Role Overview
Sales Engineer – Centrifugal Compressors is the frontline commercial and technical representative of CAPS Australia, responsible for engaging with customers, managing enquiries, and delivering tailored solutions across the full Ingersoll Rand centrifugal compressor portfolio, including TA, NX, MSG, and Centac product lines. This role bridges the gap between ETO engineering and aftermarket sales by applying strong technical expertise in centrifugal compression to develop compelling aftermarket and capital equipment solutions.
Job Objective
The primary objective of this role is to generate profitable revenue growth through:
* Delivery of exceptional customer service and technical support
* Identification and conversion of aftermarket and capital equipment opportunities
* Contribution to the efficient and profitable operation of the branch
Key Accountabilities
* Revenue Growth & Commercial Performance: Drive revenue across but not limited to complete centrifugal compressor packages, aftermarket solutions, quotations, hire and temporary air solutions, and related activities.
* Identify and convert sales opportunities, develop and execute account strategies, and achieve sales targets, margin expectations, and pipeline conversion metrics.
* Identify and implement improvements to increase customer satisfaction and sales outcomes.
Customer Engagement & Relationship Management
* Serve as the primary point of contact for centrifugal compressor customers.
* Build and maintain strong, long‐term relationships with key stakeholders (operations, maintenance, reliability engineers).
* Conduct regular site visits to understand customer operations and identify improvement opportunities.
* Deliver professional technical presentations and proposal reviews.
* Ensure high levels of customer satisfaction through proactive communication and follow‐up.
* Manage and respond to enquiries related to spare parts, tools, generators and air and gas compressors via telephone, email, and face‐to‐face interactions.
Internal Collaboration & Branch Support
* Work closely with branch service, operations and product teams to ensure seamless project execution.
* Support scheduling, logistics and delivery of aftermarket and service solutions.
* Provide technical support and guidance to wider sales teams.
* Contribute to continuous improvement initiatives within the branch.
* Provide responsive support to internal customers across Sales, Parts and Service functions, including inter‐branch collaboration.
Key Performance Indicators (KPIs)
* Revenue growth (equipment and aftermarket)
* Gross margin performance
* Opportunity pipeline value and conversion rate
* Customer satisfaction and retention
* Installed base growth and aftermarket penetration
* Effective use of CRM systems to track leads, manage customer interactions and analyse sales data
Operational & Financial Accountability
Ensure all transactions and interactions are documented and comply with internal policies and procedures.
Sales And Profitability Objectives
* Achieve sales targets: meet or exceed assigned sales objectives for revenue, margins or other key performance indicators.
* Increase revenue: drive overall sales revenue growth, measured monthly or annually.
* Generate leads: identify and qualify potential customers through various channels, such as prospecting, networking and online lead generation.
* Customer acquisition: successfully convert leads into new customers.
* Customer retention: maintain and strengthen relationships with existing customers to encourage repeat business and loyalty.
Internal Relationships
* National Product Manager – Centrifugal
* Branch Manager
* Sales Team
* Service Manager and Supervisor
* Service Coordinators and Technicians
* Parts Interpreters
* National Sales and Product Teams
* Administration and Finance Teams
* Ingersoll Rand PAC Part and ETO Team
External Relationships
* Existing and prospective clients
* Vendors and suppliers (as required for quotes or technical support)
Technical Competency
Strong knowledge of centrifugal compressor technology (TA, NX, MSG, Centac preferred). Understanding of centrifugal compressor operations, performance curves, industrial air and gas applications, maintenance and overhaul practices.
Commercial & Sales Skills
* Proven experience in technical sales within industrial equipment or compressed air systems.
* Strong negotiation, proposal development and closing skills.
* Ability to communicate complex technical solutions in a clear, customer‐focused manner.
Personal Attributes
* Customer‐centric mindset with strong relationship‐building capability.
* High level of initiative, accountability and commercial awareness.
* Strong problem‐solving and analytical skills.
* Ability to operate both independently and within a team environment.
Other Core Competencies
* Customer Focus: demonstrated commitment to delivering quality service and building customer relationships.
* Initiative: proactively identify opportunities for improvement and take action to resolve issues without prompting.
* Time Management: efficiently manage time and workload to maximise productivity and meet deadlines.
* Results Orientation: drive to meet or exceed sales targets and customer service goals.
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