Since 2003, Supply Chain Optics has been providing a huge variety of OEM optical parts to hi-tech manufacturers scattered across the US and Canada. We seek an optics industry expert who will manage an existing base of 100+ customer accounts, adding unique value to each relationship via technical (consulting-style) selling. The Senior Applications Engineer (SAE) should be able to go deep with each customer's engineers as well as communicate with buyers, executives, quality engineers and production managers, with competence.
Our customers make every type of optical device/instrument imaginable, so the range of applications is indeed very broad. Therefore, the SAE should have a solid understanding of the fundamentals of lasers, optical sensors, imaging systems, spectroscopy, optical inspection, illumination and optical instruments. The SAE should understand the nuances associated with UV, VIS and IR applications. An SAE with specific experience in optical design and/or optical metrology would be a significant asset to our customer base.
We are looking for a Senior Applications Engineer who will:
Develop and deepen the relationships with our existing customer base
Map out each customer, identifying the key people and their roles, and understanding what optical gadgets they build and where our optical parts fit in
Visit all of our existing customers on average once every two years, as soon as it is established that travel is safe again after the Covid-19 crisis is over.
Generate new sales prospects using our large database of existing contacts nationwide.
Pursue new sales prospects that fit in with our business model & capabilities
Visit sales prospects as-needed, again as soon as travel is possible.
Record and update the status of each sales opportunity in our sales database
Engage in technical discussions with the customer’s engineers to understand customer specifications as well as what performance is actually needed.
Communicate customer requirements to our fulfillment/sourcing team, which will select the best vendor(s) for the part and provide pricing & lead time.
Provide quotes to the customer and follow-up afterwards
Participate in the drafting of the Released Product Specification (RPS) for each new part (the complete spec sheet that our chosen production facilities will use to make the part)
The ideal SAE will have the following characteristics/qualifications/attributes:
Practical applications knowledge, specifically:
An understanding of the theory of how different optical parts work
An understanding of the theory of how our customers’ optical products work
An understanding of the considerations necessary when specifying optical parts for a given optical product
Ability to provide input to SCO’s manufacturing and Metrology operations so we succeed in delivering optical parts that function properly in customers’ optical products
Historically, we have found that a candidate with a strong theoretical education in Optics will have the right stuff for this position. We have listed a Masters as an educational requirement however a BS with suitable industry experience is certainly welcome for consideration.
Already come equipped with valuable applications knowledge that will add value to our customer relationships
Must absolutely be eager, able and willing to travel nation-wide to visit all existing customers and sales prospects, when travel safely re-opens.
Must be outgoing and comfortable speaking in front of strangers.
Must have an excellent ability to remember details. i.e. we are looking for the type of person who can recite part numbers from memory
Must want to do technical optics industry sales as a career.
Must take ownership of SCO’s customer base, knowing that, for the long-term, if we take care of our customers, they will take care of us.
Should be able to independently develop and execute own sales strategies.
Should not have to be reminded of what to do and when to do it.
Should enjoy the competitive and treasure-hunting nature of the sales environment
Must be committed to career development.
Must be able to read optical parts drawings and understand the specifications.
Must be able to look at a drawing and tell at a glance what tolerances are tight, what specifications are unclear, missing, confusing, etc.
Must think long-term. We are all about establishing decades-long, intimate relationships with our customers. These relationships tend to start slowly and take years to develop. This position will require patience and willingness to stick it out for the long-term.
Must have both soft skills (people, management, leadership, relationship, and communication skills) was well as the hard skills (education, training, experience, job knowledge, technical capabilities/know how, and proven results) needed to perform the job
Generally do whatever it takes to take care of customers after the sale
Additional Salary Information: base salary plus commission on overall sales plus bonuses for new accounts developed
Platinum health insurance
Paid PTO and government holidays
About Supply Chain Optics
Supply Chain Optics has been providing OEM optical parts to hi-tech manufacturers since 2003. We oversee the production of a vast assortment of optical components offshore while domestically performing important value-added services such as optical engineering, advanced coating and quality assurance. We have an extensive metrology laboratory to verify all aspects of optical performance. We also perform design services for our customers using the latest versions of Zemax OpticStudio and SolidWorks. Supply Chain Optics has a staff of just under 20 employees who enjoy working with a great deal of freedom and latitude in a very positive environment.