An elevator sales engineer plays a crucial role in bridging the gap between technical expertise and customer needs. They are responsible for understanding client requirements, designing tailored elevator solutions, and presenting these proposals effectively. Their tasks include conducting site assessments, estimating project costs, and collaborating with architects and construction teams. Additionally, they must stay updated on industry innovations and regulations to provide the best recommendations. Strong product knowledge, exposure to the installation, commissioning processes, effective communication and negotiation skills are essential, as they liaise between clients and their company, ensuring that projects are executed smoothly and meet both technical specifications and customer satisfaction.

Basically, their role is divided in two categories as follows.

Sales Aspects: which is basically related to commercial matters and every sales engineer must

Know how to prepare quotations, contracts.
Know how to negotiate quotations.
Know and negotiate contract terms and conditions.
Know Pricing matters.
Know and explain Product and design catalogue.
Have good communication and negotiation skills.
Understand and negotiate payment terms including letter of credit (LC) terms.
Know Elevator/Escalator features.
Know Elevator/Escalator Components.
Know and propose Cost saving solutions to clients.
Identifying customer needs.

Technical Aspects: which is basically related to Engineering side and sales engineers must

Know Technical and product specifications of their product and competitor product.
Know and prepare Compliance/deviation of specifications and tender documents.
Know Elevator safety codes and standards.
Know, prepare and demonstrate Elevator Traffic study/analysis
Prepare Pre-qualification documents.
Know and demonstrate Layout drawings
Know and prepare technical inquiries of non std. items.
Can take Elevator/Escalator shaft dimensions at project site.
Know and explain Elevators/Escalator features’ s operation.
Prepare and deliver technical presentations.
Be able to provide pre-sales technical support to clients/consultants/architects.
Be problems solver.
know and provide tailored solution to customer that meet customer and projects specific requirements.

Conclusion:

An elevator sales engineer requires a blend of technical and interpersonal skills. Technical acumen is essential for understanding elevator systems, performing site assessments, and developing customized solutions. Know-how of Drawings/ CAD software is an added value; however, a solid grasp of industry regulations, codes, and standards can play a vital role. Interpersonal skills, including effective communication and negotiation, are crucial for understanding client needs and presenting proposals persuasively.

Problem-solving abilities help in addressing project challenges, while time management ensures timely project completion. Additionally, staying updated with industry trends and innovations allows them to offer the best solutions. Overall, a balance of technical expertise and strong customer relations is key.