Justinaquino: "Add Job Descriptions section with five JD wiki pages"

2026-03-20T10:07:18Z

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= Job Description: Technical Sales Engineer =

{| class="wikitable"
! Field !! Detail
|-
| '''Division''' || Technical Sales
|-
| '''Department''' || Technical Sales
|-
| '''Reports To''' || Sales Manager / Commercial Director
|-
| '''Supervises''' || N/A (may coordinate with Designers/Staff)
|-
| '''Coordinates''' || Clients, Engineering Designers, Project Managers, and Admin
|-
| '''Prepared by''' || Justin Cesar N. Aquino, Operations Director — Jan 12, 2026
|-
| '''Reviewed by''' || Lourdes P. Abayan, HRMD Director — Jan 12, 2026
|-
| '''Approved by''' || Edna S. Arevalo, Chief Operating Officer — Jan 12, 2026
|}

== Job Summary ==

The Technical Sales Engineer combines Engineering Discipline with Emotional Intelligence (EQ). Unlike traditional sales, this role uses technical training not to design solutions, but to validate them. They are responsible for gathering and verifying client requirements, assessing the veracity and motivation behind them, and determining genuine Buying Intent. They bridge the gap between the Client's problem and the Engineering Designer's solution, ensuring that technical proposals strictly address the customer's pain points while navigating the administrative and bureaucratic complexities of the buying process.

== Specific Duties and Responsibilities ==

=== 1. Pre-Sales Strategy, Customer Interview & Validation (The Human Element) ===
* '''Pre-Sales Processes & Networking.''' Collaborates with Marketing and Operations to develop a targeted Selling Strategy. Actively joins marketing events and conferences to network. Maintains relationships with staff of various organizations to gain introductions and access.
* '''Opportunity Targets & Strategy.''' Carries specific targets for Opportunities and Engagement expected to lead to Sales. Works closely with Marketing to refine the selling strategy and tracks the status of relationships and opportunities.
* '''Requirements Gathering.''' Conducts in-depth interviews with stakeholders to capture technical requirements. Uses engineering background to ask the "right" questions that non-technical sales staff might miss.
* '''Validation of Intent.''' Uses Emotional Intelligence (EQ) to determine the veracity of requirements and the client's motivation. Filters "noise" from actual business needs and assesses true Buying Intent.
* '''Documentation.''' Meticulously records minutes of meetings, observations, and client constraints. Ensures records are accurate and sharable with the Engineering Design team.

=== 2. Solution Alignment & Verification ===
* '''Reviewing Design Output.''' Reviews the Solutions, Drawings, and Bills of Materials (BOM) created by Engineering Designers.
* '''The "Problem-Solution" Check.''' Does not perform detailed calculations, but validates the output against the Client's Problem Statement. Asks: "Does this engineering design actually solve the specific pain point the client described?"
* '''Technical Bridging.''' Identifies when specific sub-fields (Civil, Mech, Elec) need to be coordinated. Knows the limits of their own technical depth and brings in the specific Engineering Designer when deep technical detailing is required.

=== 3. Bidding, Procurement & Bureaucratic Proficiency ===
* '''Buying Process Navigation.''' Masters the "Bureaucracy of Sales," covering formal Biddings, Unsolicited Proposals, and complex Purchase Evaluations. Navigates the client's procurement processes, accreditation requirements, and timelines.
* '''Bidding Team Communication.''' Serves as the communication hub for the Bidding Team. Manages the flow of information, acting as the conduit for client clarifications and validating inquiries before passing them to the technical team.
* '''Stakeholder & Decision Maker Mapping.''' Maps the client's internal hierarchy during the buying process. Validates "who said what" to distinguish minor influencers from the Main Decision Maker, ensuring the bid strategy targets the right authority.
* '''Contract & Commercial Basics.''' Applies a working knowledge of basic contract law and business terms. Ensures proposals are not just technically sound but commercially viable and legally safe.
* '''Business Etiquette.''' Represents the company with professional polish. Demonstrates high standards of business courtesy, communication, and presence suitable for dealing with executive stakeholders.

=== 4. Product & Industry Mastery ===
* '''Continuous Learning.''' Maintains an up-to-date mastery of the company's product lines, services, and certifications.
* '''Market Intelligence.''' Monitors the status of the industry, competitor movements, and new technologies. Feeds this information back to Management and Engineering to keep the company competitive.

=== 5. Professional Integrity & Coordination ===
* '''Honest Representation.''' Uses technical knowledge to avoid "overpromising." Ensures that client expectations are set realistically based on engineering constraints.
* '''Feedback Loop.''' Provides feedback to the Engineering team regarding market trends or recurring client issues that may require a change in design approach.

=== 6. Professional Development ===
* Actively develops skills in negotiation, presentation, and relationship building, trading off deep technical specialization for broad commercial effectiveness.

=== 7. Other Tasks ===
* Other tasks that the Sales Manager or Director may assign from time to time.

== Job Specification ==

{| class="wikitable"
! Field !! Detail
|-
| '''Education''' || Licensed Engineer (Civil, Mechanical, Electrical, ECE) or equivalent technical degree
|-
| '''Experience''' || Engineering background with a strong aptitude for Sales, Communication, and Stakeholder Management
|-
| '''Hours of Work''' || Six (6) days a week. Flexible hours may be required to accommodate client meeting schedules.
|-
| '''Working Condition''' || Client-facing (Field/Office) with frequent travel and coordination with the internal Tech Center
|-
| '''Skills''' || High Emotional Intelligence (EQ), Technical Communication, Contract/Procurement Logic, and Active Listening
|-
| '''Reports To''' || Specific office location / HQ as discussed
|}

== Related Pages ==

* [[Job Descriptions]] — All job descriptions index
* [[JD Engineering Designer 260108]] — Engineering Designer role that Technical Sales coordinates with
* [[Comfac CRM – Customer Qualification & Conversion Process]] — CRM process aligned with this role
* [[Comfac Sales Knowledge Base]] — Sales reference material

JD Technical Sales 260112 - Revision history

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