Technical Sales Engineer
Også kendt som: Sales Engineer · Technical Account Manager
Sells technical products or installations by translating the customer requirement into a technical solution, and calculates what that solution costs and returns.
The technical sales engineer works between sales and engineering and builds the specification with the customer on which a quotation rests. Unlike an account manager, the conversation covers application, capacity and standards, and an error in the specification costs money later. Selection usually picks either an engineer or a seller, while this role stands or falls on translating technical options into a business argument.
Kompetencer, der skal måles
Dette er adfærds- og kompetencekonstruktionerne i denne profil. Hver enkelt viser, hvilket spørgeskema i hrmforce der måler den.
| Kompetencer, der skal måles | Målniveau | hrmforce instrument | Evalueringsmetode | Adfærdsmæssigt anker på målniveau |
|---|---|---|---|---|
| Persuasiveness Kompetence (50-rammeværk): Persuasiveness Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Chooses per counterpart the argument that matches their interest and checks along the way whether the agreement is genuine. |
| Client focus Kompetence (50-rammeværk): Customer Focus Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | 360-degree feedback | Uncovers the real need behind a client question, makes a fitting proposal and checks after delivery whether it works. |
| Result orientation Kompetence (50-rammeværk): Results-Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Personality questionnaire | Translates an assignment into measurable interim goals, measures progress and drops activities that do not contribute to the result. |
| Commercial capability Kompetence (50-rammeværk): Commercial acumen Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Discusses additional services with existing customers on own initiative and records the revenue opportunity in the customer file. |
| Listening and probing Kompetence (50-rammeværk): Listen | N4 | Big Fifty, 360 Feedback | 360-degree feedback | Summarises both the content and the feeling of the other party and probes until the real interest behind the request becomes visible. |
| Perseverance Kompetence (50-rammeværk): Perseverance | N4 | Big Fifty, 15PF, Mental Resilience (4C) | Personality questionnaire | Keeps seeking alternative routes on a stalled case and involves others in that search on own initiative. |
| Market orientation Kompetence (50-rammeværk): Market Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Links signals from customers and competitors to the own offering and proposes adjustments on that basis. |
| Recovery after setbacks Kompetence (50-rammeværk): Stress resilience | N3 | Big Fifty, Mental Resilience (4C), 360 Feedback | Personality questionnaire | Analyses after a failed effort what went wrong, discusses it with those involved and starts a revised approach within a week. |
Kort profil
De ti vigtigste kompetencer i denne profil. Den fulde profil med alle kompetencer, adfærdsmæssige ankerpunkter og vurderingsmetoder findes i downloadfilen.
| T | Kompetence | Målniveau | Vægt | Knockout | Evalueringsmetode |
|---|---|---|---|---|---|
| V | Consultative selling | N5 | 5 | ja | Assessment centre |
| G | Persuasiveness | N4 | 5 | ja | Assessment centre |
| G | Client focus | N4 | 5 | ja | 360-degree feedback |
| G | Result orientation | N4 | 5 | nej | Personality questionnaire |
| G | Commercial capability | N4 | 5 | ja | Assessment centre |
| V | Account management | N4 | 5 | ja | Structured interview |
| K | Technical understanding | N4 | 5 | ja | Knowledge test |
| V | Conversation management | N4 | 4 | nej | Assessment centre |
| G | Listening and probing | N4 | 4 | nej | 360-degree feedback |
| V | Negotiating | N4 | 4 | nej | Assessment centre |
Se alle 29 kompetencer i den fulde profil
Vurderingsværktøjer til denne stilling
Competency Check
Behavioral-Level Competency Assessment
360 Feedback
Multiple assessments based on behavioral anchors
Work sample test
Representative work sample under standardized conditions
Big Fifty
Personality questionnaire, 150 items, 25 factors
Knowledge test (client-specific)
Professional knowledge test, customized for each client
Mental Resilience (4C)
Mental Resilience According to the 4C Model
Ability Scan
Aptitude Test: Verbal, Numerical, and Abstract Reasoning Skills
Communication Styles
Preferred communication style
Conflict Styles
Preferred style in conflict situations
15PF
Personality Profile, a shorter alternative to the Big Fifty
Structured interview
Behavioral interview with a fixed structure
Portfolio
Evaluation of prior work against fixed criteria
Sammenlignelige stillinger
26 kompetencer i profilen · medior
Senior Account Manager27 kompetencer i profilen · senior
Junior Account Manager25 kompetencer i profilen · junior
Key Account Manager28 kompetencer i profilen · senior
Sales Manager28 kompetencer i profilen · senior
Sales Director29 kompetencer i profilen · lead
Commercial Manager28 kompetencer i profilen · senior
Chief Commercial Officer29 kompetencer i profilen · lead