EU Instruments Sales Engineer

The Sales Engineer will be responsible for developing and growing sales of Tracerco's Diagnostic Services and Measurement Instruments portfolio across Europe. Combining technical knowledge with strong commercial capability, the role will identify new business opportunities, grow existing customer relationships and work with customers to understand their operational challenges and identify appropriate Tracerco solutions.
The role will focus predominantly on customers operating within oil and gas, refining, petrochemical, chemical and wider process industries. This is a customer-facing role requiring regular travel throughout Europe and close collaboration with Tracerco technical, operational and commercial teams.

Responsibilities

Sales & business development

• Develop and execute sales and territory plans to increase revenue and market penetration across Europe.
• Identify, qualify and develop new business opportunities within existing and prospective customer accounts.
• Proactively develop new customers, markets and applications for Tracerco technologies and services.
• Manage opportunities through the complete sales cycle, from prospecting and initial customer engagement through technical evaluation, proposal, negotiation and contract award.
• Prepare and deliver technical and commercial proposals, quotations and customer presentations.
• Build and maintain a strong, appropriately qualified sales pipeline and accurate CRM records and forecasts.
• Deliver against agreed revenue, margin, pipeline and growth objectives.
• Support commercial negotiations to secure profitable and sustainable business.

Technical & consultative selling

• Develop a comprehensive understanding of Tracerco's Diagnostic Services and Measurement Instruments portfolio and their applications.
• Build an understanding of customer processes, operating environments and technical challenges.
• Engage with engineering, operations, maintenance and technical teams to identify opportunities where Tracerco technology can add value.
• Translate customer requirements into technically appropriate solutions, working with Tracerco technical specialists where required.
• Deliver technical presentations, product demonstrations and customer workshops.
• Support site visits, technical clarification meetings and customer trials where required.
• Clearly articulate the technical, operational and commercial benefits of Tracerco solutions.

Account management

• Build strong, sustainable relationships with customers and key industry stakeholders.
• Develop relationships across multiple levels of customer organisations, including engineering, operations, maintenance, procurement and management.
• Develop account plans for strategically important customers and identify opportunities to broaden Tracerco offerings within existing accounts.
• Maintain regular customer engagement to understand future projects, shutdowns, operational challenges and investment plans.
• Ensure a high standard of customer experience and support effective transition of awarded work to operational teams.

European market development

• Develop a strong understanding of the European market for Diagnostic Services and Measurement Instruments.
• Monitor market developments, competitor activity and emerging customer requirements.
• Identify new geographic, sector and application opportunities.
• Provide customer and competitor intelligence to support Tracerco product and commercial strategy.
• Support the development and launch of new products and services within Europe.
• Represent Tracerco at relevant exhibitions, conferences, customer events and industry networking opportunities.
• Work collaboratively with regional colleagues to identify cross-border opportunities and maximise European customer coverage.

Commercial management & collaboration

• Ensure opportunities meet agreed commercial and profitability expectations.
• Work with Finance, Operations, Technical, Product and Commercial teams to develop competitive proposals.
• Support tendering and contracting processes and identify commercial, contractual or delivery risks.
• Ensure effective handover of secured opportunities to operational and service delivery colleagues.
• Share customer insight and market intelligence across the wider Tracerco business.
• Operate in accordance with Tracerco pricing, contracting, HSE, ethical and commercial governance requirements.
• with technical and operational teams.
• Compliance with HSE, commercial and business governance requirements.

Requirements

• Demonstrated experience in an industrial engineering or technical sales/customer facing role
• Min. HNC, or local equivalent qualification, in engineering, technical orscientific discipline; degree qualified in instrumentation and control, or process engineering would be advantageous.
• Experience of industrial instrumentation and/or industrial processes essential
• Proactive and self-motivated
• Team player
• Strong organisation and time management skills
• Willing to travel throughout assigned territory, as required
• Good communicator; English (verbal/written) essential. Bi/multi-lingual preferred (French, German, Dutch)
• Be comfortable presenting value and technical led presentations to customers.
• Understands solutions/value led selling techniques