Website:
baeyal.com
Job details:
We are looking for an experienced Technical Sales Engineer with 5–7 years of experience in industrial automation, machine building, factory automation, or related engineering industries.
The candidate will be responsible for understanding customer requirements, developing suitable technical solutions, preparing project costing and commercial proposals, managing customer relationships, negotiating commercial terms, and driving opportunities from enquiry through order closure.
The ideal candidate should have a strong combination of technical knowledge, costing expertise, customer engagement, commercial negotiation, and supplier management skills.
Key Responsibilities
1. Technical Sales & Customer Engagement
- Understand customer requirements, process challenges, production requirements, and automation needs.
- Engage with customers to identify opportunities for automation and productivity improvement.
- Develop and propose suitable automation, machine-building, robotics, motion control, vision, and factory automation solutions.
- Conduct customer meetings, technical discussions, presentations, and solution demonstrations.
- Prepare and deliver technical presentations and solution proposals.
- Build and maintain strong relationships with customers, technical teams, procurement teams, and key decision-makers.
- Identify new business opportunities and generate leads within target industries.
- Conduct customer visits and site assessments to understand applications and project requirements.
- Work closely with engineering teams to develop technically feasible and commercially viable solutions.
2. Project Costing & Estimation
Prepare detailed machine and automation project costing based on project requirements and BOM.
Develop costing for:
- Mechanical components and fabrication
- Electrical components
- PLC, HMI, and control systems
- Servo and motion systems
- Robotics
- Vision systems
- Pneumatics
- Sensors and instrumentation
- Safety systems
- Purchased components
- Assembly and integration
- Engineering and software development
- Installation and commissioning
- Analyze supplier quotations and validate component pricing.
- Calculate project margins and identify major cost drivers.
- Work with engineering, procurement, and project teams to optimize project costs.
- Prepare accurate and competitive technical-commercial quotations.
- Review RFQs, customer specifications, scope of work, drawings, and technical requirements.
- Identify exclusions, assumptions, and commercial risks during quotation preparation.
- Ensure quotations are commercially viable while meeting customer requirements.
3. Commercial Negotiation & Order Closure
- Lead technical and commercial discussions with customers.
- Negotiate pricing, payment terms, delivery schedules, warranty, scope, and other commercial conditions.
- Understand customer expectations and develop appropriate commercial solutions.
- Handle customer objections and provide technically and commercially suitable responses.
- Follow up on quotations and actively drive opportunities toward closure.
- Participate in contract and purchase order discussions.
- Ensure final commercial commitments are clearly defined before order acceptance.
- Support the sales team in achieving revenue and margin targets.
4. Supplier & Vendor Management
- Identify and evaluate suitable suppliers for automation components, systems, fabrication, and engineering services.
- Develop and maintain a strong supplier/vendor network.
- Obtain and compare supplier quotations for project requirements.
- Negotiate supplier pricing, lead times, payment terms, warranty, and technical specifications.
- Evaluate supplier capability, quality, delivery performance, and commercial competitiveness.
- Work closely with procurement and engineering teams to identify cost-effective alternatives.
- Support supplier development and alternate-source identification.
- Maintain supplier relationships for long-term business requirements.
- Ensure supplier quotations are aligned with project costing and customer delivery requirements.
5. Solution Development
- Understand the complete application and develop a suitable automation concept.
- Coordinate with mechanical, electrical, controls, software, and application engineering teams.
- Translate customer requirements into a clear technical scope.
- Support preparation of concepts, layouts, process flows, and preliminary system architecture.
- Identify suitable automation technologies and components based on application requirements.
- Evaluate technical feasibility, project complexity, lead time, and commercial viability.
- Propose value-engineered solutions wherever possible.
6. Project Handover & Internal Coordination
- Coordinate with Engineering, Design, Procurement, Production, Controls, Software, and Project Management teams during the sales-to-execution transition.
- Ensure customer requirements and commercial commitments are clearly communicated to the execution team.
- Prepare and conduct internal project handover meetings after order confirmation.
- Clarify technical scope, BOM, costing assumptions, exclusions, delivery commitments, and customer expectations.
- Support technical clarifications after order receipt.
- Participate in project kick-off meetings and customer review meetings when required.
- Support the project team in resolving scope-related commercial and technical issues.
Required Technical Knowledge
The candidate should have good working knowledge of:
- Industrial Automation
- Factory Automation
- Special Purpose Machines (SPM)
- Machine Building
- PLC / HMI / SCADA
- Servo & Motion Control
- Robotics / Pick & Place Systems
- Machine Vision
- Pneumatics
- Electrical Control Systems
- Sensors and Industrial Components
- Conveyors and Material Handling Systems
- Automated Assembly & Testing Systems
- Safety Systems
- Basic mechanical machine design
- Basic electrical and controls architecture
A candidate with exposure to complete machine/system integration will be preferred.
Required Commercial Skills
- Project costing and estimation
- BOM-based costing
- Technical quotation preparation
- Commercial proposal preparation
- Margin calculation
- Cost optimization
- Vendor quotation comparison
- Supplier negotiation
- Customer price negotiation
- Commercial negotiation
- Contract and PO review
- Payment-term negotiation
- Delivery-term negotiation
- Warranty and scope negotiation
- Supplier/vendor management
Customer & Business Development Responsibilities
- Develop and maintain relationships with existing customers.
- Identify potential customers and new business opportunities.
- Understand customer production challenges and identify opportunities for automation.
- Build a healthy sales pipeline.
- Conduct regular customer visits and technical discussions.
- Prepare proposals based on customer requirements.
- Track enquiries, quotations, negotiations, and order status.
- Maintain accurate opportunity and quotation records.
- Monitor competitor activities and market trends.
- Develop new accounts and expand business with existing customers.
- Work toward achieving assigned sales revenue and gross-margin targets.
Preferred Industry Experience
Experience in selling automation solutions or machine-building projects to industries such as:
- Automotive
- Electric Vehicles (EV)
- Battery Manufacturing
- Electronics / EMS
- Semiconductor
- Consumer Electronics
- FMCG / CPG
- Medical Devices
- Industrial Manufacturing
- Warehouse & Logistics Automation
- General Manufacturing
Qualification
- Bachelor's degree in Mechanical Engineering, Mechatronics Engineering, or Electronics/Electronics & Communication Engineering.
- 5–7 years of relevant experience in Technical Sales, Industrial Automation, Machine Building, Factory Automation, or related engineering industries.
- Candidates with hands-on experience in automation solutions, SPMs, robotics, motion control, vision systems, or industrial equipment sales will be preferred.
Key Competencies
- Strong technical understanding
- Excellent customer-facing skills
- Technical solution selling
- Consultative selling approach
- Strong project costing and estimation skills
- Commercial awareness and business acumen
- Excellent negotiation skills
- Strong supplier/vendor management capability
- Good understanding of engineering and automation systems
- Ability to understand technical specifications and drawings
- Strong communication and presentation skills
- Ability to work with cross-functional teams
- Strong follow-up and opportunity management
- Ability to manage multiple customer opportunities simultaneously
- Analytical and problem-solving mindset
- Ability to work independently and take ownership
Click on Apply to know more.
