Sales Engineer

JOB PROFILE & JOB DESCRIPTION

SALES ENGINEER

Company

Labtech Electronics Pvt. Ltd.

Department

Sales & Business Development

Designation

Sales Engineer

Reporting To

Sales Manager / Business Development Manager / Management

Location

Chennai / Field Sales - India

Employment Type

Full-Time

Travel Requirement

Regular customer, plant, project and tender-related travel

1. JOB PURPOSE

The Sales Engineer is responsible for generating qualified business opportunities, developing new customers, managing existing accounts, understanding process and instrumentation requirements, recommending suitable Labtech solutions, preparing techno-commercial offers, negotiating within approved commercial limits, converting enquiries into profitable orders and supporting timely payment collection.

2. PRODUCT & SOLUTION RESPONSIBILITY

· Flow measurement instruments: electromagnetic, ultrasonic, thermal mass, Coriolis, vortex, turbine and differential-pressure based flow solutions.

· Level measurement instruments: radar, ultrasonic, guided-wave radar, hydrostatic, capacitance and level switches.

· Pressure, differential-pressure and temperature transmitters, gauges, switches and associated accessories.

· Online liquid analyzers, gas analyzers, gas detectors and environmental/process monitoring systems.

· PLC, RTU, HMI, SCADA, industrial gateways, protocol converters, data loggers and control/monitoring panels.

· Industrial IoT and remote monitoring solutions using RS485/Modbus, Ethernet, 4G and LoRa/LoRaWAN communication.

· CONNECT+ monitoring dashboards, reporting, alarms, analytics and remote asset monitoring.

· SWAS systems, customized instrumentation packages, engineering, installation and commissioning services.

3. KEY RESPONSIBILITIES

Sales & Business Development

· Identify and develop new customers in process industries, utilities, EPC companies, OEMs, government organizations, PSUs and infrastructure projects.

· Generate enquiries through field visits, referrals, consultants, contractors, exhibitions, digital leads, tender portals and existing customer networks.

· Develop new territories, industries and key accounts; maintain a structured opportunity pipeline.

· Achieve assigned monthly, quarterly and annual order booking, revenue and margin targets.

· Develop repeat business and identify cross-selling / upselling opportunities across Labtech product groups.

Customer Visits & Requirement Analysis

· Visit plants, project sites and customer offices to understand applications, process conditions and operational objectives.

· Collect complete technical data including medium, flow range, line size, pressure, temperature, material compatibility, process connection, installation condition, signal/output, communication and monitoring requirements.

· Coordinate site surveys and recommend technically suitable, commercially competitive Labtech solutions.

Technical Sales Support

· Explain product working principles, specifications, features, benefits and application suitability to customer engineering and purchase teams.

· Conduct technical presentations, product demonstrations and solution discussions.

· Coordinate with engineering, projects, service and R&D teams for complex or customized applications.

4. PROPOSAL, QUOTATION & TENDER MANAGEMENT

· Prepare technically accurate and commercially complete quotations with correct model, specification, quantity, price, delivery, warranty, payment and commercial terms.

· Prepare technical compliance statements, datasheets, BOQs, scope boundaries and deviations/clarifications where applicable.

· Ensure quotations are submitted within committed response time and followed up systematically until closure.

· Identify relevant government / PSU / EPC tenders and study eligibility, PQC, technical specification, commercial conditions and submission requirements.

· Coordinate preparation of credentials, purchase-order references, performance certificates, technical documents and tender clarifications.

· Attend pre-bid meetings, technical discussions and commercial negotiations as required.

5. ENQUIRY FOLLOW-UP & CRM DISCIPLINE

The Sales Engineer shall maintain each opportunity through the following controlled sales cycle:

Lead -> Qualified Opportunity -> Technical Discussion -> Quotation -> Negotiation -> Purchase Order -> Execution -> Payment -> Repeat Business

· Maintain accurate enquiry status, expected order value, probability, next action, decision date and customer contact details in CRM / sales tracker.

· Follow every active quotation at defined intervals and record customer feedback, competitor position and next action.

· Provide realistic weekly and monthly sales forecasts and identify reasons for lost orders.

6. COMMERCIAL NEGOTIATION, ORDER HANDOVER & COLLECTION

· Negotiate prices and terms only within approved authority; obtain management approval for special discounts, credit terms or deviations.

· Protect contribution margin and avoid unapproved commitments while working toward order conversion.

· Review customer purchase orders against Labtech quotation and identify technical/commercial deviations before acceptance.

· Prepare complete internal order handover information for engineering, production, projects and service teams.

· Support documentation approvals, technical clarifications and customer coordination during execution.

· Follow advance, dispatch-stage and outstanding payments with customer purchase/accounts teams and support timely receivable closure.

7. CUSTOMER RELATIONSHIP MANAGEMENT

· Build professional relationships with instrumentation, maintenance, utility, project, production, engineering and purchase teams.

· Develop relationships with consultants, EPC contractors, OEMs, system integrators and government / PSU stakeholders.

· Maintain regular contact with key accounts and position Labtech as a preferred instrumentation, automation and IIoT solution partner.

· Capture customer feedback, service concerns and future requirements and coordinate internal resolution.

8. TARGET INDUSTRIES

• Power Plants

• Water & Wastewater

• Oil & Gas

• Petrochemicals

• Chemicals

• Steel & Metals

• Cement

• Sugar & Distilleries

• Food & Beverage

• Pharmaceuticals

• Automobile

• Railways

• Fertilizers

• Paper & Pulp

• Mining

• Refineries

• Infrastructure & Utilities

• EPC / Engineering Companies

9. EDUCATIONAL QUALIFICATION & EXPERIENCE

Preferred Qualification

B.E. / B.Tech / Diploma in Electronics & Instrumentation, Instrumentation & Control, Electronics & Communication, Electrical & Electronics, Mechanical, Mechatronics, Chemical Engineering or another relevant technical discipline.

Experience

· Freshers with strong technical aptitude, communication ability and genuine interest in industrial sales may be considered.

· For experienced candidates, 1-5 years of exposure to industrial instrumentation, process automation, sensors, analyzers, PLC/SCADA, EPC/project sales or B2B technical sales is preferred.

10. REQUIRED TECHNICAL KNOWLEDGE

· Fundamentals of flow, level, pressure, temperature, water quality and gas measurement.

· Industrial electrical signals: 4-20 mA, pulse/frequency, relay outputs and basic loop concepts.

· Industrial communication: RS485, Modbus RTU/TCP, HART, Ethernet, 4G and LoRa basics.

· Basic PLC, HMI, SCADA, RTU, IIoT and remote monitoring architecture.

· Basic understanding of process piping, line size, pressure class, material compatibility, installation and straight-run requirements.

· Ability to read customer datasheets, technical specifications, P&IDs, BOQs and tender documents.

11. REQUIRED SKILLS & BEHAVIOURAL COMPETENCIES

✓ Strong verbal and written communication

✓ Technical presentation and product demonstration

✓ Customer requirement analysis

✓ Negotiation and commercial awareness

✓ Professional email and proposal preparation

✓ Consistent follow-up discipline

✓ Problem solving and application understanding

✓ Target orientation and ownership

✓ Team coordination

✓ Time and territory management

✓ Willingness to travel

✓ Ethical sales conduct and confidentiality

✓ Working knowledge of MS Word, Excel, PowerPoint and CRM tools

12. KEY PERFORMANCE INDICATORS (KPI)

KPI AREA

MEASUREMENT FOCUS

Business Development

Qualified leads generated; new customers; new industries/territories; key account development.

Sales Performance

Monthly/quarterly/annual order booking; sales achievement; gross margin contribution; enquiry-to-order conversion.

Customer Activity

Customer visits; technical meetings; presentations/demos; active account engagement.

Quotation Management

Quotation volume; response time; follow-up effectiveness; closure ratio; accuracy of offers.

Pipeline & Forecast

CRM update discipline; opportunity value; forecast accuracy; next-action adherence.

Collections

Advance realization; dispatch payment; receivable follow-up; overdue reduction.

Professional Development

Product knowledge; application competence; reporting quality; internal coordination.

13. DAILY / WEEKLY REPORTING

· Daily activity / call report

· Customer visit report

· Enquiry and quotation tracker

· Opportunity pipeline and next-action report

· Weekly sales forecast

· Competitor / market intelligence

· Outstanding payment follow-up

· Monthly target vs achievement review

14. TRAVEL & FIELD RESPONSIBILITY

The role requires regular travel for customer visits, plant/site surveys, project discussions, exhibitions, technical seminars, government / PSU meetings, tender discussions and product demonstrations. The Sales Engineer is expected to plan travel efficiently and maintain complete visit records and follow-up actions.

15. CAREER GROWTH

Sales Engineer -> Senior Sales Engineer -> Area Sales Manager -> Regional Sales Manager -> Business Development Manager -> Product / Industry Vertical Head -> National Sales Leadership

16. JOB OBJECTIVE - ONE LINE

To professionally represent Labtech, develop qualified business opportunities, provide technically appropriate instrumentation solutions, convert enquiries into profitable orders, support timely collections and build long-term customer relationships.

• It is a Full Time Sales / Business Development job for candidates with 2 - 5 years of experience.