Senior Sales Engineer

Job Description

Job Description

Primary Responsibilities

Business Development & Sales Growth

• Meet or exceed annual revenue, gross margin, and sales growth objectives.
• Generate and qualify opportunities for boiler service agreements, inspections, combustion tuning, repairs, retrofits, equipment upgrades, and capital projects.
• Develop and maintain a robust sales pipeline through prospecting, networking, referrals, industry databases, social media, customer visits, and industry events.
• Identify, develop, track, and close new business opportunities utilizing Salesforce and BuildOps.
• Build relationships with facility managers, plant operators, maintenance teams, consulting engineers, mechanical contractors, and decision-makers.
• Promote SCB as the premier provider of boiler equipment, parts, service, combustion solutions, and licensed boiler operations.
• Identify and pursue opportunities for cross-selling and expanding services within existing customer accounts.
• Recommend sales and marketing strategies to expand SCB's market presence and increase market share.
• Attend trade shows, professional associations, and networking events to generate leads and strengthen industry relationships.

Customer Engagement & Technical Consultation

• Conduct customer visits and facility assessments to understand operational challenges, maintenance needs, efficiency goals, and compliance requirements.
• Serve as a trusted advisor by recommending practical and cost-effective solutions aligned with customer objectives.
• Develop and present proposals, quotations, project recommendations, and value-based business cases.
• Engage consulting engineers, architects, and design professionals to help specify SCB's products and services where appropriate.
• Coordinate with Service, Operations, and Business Process Management teams to ensure successful project execution and customer satisfaction.
• Support a seamless transition from sales to project execution and ongoing customer support.

Pipeline & Performance Management

• Maintain accurate sales forecasts, pipeline activity, and customer records within Salesforce.
• Generate proposals and quotations utilizing BuildOps.
• Prioritize opportunities based on strategic value, profitability, and likelihood of success.
• Monitor industry trends, competitive activity, and market developments to identify new growth opportunities.
• Consistently achieve activity, revenue, margin, and new business development goals.

Professional Development

• Participate in ongoing product, equipment, industry, and sales training programs, including Boiler University, WARE training, manufacturer certifications, and industry seminars, and have knowledge of DPL NJ operating licenses.
• Develop and maintain a working knowledge of boiler systems, combustion equipment, controls, energy efficiency solutions, and mechanical services.

Required Skills & Abilities

• Proven ability to prospect, develop, and close new business opportunities.
• Demonstrated history of meeting or exceeding sales quotas and performance objectives.
• Strong hunter mentality with a high level of self-motivation, competitiveness, and accountability.
• Technical aptitude and the ability to understand and communicate boiler and mechanical solutions.
• Exceptional communication, presentation, negotiation, and relationship-building skills.
• Strong business acumen with an understanding of pricing, profitability, and margin management.
• Excellent organizational and time-management skills.
• Ability to manage multiple priorities in a fast-paced environment.
• Experience utilizing CRM systems, preferably Salesforce, and Build Ops
• Proficiency with Microsoft Office and business software applications.

Qualifications

• 5+ years of successful outside sales experience in boiler services, HVAC, mechanical services, industrial equipment, facilities services, energy services, or related industries.
• Proven track record of developing new accounts and growing existing customer relationships.
• Working knowledge of boiler systems, burners, controls, combustion equipment, maintenance services, or similar mechanical systems.
• Ability to operate independently with a high degree of professionalism and accountability.
• Valid driver's license and acceptable driving record.
• Willingness to travel throughout New Jersey, Eastern Pennsylvania, and surrounding territories.

Preferred Qualifications

• Direct experience selling boiler service agreements, equipment replacements, retrofits, burner upgrades, controls upgrades, energy efficiency improvements, or capital projects.
• Experience working with industrial, healthcare, pharmaceutical, educational, manufacturing, utility, or large commercial facilities.
• Existing relationships with facility owners, plant operators, contractors, consulting engineers, or property management firms within the territory.
• Familiarity with BuildOps, Salesforce, or comparable CRM and project management platforms.
• Ability to read and interpret P&IDs, mechanical drawings, specifications, and technical documentation.
• Hands-on experience as a boiler technician, combustion technician, plant operator, field service technician, or mechanical trades professional.

Ideal Candidate Profile

The successful candidate is:

• A proven hunter who enjoys finding and winning new business.
• Highly competitive, self-motivated, and driven by results.
• Comfortable working independently while collaborating with internal teams.
• Credible in front of customers due to their industry knowledge and business acumen.
• Skilled at building long-term relationships and becoming a trusted advisor.
• Focused on identifying opportunities, creating value, and closing profitable business.
• Experienced within the boiler, HVAC, mechanical services, industrial equipment, or adjacent markets.