Technical Sales Engineer
Posted
Summary
Technical-commercial liaison at Tronair, a maker of aviation ground support equipment: reviews customer specs and RFQs for Mechanical and Hydraulic product lines, builds compliance matrices and bid documentation, recommends products/configurations, and translates customer needs into technical requirements for Engineering while supporting Sales. Requires an engineering background and 3+ years in te
Position Summary
The Technical Sales Engineer serves as the technical-commercial liaison between customers, Sales, and internal Engineering, Product Management, Operations, Quality, and Aftermarket teams for assigned Mechanical and Hydraulic product families. The role evaluates customer applications and bids requirements, recommends released products and approved configurations, develops technical bid and compliance documentation, and translates customer needs into actionable technical requirements.
The position prioritizes technical support for commercial opportunities in collaboration with Sales and is accountable for timely, accurate technical inputs.
Essential Functions
- Review customer specifications, RFQs, and bid documentation to assess product fit, identify requirements, exceptions, assumptions, exclusions, and risks, and provide accurate technical inputs for quotations.
- and maintain compliance matrices mapping Tronair products to customer requirements, clearly identifying compliant, partially compliant, and non-compliant conditions. Maintain accurate technical records in applicable systems.
- Gather and validate aircraft specifications and customer application details; recommend appropriate released products, approved configurations, and standard options within documented capability limits. Clearly communicate development status, assumptions, risks, and availability for products in development, confirming details with internal owners before customer commitments.
- Lead simple modification quote requests within established platforms, released components, manufacturing methods, and documented capability limits. Gather requirements, apply or initiate the established project-classification scoring process, coordinate feasibility and cost/schedule inputs with Engineering and Operations, and communicate approved scope to Sales. Requests that materially affect structural, hydraulic, electrical, safety, regulatory, certification, or aircraft-interface requirements must follow established engineering-change or new-product-development processes.
- Partner with Sales in customer meetings, site visits, demonstrations, and training to address technical questions, assess operating conditions, explain product capabilities and limitations, and resolve application questions. Document findings and communicate relevant issues to Engineering and other internal stakeholders.
- Translate customer needs into clear technical requirements for Design Engineering, including interfaces, aircraft information, operating conditions, constraints, desired modifications, acceptance criteria, and relevant assumptions. Coordinate with internal stakeholders to clarify requirements and support timely opportunity progression.
- Identify recurring customer needs, product gaps, usability issues, and competitive or market feedback. Recommend improvements to products, technical documentation, training, product-selection guidance, compliance matrices, quotation templates, and other technical-sales resources.
- Support technical handoff of awarded opportunities to applicable order-management, Operations, Engineering, and Service teams. Refer customer complaints, warranty claims, field failures, and corrective-action investigations to the responsible functional owner while providing relevant technical and customer context.
- Handle customer, proprietary, export-controlled, and technical information in accordance with company policies, confidentiality obligations, applicable export-control requirements, and document-control procedures.
Skills, Competencies & KPIs
- Strong product and application knowledge of assigned Mechanical and Hydraulic product families.
- Technical judgment and ability to assess product fit, configuration, compatibility, limitations, and risk.
- Ability to interpret bid specifications and develop accurate compliance documentation.
- Customer discovery, requirements gathering, and consultative communication skills.
- Clear technical writing, presentation, and meeting facilitation skills.
- Cross-functional collaboration, follow-through, and sound escalation judgment.
- Analytical problem-solving, risk identification, and attention to detail.
Qualifications
- Bachelor’s degree in Engineering, Engineering Technology, Aviation/Aerospace-related discipline, or a comparable combination of technical education and substantial relevant experience may be considered.
- Must be eligible to access export-controlled information and meet applicable customer, security, and export-control requirements, subject to applicable law and actual job requirements.
- Minimum of 3 years of experience in technical sales, applications engineering, product engineering, field service engineering, manufacturing engineering, or related technical customer support; experience with aerospace ground support equipment or aviation products is preferred.
- Ability to read, interpret, and compare customer specifications, RFQs, technical drawings, product documentation, and engineering requirements.
- Demonstrated ability to translate customer needs into clear technical requirements and effectively communicate technical information to both technical and nontechnical audiences.
- Experience supporting quotations, bids, product selection, technical proposals, compliance documentation, or technical-commercial risk assessment is preferred.
- Experience identifying scope gaps, assumptions, exclusions, and technical-commercial risks is preferred.
- Experience with configuration management, released-product documentation, engineering-change processes, or cross-functional stage-gate/product-development processes is preferred.
- Proficiency with Microsoft Office applications; experience with CRM, ERP, quoting, document-control, and/or product-life-lifecycle systems is preferred.
- Willingness and ability to travel approximately 10–25% domestically and internationally, including customer sites, trade shows, demonstrations, and training.
Physical Requirements
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. While performing the duties of this position, the employee must be able to:
- Routinely sit, sometimes for extended periods, and work on a computer
- Occasionally lift and/or move up to 15 pounds
- Occasionally spend time in the manufacturing environment to complete assigned projects (assist with inventory, verification of cycle counts, etc.)
- At such times, a greater amount of physical exertion, standing and walking would be required.
Work Environment
The work environment characteristics described are representative of those an employee encounters while performing the essential functions of this position. The noise level in the work environment when in the office is usually quiet, and usually louder in the manufacturing environment.
This job description reflects management’s assignment of essential functions. It does not prescribe or restrict the tasks that may be assigned. Critical features of this job are described below the headings above. They are subject to change at any time in the course of normal business operations.
Tronair is an EEO/AA employer - Disabled/Veteran