Sales Engineer; Industrial Material Handling Equipment

Employment Type: Full time

Compensation: Base + commission (65,000 – 80,000/yr. + commission)

Travel: ~75% local and ~25% regional, mostly day trips; overnight travel is rare. Occasional travel for manufacturer training and company sales meetings.

Territory: Rochester, Buffalo, Syracuse areas

Education: Engineering or technical degree in a related field is preferred.

Experience: 1+ year in material handling and 1+ year in industrial/technical sales preferred; ability to read mechanical/facility drawings; CRM (Salesforce) and AutoCAD experience strongly preferred; project management experience a plus. Strong technical and business acumen is required. Will consider relevant engineering experience in lieu of sales experience.

About This Opportunity:

Adaptec Solutions is an industry‑leading technology integration partner that designs and delivers tailored material handling solutions - backed by in‑house engineering and field operations team. You’ll own a warm, partially developed territory with strong references and case studies, short sales cycles on many projects, monthly quota payouts, and hands‑on collaboration with an experienced Applications Engineering team to help you win and deliver.

What You’ll Do:

• Serve as the primary field representative for business development - engage with existing and prospective accounts to strengthen relationships, identify customer needs, and generate new opportunities
• Own the quoting of 300 - 400 opportunities per year, primarily projects under $300K (average ~$25K), including workstation cranes, pallet racking, stretch wrappers, caging, basic conveyors, shelving, mezzanines, and ergonomic tools.
• Manage the full quoting process: site visits, vendor identification, estimating, design, proposals, presentation, acceptance, and handoff/implementation.
• Partner closely with internal technical resources (Applications Engineering) to scope complex solutions and produce compelling technical documentation and estimates.
• Drive execution after award by coordinating engineering, installation, and customer service to ensure a great customer experience.
• Maintain rigorous pipeline hygiene - forecast, prioritize, and log lead/quote/order activity in Salesforce.
• Travel regularly within your territory; occasional manufacturer training and company sales meetings as needed

What You Bring:

• Sales mindset: 1
  -2+ years in a similar sales role (industrial material handling equipment experience strongly preferred) with the drive to prospect, nurture, and close. Will consider relevant engineering experience in lieu of sales experience.
• Technical fluency: Comfort reading mechanical/facility drawings and visualizing future‑state layouts within a plant environment.
• Tool stack: Proficiency with MS Office; prior CRM (Salesforce) experience preferred;
  AutoCAD strongly preferred.
• Industry context: 3–5 years in an industrial/mechanical setting is a plus; project management exposure helpful.
• People & execution: Strong interpersonal, communication, and multitasking skills; organized, analytical, and comfortable operating with urgency to deliver for customers

How We Measure Success

• Demonstrate consistent progress in developing and maintaining a healthy pipeline of qualified opportunities.
• Build strong customer engagement through consultative interactions, site visits, and value-driven presentations.
• Deliver high-quality proposals and solutions that align with customer needs and company standards.
• Contribute to overall business growth through effective relationship management and collaboration with internal teams.

Growth & Why You’ll Love It Here

Career path: Sales Engineer → Senior Sales Engineer; potential to advance into Team Lead/Manager/Director as the business grows (both current Directors were promoted internally).

Speed to impact: Many projects have shorter sales cycles; you’ll see wins and customer value quickly.

Resources that help you win: In‑house applications engineering, service technicians, and comprehensive engineering capabilities - plus reference projects and drawings you can leverage with customers.

Collaboration DNA: Cross‑functional teamwork with Operations, Engineering, Customer Service, and Sales…