The posting
Cleveland Brothers, the largest Cat® dealer in Pennsylvania, northern West Virginia, and western Maryland, has an immediate opportunity for a Sales Engineer – Power Systems.
Position Summary:
The Sales Engineer is responsible for developing, maintaining, and growing strategic relationships with consulting engineers, electrical contractors, general contractors, end users, facility managers, and key decision-makers within the assigned territory to identify, influence, and secure opportunities for Caterpillar standby power solutions. Serving as a trusted advisor, this individual provides technical expertise, application guidance, and project support throughout the entire project lifecycle, from project conception and specification development through project award, execution, and customer follow-up.
The Sales Engineer will execute territory growth strategies focused on expanding market share, increasing Caterpillar product specification activity, and strengthening relationships within key market segments. Through proactive customer engagement, networking, industry involvement, and targeted account management, the individual will identify and develop new business opportunities while promoting Caterpillar's value proposition within the engineering, contractor, and end-user communities.
The Sales Engineer will strive to achieve departmental sales and profit objectives through direct customer engagement involving all* diesel and natural gas generator sets applied in standby power applications within the assigned territory and accounts, all diesel and natural gas generator sets sold through contractors within the assigned territory, and sales to local contractors for projects outside the Company's assigned territory with appropriate approval.
This individual will actively engage consulting engineers, specifiers, contractors, and end users during the project planning and design phases to promote Caterpillar standby power solutions and influence project specifications prior to the competitive bidding process. Responsibilities include maintaining strategic account plans for key customers and influencers, identifying opportunities through resources such as Industrial Info Resources (IIR) and Pennsylvania Builders Exchange, reviewing project specifications, performing equipment selection, and preparing technical and commercial quotations.
“This position is base plus commission.”
* Note: The sales manager reserves the right to modify the product range and assigned accounts this position will cover based on experience. Example: 600 kW and smaller diesel; 150 kW natural gas and smaller and single unit installations only.
Primary Responsibilities:
- Review project criteria, select equipment to meet requirements, and prepare quotations to meet specifications.
- Execute a territory growth strategy to increase standby power equipment sales, market share, and profitability by identifying, pursuing, and securing new business opportunities within assigned markets.
- Establish, cultivate, and maintain strategic relationships with electrical contractors, consulting engineering firms, facility owners, end users, and other key decision-makers to position the company as the preferred standby power solutions provider.
- Proactively identify, qualify, and develop project opportunities through customer engagement, networking, market intelligence, project tracking resources, and industry involvement while influencing specifications during the design and planning stages.
- Review project requirements, specifications, and operational needs to develop technically sound and commercially competitive standby power solutions that maximize customer value and project success.
- Prepare accurate and timely quotations, proposals, and supporting documentation while providing value engineering, budgeting assistance, and technical recommendations to improve competitiveness and win rates while maintaining bottom line profitability.
- Maintain an accurate and active sales pipeline within the company ERP system, including opportunity tracking, account activity, competitive intelligence, win/loss analysis, and strategic sales planning.
- Lead opportunities from initial identification through project award, coordinating internal and external stakeholders to ensure customer requirements are met, risks are mitigated, and sales objectives are achieved.
- Collaborate with project managers, prime power sales representatives, service teams, operations personnel, and suppliers to ensure seamless project execution, customer satisfaction, and long-term account retention.
- Monitor industry trends, customer needs, competitor activities, emerging technologies, and market developments to identify opportunities, improve sales strategies, and strengthen competitive positioning.
- Serve as a trusted advisor throughout the sales lifecycle by providing technical expertise, responsive support, and exceptional service while continually improving product, industry, and sales knowledge.
- Other duties as assigned to support the overall business
Skills / Knowledge / Qualifications:
- Minimum five (5) years of experience in standby power, power generation, electrical equipment, switchgear, controls, or related technical sales within the construction and electrical industries.
- Proven ability to develop new business opportunities, build strategic customer relationships, and achieve sales growth objectives within an assigned territory.
- Experience working with electrical contractors, consulting engineers, facility owners, end users, and other stakeholders involved in power generation and electrical infrastructure projects.
- Strong understanding of standby power systems, generator sets, automatic transfer switches (ATS), switchgear, and related power distribution equipment.
- Ability to interpret project specifications, construction drawings, one-line diagrams, bid documents, and technical requirements to develop effective solutions and quotations.
- Excellent verbal, written, presentation, and interpersonal communication skills, with the ability to effectively engage both technical and non-technical decision-makers.
- Strong analytical, organizational, and problem-solving abilities, including the capability to manage multiple opportunities, prioritize activities, and develop strategies to improve win rates and customer satisfaction.
- Proficiency with Microsoft 365 applications and CRM/ERP systems for opportunity management, forecasting, pipeline development, reporting, and customer relationship management.
- Four-year bachelor's degree (Engineering preferred or Business); or five years of related experience in the electrical industry.
Why Join the Cleveland Brothers Team:
- Market Leading Benefits Package: Medical, dental, vision, life insurance, 401(k) match, short- and long-term disability, health savings account, PTO, Profit Sharing Account.
- Advancement: Take your career to the next level with a dynamic organization that wants to see you succeed! In addition to room to grow in this role, there are limitless opportunities across 29 locations whether you want to move up, or into another division of the company.
- Stability – Cleveland Brothers has been around for 75 years. Experience tremendous job security in an essential role with an organization that is around for the long haul.
About Us: For nearly 80 years, Cleveland Brothers Equipment Co., Inc. has proudly served as the exclusive Cat® dealer for western, central, and northeastern Pennsylvania, northern West Virginia, and western Maryland. Since 1948, we've built a legacy as a trusted partner in the construction, mining, forestry, and agricultural sectors.
From our 30 locations, we deliver comprehensive solutions, including high-quality new, used, and rental equipment, genuine parts, and expert service.
Beyond our extensive machinery offerings, we provide diverse solutions, such as industrial engines and generators all supported by our knowledgeable team of professionals.
At Cleveland Brothers, we're more than a dealer; we're your dedicated partner committed to helping you achieve your goals. Discover how we can support your operations at www.ClevelandBrothers.com.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
