serve as a strong motivator for employees in sales.
As a sales engineer, you generally need a degree in engineering. Specializing in technical sales increases your chances of finding a lucrative job and earning a corresponding salary.
The pay depends on the age and experience of the engineer, the amount of commission and the type and size of the company.
Starting salary as a sales engineer: Junior sales engineer salary
Senior Sales Engineer Salary
What does a sales engineer do? Tasks and activities
The tasks of sales engineers in technical sales can be very diverse. They sell complicated technologies or technical services. This is because new developments in particular need to be explained to potential business partners and customers. A core competence in sales engineering lies in the comprehensible presentation of the function, design and functional relationships of products. Regardless of whether you are talking to technicians or a managing director in a company: You only arouse the interest of the respective contact person with comprehensible arguments and clear presentations.
Basically, sales engineer tasks can be divided into the areas of marketing and sales, customer support and product development.
- Product planning and development
- Product management
- Market and competition analysis to identify new sales opportunities
- Development of marketing measures
- Identifying and acquiring new customers and maintaining existing customer relationships
- Quotation preparation and order processing
- Advice and support for customers (presales, aftersales and customer relationship management)
- Conducting product presentations and training courses for customers
- Sales controlling
Everyday work of a sales engineer
The day-to-day work of a sales engineer is varied and dynamic, characterized by technical challenges and customer interactions.
A typical working day often starts with checking emails and planning the day. This may include preparing for customer meetings, giving product presentations or attending internal product development meetings.
Sales engineers spend a considerable amount of their time communicating with customers. They present technical products and services, answer questions and collect feedback. This requires a deep understanding of the products and their applications as well as excellent communication skills.
Another important aspect of a sales engineer's day-to-day work is collaboration with product management and development. They ensure that the products and services meet customer requirements and pass on customer feedback to the development team.
Sales engineers are also responsible for acquiring new customers and maintaining existing customer relationships. They identify potential customers, conduct sales talks and negotiate contracts. They often travel to meet customers and attend industry events and trade fairs to make new contacts and build business relationships.
To summarize, the day-to-day work of a sales engineer is a mixture of technical expertise, customer interaction and strategic planning.
How do you become a sales engineer? Studies, training & further education
To become a sales engineer, a degree in a technical or economic field is usually required. Popular courses include mechanical engineering, electrical engineering or industrial engineering. Strong communication skills and sales experience are also important. Certificates in project management and sales can improve career prospects.
The job title of sales engineer is protected and may only be used by persons who are authorized to do so under the relevant national laws. Therefore, recognized training or a recognized degree is essential for this career path.
Studying to become a sales engineer: the academic path
To become a sales engineer, a degree in a technical or engineering field is essential. This course provides the necessary technical knowledge required to market technical products and services.
Degree courses that are particularly suitable as preparation for a career as a sales engineer include mechanical engineering, electrical engineering, industrial engineering or technical sales. These courses teach both technical knowledge and business fundamentals that prepare you for selling technical products and services. There is now also an explicit sales engineering course. A Bachelor's degree usually takes six semesters, while the additional Master's degree takes another three to four semesters.
There are numerous universities and colleges in Germany that offer suitable courses for prospective sales engineers. These include, for example, the Technical University of Munich, RWTH Aachen University, Kiel University of Applied Sciences and the Technical University of Berlin. Many institutions offer specialized courses in the field of technical sales.
During your studies, you will learn to understand, explain and market technical products and services. You will also acquire knowledge in areas such as marketing, sales management and customer relationship management. The aim of the Sales Engineering degree program is to prepare students to act as a link between technical developers and customers and to successfully sell technical solutions.
A degree in one of these areas is the first step on the road to a successful career as a sales engineer.
Sales engineer training: The part-time path
Although a (Master's) degree is recommended for this profession, there are also quality sales engineer training courses on the market. The only important thing is that the training is recognized so that you can then officially call yourself a sales manager. This includes, for example, the 12-month Sales Engineer ILS course. After successfully completing this course, you can officially call yourself a "Sales Engineer - Technical Sales Manager (IHK)". The course is primarily aimed at people who already have previous knowledge in the technical field and deals with topics such as negotiation, sales strategies and marketing.
There are also other training seminars for engineers who want to continue their education in the field of sales engineering. These include, for example, the seminar "Today's engineer, tomorrow's sales engineer" at the VDI.
Sales engineer training: how to continue your education
Continuing education is an essential aspect for sales engineers as it allows them to stay on top of the latest technology and expand the skills needed to succeed in this career field. Sales engineers can further their education in a variety of areas, including advanced sales techniques, customer service skills, technical knowledge and industry trends. They can also train in areas such as project management, negotiation and strategic planning to advance their careers.
There are numerous institutions in Germany that offer further training courses for sales engineers. These include, for example, the VDI Wissensforum, the IHK or the HAUFE Akademie.
KNOWLEDGE IS POWER
Skills of a sales engineer: your required hard and soft skills
Hard skills in the following areas are necessary for everyday working life:
Sound knowledge of complex technologies
Industry-specific knowledge
Business management expertise
Sales strategies
Optimization of sales processes
Conducting negotiations
Foreign language skills
The following soft skills are valuable:
Communication skills
Self-confidence
Sales talent
Negotiating skills
Ability to work in a team
Willingness to travel
Organizational talent
Sales engineer career: opportunities on the job market in technical sales
Sales engineer jobs are often advertised under English titles such as "Sales Engineer" or "Technical Sales Manager". This demonstrates the international orientation of this profession. The career opportunities for engineers with a talent for sales are promising: demand is growing with the further development of complex technologies. In addition, the range of industries from medical technology, telecommunications, electrical engineering or software development to mechanical engineering offers numerous fields of application for sales engineers.
Digitalization and increasing international competition require sales engineers to constantly update their technical and market-specific knowledge. In addition, the demand for customized solutions is increasing, which makes close cooperation with product development necessary.
Top vacancies for sales engineers: Jobs throughout Germany
FAQ
Sales engineers market complex, technical products and convince customers with their technical expertise and strong sales skills. They offer practical solutions for their customers and help with the implementation of technical products and services.
A sales engineer, also known as a sales engineer, sells complex technologies or technical services. They are responsible for product planning and development, market and competition analysis, acquiring new customers, preparing quotations and sales controlling.
On average, sales engineers in Germany earn a gross monthly salary of around € 62,000. Around 5 to 11% of their salary is performance-related pay.
The term sales engineer is protected in Germany and may be used by persons who have completed a recognized course of study or training.
A career as a sales engineer usually requires a degree in engineering or business administration. Many sales engineers also have a Master's degree.
To become a sales engineer, you can complete a degree course that combines the fields of technology and sales. This could be an engineering degree course or a degree course in industrial engineering.