Sales Engineers

Summary

What Sales Engineers Do About this section

Sales engineers specialize in technologically and scientifically advanced products.

Sales engineers sell complex scientific and technological products or services to businesses. They must have extensive knowledge of the products’ parts and functions and must understand the scientific processes that make these products work.

Duties

Sales engineers typically do the following:

• Prepare and deliver technical presentations explaining products or services to existing and prospective customers
• Talk with customers and engineers to assess equipment needs and to determine system requirements
• Collaborate with sales teams to understand customer requirements and provide sales support
• Secure and renew orders and arrange delivery
• Plan and modify products to meet customer needs
• Help clients solve problems with installed equipment
• Recommend improved materials or machinery to customers, showing how changes will lower costs or increase production
• Help in researching and developing new products

Sales engineers specialize in technologically and scientifically advanced products. They use their technical skills to explain the benefits of their products or services to potential customers and to show how their products or services are better than their competitors’. Some sales engineers work for the companies that design and build technical products. Others work for independent sales firms.

Many of the duties of sales engineers are similar to those of other salespersons. They must interest the client in buying their products or services, negotiate a price, and complete the sale. To do this, sales engineers give technical presentations during which they explain the technical aspects of the product and how it will solve a specific customer problem.

Some sales engineers team with other salespersons, such as wholesale and manufacturing sales representatives, who concentrate on marketing and selling the product, which lets the sales engineer concentrate on the technical aspects of the job. By working as part of a sales team, each member is able to focus on his or her strengths and expertise.

In addition to giving technical presentations, sales engineers are increasingly doing other tasks related to sales, such as market research. They also may ask for technical requirements from customers and modify and adjust products to meet customers’ specific needs. Some sales engineers work with research and development (R&D) departments to help identify and develop new products.

Work Environment About this section

Sales engineers often give presentations in which they describe the technical aspects of a product and explain how it will solve a specific customer problem.

Sales engineers held about 66,700 jobs in 2018. The largest employers of sales engineers were as follows:

Some sales engineers have large territories and travel extensively. Because sales regions may cover several states, sales engineers may be away from home for several days or even weeks at a time. Other sales engineers cover a smaller region and spend only a few nights away from home.

Sales engineers may encounter stress because their income and job security often depend directly on their success in sales and customer service.

Work Schedules

Most sales engineers work full time. Some may work additional and irregular hours to meet sales goals and client needs.

How to Become a Sales Engineer About this section

Successful sales engineers will have a combination of technical knowledge of the products they are selling and strong interpersonal skills.

A bachelor’s degree is typically required to become a sales engineer. Successful sales engineers combine technical knowledge of the products or services they are selling with strong interpersonal skills.

Education

Sales engineers typically need a bachelor’s degree in engineering or a related field. However, a worker without a degree, but with previous sales experience as well as technical experience or training, may become a sales engineer. Workers who have a degree in a science, such as chemistry, or in business with little or no previous sales experience, also may become sales engineers.

University engineering programs generally require 4 years of study. They vary in content, but all programs include courses in math and the physical sciences. In addition, most programs require developing strong computer skills.

Most engineering programs require students to choose an area of specialization. The most common majors are electrical, mechanical, or civil engineering, but some engineering departments offer additional majors, such as chemical, biomedical, or computer hardware engineering. However, some undergraduate programs offer a general engineering curriculum; students then specialize in a particular area either on the job or in graduate school.

Training

New graduates with engineering degrees typically need sales experience and training before they can work independently as sales engineers. Training covers general sales techniques and may involve teaming with a sales mentor who is familiar with the employer's business practices, customers, procedures, and company culture. After the training period, sales engineers may continue to partner with someone who lacks technical skills yet excels in the art of sales.

It is important for sales engineers to continue their engineering and sales education throughout their careers. Much of their value to their employers depends on their knowledge of, and ability to sell, the latest technologies. Sales engineers in high-technology fields, such as information technology and advanced electronics, may find that their technical knowledge rapidly becomes obsolete, requiring frequent retraining.

Advancement

Promotions may include a higher commission rate, a larger sales territory, or elevation to the position of supervisor or sales manager.

Important Qualities

Interpersonal skills. Strong interpersonal skills are a valuable characteristic for sales engineers, both for building relationships with clients and effectively communicating with other members of the sales team.

Problem-solving skills. Sales engineers must be able to listen to the customer’s desires and concerns, and then recommend solutions, such as customizing a product for the customer.

Self-confidence. Sales engineers should be confident and persuasive when making sales presentations.

Technological skills. Sales engineers must have extensive knowledge of the technologically sophisticated products they sell in order to explain their advantages and answer questions.

Pay About this section

The median annual wage for sales engineers was $101,420 in May 2018. The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $58,430, and the highest 10 percent earned more than $165,350.

In May 2018, the median annual wages for sales engineers in the top industries in which they worked were as follows:

How much a sales engineer earns varies considerably by the type of firm and the product sold. Most employers offer a combination of salary and commission payments or salary plus a bonus. Some sales engineers who work for independent sales companies earn only commissions.

Commissions are usually based on the value of sales. Bonuses may depend on individual performance, on the performance of all workers in the group or district, or on the company's performance. Earnings from commissions and bonuses may vary from year to year depending on sales ability, the demand for the company's products or services, and the overall economy.

In addition to their earnings, sales engineers who work for manufacturers are usually reimbursed for expenses such as transportation, meals, hotels, and customer entertainment.

Most sales engineers work full time. Some may work additional and irregular hours to meet sales goals and client needs.

Job Outlook About this section

Employment of sales engineers is projected to grow 6 percent from 2018 to 2028, about as fast as the average for all occupations. As a wider range of technologically sophisticated products comes on the market, sales engineers will be in demand to help sell products or services related to these products.

Employment growth is likely to be strong for sales engineers selling computer software and hardware. Strong industry growth is expected in computer systems design and related services, which will greatly contribute to employment growth for the occupation. Employment of sales engineers in computer systems design and related services is projected to grow 24 percent from 2018 to 2028.

Growth is also expected to be strong in independent sales agencies (companies that sell on behalf of manufacturers without taking title to the goods being sold). As manufacturing companies outsource their sales staff as a way to control costs, employment in these independent agencies should increase.

Job Prospects

Job prospects should be good as few candidates possess both the strong technical product knowledge and sales skills this position requires.

State & Area Data About this section

Occupational Employment Statistics (OES)

The Occupational Employment Statistics (OES) program produces employment and wage estimates annually for over 800 occupations. These estimates are available for the nation as a whole, for individual states, and for metropolitan and nonmetropolitan areas. The link(s) below go to OES data maps for employment and wages by state and area.

• Sales engineers

Projections Central

Occupational employment projections are developed for all states by Labor Market Information (LMI) or individual state Employment Projections offices. All state projections data are available at www.projectionscentral.com. Information on this site allows projected employment growth for an occupation to be compared among states or to be compared within one state. In addition, states may produce projections for areas; there are links to each state’s websites where these data may be retrieved.

CareerOneStop

CareerOneStop includes hundreds of occupational profiles with data available by state and metro area. There are links in the left-hand side menu to compare occupational employment by state and occupational wages by local area or metro area. There is also a salary info tool to search for wages by zip code.

Contacts for More Information About this section

For more information about careers in sales occupations, visit

Manufacturers' Agents National Association (MANA)

Manufacturers' Representatives Educational Research Foundation (MRERF)

O*NET

Sales Engineers