Sales Engineer

Company Description Volkmann, Inc., a wholly owned subsidiary of Volkmann GmbH, designs and manufactures high-quality pneumatic conveying and powder handling systems for fine chemicals, granules, pellets, tablets, and small components. The company is recognized for dust-tight, segregation-free, and damage-free vacuum conveying solutions that emphasize safety, cleanliness, and product integrity. Its equipment features “no-tools” disassembly, easy cleaning, cGMP-compliant designs, air-driven Multijector® vacuum generation, and ATEX-certified options for explosion-proof applications. Based in Bristol, PA near the I-95 corridor, Volkmann serves customers across North America and operates a fully equipped test laboratory that allows clients to evaluate various conveyor configurations and real-world conveying setups. Customers can collaborate with the engineering team on-site, review test results in a dedicated conference area, and explore a full static display of Volkmann’s conveyor product line.

Role Description

We are seeking a motivated and technically driven Sales Engineer to join our growing U.S. team in Bristol, Pennsylvania. This position combines technical engineering expertise with consultative sales and customer relationship management to deliver customized material handling solutions and drive business growth within an assigned territory.

The Sales Engineer role is a full-time, on-site position based in Bristol, PA. This role is responsible for engaging with prospective and existing customers to understand their powder handling and conveying requirements, and translating those needs into tailored technical solutions using Volkmann systems. Day-to-day tasks include preparing proposals and quotations, conducting product demonstrations, supporting system trials, and collaborating with engineering and project teams to develop system layouts and specifications. The Sales Engineer will manage a sales pipeline, respond to technical inquiries, and provide pre- and post-sales technical support to ensure successful system implementation and customer satisfaction. This role also involves regular customer visits, participation in trade shows or industry events, and maintaining accurate records in CRM tools and related documentation.

Key Responsibilities

Sales & Business Development

• Identify, qualify, and develop new sales opportunities within an assigned territory.
• Build and maintain strong relationships with customers, prospects, and outside sales representatives.
• Conduct customer visits, technical presentations, product demonstrations, and system evaluations.
• Understand customer process requirements and develop tailored conveying and material handling solutions.
• Prepare detailed quotations, proposals, pricing calculations, and technical documentation.
• Negotiate contracts and close sales to achieve territory revenue goals.
• Participate in trade shows, industry events, and customer-facing marketing initiatives.

Technical Solution Development

• Design and develop engineered system concepts based on customer requirements.
• Collaborate with Engineering to create system layouts, specifications, and application recommendations.
• Review customer drawings, process requirements, P&IDs, and technical specifications.
• Provide technical support throughout the sales process and assist with system startup and post-sale follow-up.
• Maintain expert-level knowledge of Volkmann equipment, applications, and industry trends.

Pipeline Management

• Manage all leads, opportunities, quotes, and orders within HubSpot CRM.
• Maintain accurate and timely updates throughout the sales process.
• Track opportunities through defined pipeline stages and ensure data integrity.
• Monitor territory performance using HubSpot dashboards and reporting tools.
• Participate in forecast reviews and maintain forecast accuracy.
• Track key sales metrics including conversion rates, sales cycle duration, and lead response times.

Cross-Functional Collaboration

• Partner with Inside Sales & Operations to ensure prompt lead qualification and follow-up.
• Work closely with Accounting and Operations to support order processing, invoicing, and customer communication.
• Collaborate with Marketing on lead generation activities and market intelligence.
• Provide regular territory, pipeline, and forecast updates to the VP of Sales & Marketing.
• Support training and development of outside sales representatives within the territory.

Qualifications

• Strong Sales Engineering and technical solution-selling skills, with the ability to interpret customer requirements and propose appropriate conveying and material handling systems.
• Effective Communication and interpersonal skills, with the ability to present technical concepts clearly to both technical and non-technical stakeholders.
• Proven Sales and Customer Service capabilities, including managing a sales pipeline and building long-term customer relationships.
• Bachelor’s degree in engineering (mechanical, chemical, industrial) or a related technical field, or equivalent combination of education and relevant experience.
• Experience with industrial equipment, process systems, or powder handling applications is highly desirable.
• Familiarity with pneumatic conveying, material handling, pharmaceutical processing, food processing, or related manufacturing industries.
• Ability to read and understand technical drawings, P&IDs, and system layouts; familiarity with CAD or similar tools is a plus.
• Willingness to travel to customer sites, test facilities, and industry events as needed; valid driver’s license required.

Why Join Volkmann USA?

• Represent a globally recognized leader in powder handling technology.
• Work with innovative products serving high-growth industries.
• Collaborative, team-oriented culture.
• Opportunity to make a significant impact on company growth.
• Competitive compensation, benefits, and career advancement opportunities.

Volkmann USA is an Equal Opportunity Employer and values integrity, teamwork, quality, customer satisfaction, and community involvement.