Gooch & Housego (G&H) is a leading global manufacturer of critical photonic components and systems. Our expertise spans across acousto-optics, electro-optics, fiber optics, and precision optics, serving markets that include aerospace, defence, life sciences, and industrial applications. At the heart of our innovation is a commitment to people, quality, precision, and customer satisfaction. Description We are seeking a Sales Engineer to join our Rochester, NY team. This role will engage with current and prospective customers to develop solutions for applications requiring injection molding, diamond turning, with a focus on polymer optics. The Sales Engineer will be supported by a world-class team of engineers, manufacturing associates, and senior staff to ensure customer needs are effectively supported. This position is critical in driving internal and external customer satisfaction by providing technical expertise, ensuring the quality and reliability of products, and coordinating timely delivery. The role will focus on understanding customer requirements, troubleshooting technical issues, presenting tailored solutions, emphasizing continuous improvement and innovation, all while focused on significant external new customer engagement and sales funnel growth. The ideal candidate will have strong customer and market knowledge, particularly within the injection molding industry or related fields, and experience in managing complex customer interactions. The Sales Engineer will collaborate with Manufacturing, Engineering, Quality, and R&D teams to ensure seamless project execution, while also working closely with peers & Marketing to drive business growth. Responsibilities:
- Build market vertical based sales target and growth plan best associated with divisional and corporate value proposition.
- Build strong relationships and deeply understand the client's needs, tailoring the company's offerings to their specific circumstances rather than relying on a generic 'one size fits all' sales approach. Pay special attention to identifying the client's challenges and providing business solution.
- Meet/exceed personal KPIs and objectives, including gross sales associated with your key accounts, contribution margins, and increasing market share. Focus on new opportunities and customer acquisition.
- Act as a customer advocate/program manager assisting the customer and internal resources to deliver exceptional service and support for new programs.
- Monitor the competitive environment and adjust territory sales and business strategies as needed. Prospect new, current and dormant customers.
- Utilize a solutions-selling approach and a disciplined sales process, from initial research, fit assessment, and lead generation to managing opportunities through to the first purchase order.
- Work closely with marketing, supply chain, and engineering teams to manage change notifications, material qualifications, and order management.
- Develop strong relationships with customers, engaging with key stakeholders, and identifying opportunities for incremental sales growth within the customer account.
- Ensure appropriate margins are maintained through regular review of customer portfolios, including pricing strategy, portfolio optimization, and partnering with Operations to identify operational improvements.
Requirements Knowledge, Skills & Experience
- Bachelor's degree in Engineering, Physics, Optics, or related field.
- Educated or experience in scientific injection molding principals, process optimization of plastic optics highly desired.
- 5+ years commercial sales experience covering injection molded components and services within the medical, defense, industrial, & life science sectors.
- Familiarity with Zemax/Oslo, Solidworks or Autocad is highly desired.
- Proficient in MS Office and Outlook.
- Project/program management experience is a plus.
Salary Description $90,000 - $110,000