Anyone Worked in Engineering Sales?

[onewhippedpuppy]

I’m currently a project engineer (project manager) at an aircraft company, but am considering applying for an internal position as an aircraft sales engineer. Basic description is to act as the primary engineering representative for customers and sales, assigned to one specific product line. The job has a lot of appeal to me because I enjoy dealing directly with customers, pilots, and airplanes. I don’t want to go to deep into the description, but overall it really sounds like fun. My only concern is that I am entering a field that really doesn’t have any upward potential, and that this won’t contribute to my career growth. The mental counterpoint for me is that it would be a good learning experience, if only for a few years. I'm on a path for management, not technical engineering, so the lack of technical experience isn't a concern.

Anyone worked in some sort of engineering sales position? What’s your take on the position, as well as the value that it adds to an engineer’s career?

[TechnoViking]

I was a Sales Engineer for a number of years in the electronic component industry. I'd say the experience working heavily with customers is invaluable. You can really make a name for yourself if you work hard and help to solve customer problems at key accounts. If you want to go into sales, marketing or management, I can't see how you can go wrong.

On the other hand, if you want to be in engineering management or research, there may be some snobbery there that the engineers on the sales side are not as smart. Which in my case, is probably true

[red-beard]

I was an Application Engineer selling large Gas Turbines for GE. It was a lot of fun. It was almost as muc fun as being a Field Engineer.

[MotoSook]

If you don't have the technical background to give good answers or solutions to a customer's needs, they will see right through you. In technical sales you can be sheety in tactics and know your sheet or great at tactics and know nothing. If you are great in both you will go far. If you are average or mediocre, forget it. You will struggle to make a living unless you work for a company that sells something people really need.

As a buyer of goods and services in the engineering field, I abhor sales guys who try to show more than they know and provide no service or value other than a free lunch. Even a free lunch isn't worth their company. I respect the guy who admits he knows nothing or doesn't know the specifics, but is willling to go to great lengths to have my concerns addressed.

Some of the most successful technical sales guys I know are great with tactics and people (be sincere and helpful), and openly admit they don't always know everything. Some of them have become goods friends.

[onewhippedpuppy]

Souk, it's worth noting that I would be supporting our sales team, not actually selling things myself. My role would be supporting sales, proposed new development, trade shows, etc. You do bring up some good points though. I'm the first to admit that I don't have all of the answers, but I WILL find them. I'm a no BS straight shooter, but I do enjoy helping people.

[MotoSook]

In that case, I would think that you'll need to be strong technically. You don't want to be the engineer the sales guys brought along to a show who can't have a technical discussion with a potential customer resulting in the customer walking away happy and confident with your company's....first impression.

IMO, you'll have a brighter future in project management. Broaden your skill set while in PM and you can jump into other industries. A good project manager with a strong technical background is hard to come by....

[M.D. Holloway]

No upward potential? Are you drunk??? Dude, your in the direct line of $$$ coming into the company! You hitch your wagon to a few juicey deals and you become da Golden Child! The Rainmaker! You wanna get up in your profession? Sell, sell, sell. Seriously.

[M.D. Holloway]

oh ya, you don't have to be a techno wiz kid, heck you don't have to know jackshyt! The thing you gotta do is focus on exactly what the customer is asking for, establish a great relationship with the decision makers and qualified buyers and be the champian for your customer. Oh ya - salesmen make all the money in a company. Do it. If nothing else, the experience alone will be well worth it.

[Tim Hancock]

If you get to do Oshkosh yearly on someone elses dime..... Hell yes!

[onewhippedpuppy]

Tim, I like the way you think! Probably NBAA and EBACE too!

[kaisen]

Tim, are you going to be at Oshkosh this year? My parents fly in every year, and they invite me every year, and I say no every year. This year maybe I will. I think it's the last week in July, right? So I think they go Tues-Thurs.

[Seahawk]

Originally Posted by Soukus

IMO, you'll have a brighter future in project management. Broaden your skill set while in PM and you can jump into other industries. A good project manager with a strong technical background is hard to come by....

I know nothing about sales, but the above from Soukus is spot on: But, given how we've discussed this before, you know how I feel about your abilities

Can you do a "rotation" (a month or so) to get a sense of the new position before committing to a permanent job change?

[onewhippedpuppy]

Probably not a rotation. However considering that I have a good reputation within our engineering organization, I could likely jump back fairly easily if it's not my forte.

[Tim Hancock]

Originally Posted by kaisen

Tim, are you going to be at Oshkosh this year? My parents fly in every year, and they invite me every year, and I say no every year. This year maybe I will. I think it's the last week in July, right? So I think they go Tues-Thurs.

Yeah, my wife is tagging along this year also. It "officially" starts on Monday July 26th, but we will get there (weather permitting) about noon on Saturday July 24th which typically secures me a vintage aircraft parking/camping spot on the flight line just north of the ultralight area. Getting there one day later means parking down south of the ultralight area which is not as nice to watch the daily airshows from and is a much longer walk to show center. The free opening day concert this year is Chicago which starts right after Monday's airshow.

I can usually be found in the shade under my Pacer's wing during the afternoon airshows. Stop by and say hello if you end up there.

We will likely pack up and head back to Ohio midweek.

[onewhippedpuppy]

You suck Tim. I've always wanted to go to Oshkosh, but never made it. My wife suggested that we make it our family vacation next year. She's a keeper.

[Rloop]

If you are on a path to Management, and that is where you want to go, get out there with customers, a sales engineering position can set you up for other roles in the future. The customer is king, make sure you have direct experience with customers.

I believe project management will restrict you into fewer opportunities within your company, although it will open possibilities outside your company. Sales engineering will open opportuniries inside and outside.

Engineers that work well with customers, that is a rare commodity and worth much! My experience is 100% in the wireless industry, not aircraft, but I suspect the same rules apply.

Lou

[Tim Hancock]

Originally Posted by onewhippedpuppy

You suck Tim. I've always wanted to go to Oshkosh, but never made it. My wife suggested that we make it our family vacation next year. She's a keeper.

A good friend's brother works for Cessna and has been paid to attend Oshkosh several times.... airfare, rental car, meals and nice motel. Tough life.

[vash]

sorry..i was thinking oskosh the kids clothing company..

tiny corduroy overalls..and they need a convention?