Mock Interview material

POSITION: Sales Engineer – Latin America DATE REVIEWED: 2/15/2022

REPORTS TO: Sergio Bitti - RSM DEPARTMENT: Sales
PAY GRADE: S1021 / 10 FLSA: Exempt

Job Summary
The Sales Engineer is responsible for achieving sales growth targets within the assigned Latin America
territory by working closely with clients and channel partners. The incumbent serves as a trusted
technical expert to align Hardy’s value proposition with clients’ expectations and needs.

Roles & Responsibilities

This position has responsibility for:
● Manage, support and develop Hardy’s sales channel partners within assigned region to drive client
satisfaction and sales growth.
● Interpret abstract client technical requirements and translate into sales solutions aligned with
Hardy’s offerings and capabilities.
● Provide expert technical guidance for sales channel partners and key clients on all Hardy products
and solutions.
● Work collaboratively to create and build upon a healthy opportunity pipeline by promoting and
solution selling Hardy’s total value proposition.
● Manage Hardy service installations, contracts and emergency repairs from the local level.
● Supervise local contractors and develop relationships with scale dealers in the region.
● Takes the initiative by seeking to understand what actions need to be taken and then completing
the necessary tasks while seeking the perspective of others as required.
● Prepare and deliver technical presentations and live demonstrations explaining Hardy’s products
and solutions to potential and existing clients and channel partners.
● Participate in all aspects of campaigns and trade shows, maximizing their impact and optimizing
results.
● Stay current on changing technologies and market trends by engaging in continuous learning
activities and being open-minded and curious in the face of new developments.
● Analyze results, explain variances and update account plans in accordance with changing
conditions found at any time.
● Complete and submit expense reports, forecasts, and sales reports as required and in a timely
manner.

Competency Requirements:
In order to perform the job successfully, an individual should demonstrate the following
competencies:
Influencing - The extent to which one convinces others to take a specific position or action through the
effective communication of ideas.
Relationship Management - The extent to which one builds and maintains meaningful and positive
connections with others inside or outside of the organization.
Driving for Results - The extent to which one ensures goals are met through support and
accountability.

Internal
Engaging Communication - The extent to which one engages others and inspires action through
communication

Minimum Qualifications (Experience and Skills):

● Minimum of 2 years-experience in a direct factory rep role distributor or similar.
● Knowledge of process weighing, instrumentation, and controls.
● Proven technical solutions selling skills.
● Demonstrated skills in business development and account management.
● Spanish & English proficiency. Excellent Spanish with a high proficiency speaking, reading and
writing in English.
● Proficiency in Microsoft Office products.
● Ability to work in industrial environments while interacting with customers, including the use of a
variety of personal protective equipment (PPE).
● Ability to use testing equipment, including small and large tools.
● Ability to lift and carry test weights of up to 50lbs.
● Requires travel of up to 70% primarily via airplane and automobile.

Preferred Qualifications:
● Field service experience in the weighing industry is a strong plus.
● Knowledge of any of the following markets is a stong plus: Food, Beverages, CPG, Mining,
Minerals, Metals, Life Sciences, Chemical.

Education Requirements:
Bachelor’s degree in engineering or similar technical field.

Work Environment:
Industrial environments.
Office environments.

Physical Demands:
The physical demands described here are representative of those that must be met by an
employee to successfully perform the essential functions of this job. While performing the duties
of this job, the employee is regularly required to talk or hear. The employee frequently is required
to stand; walk; use hands to finger, handle or feel; and reach with hands arms. Specific vision
abilities required by this job include close vision, distance vision, color vision, peripheral vision,
depth perception and ability to adjust focus. This position requires the ability to occasionally lift
office products and supplies, up to 25 pounds.

Disclaimer: The above information on this description has been designed to indicate the general nature and
level of work performed by employees within this classification. It is not designed to contain or be
interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of
employees assigned to this job.

Hardy Process Solutions is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will

receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender
identity, national origin, disability or veteran status, age or any other federally protected class.

Internal
Mock Interview questions:
A: General questions for the position:

1. Can you describe your previous experience in a sales engineering role?

Yes, I have been working in the field of technical sales for more than 4 years.
Where I have had the opportunity to represent different brands focused on automation
and process control.

– Making visits to end users.

– Detecting business opportunities.
– Knowing the needs of customers.
– Offering solutions based on these needs.
– Giving timely follow-up to the opportunities until obtaining the purchase order
and then providing post-sale support.

Some of the brands that I have had the opportunity to represent are:

– Rockwell Automation: with the PlantPAX distributed control system.

– Fluke Process: with process calibrators for pressure, temperature, and electrical
signals.
– Endress and Hauser: offering solutions with field instrumentation in different
variables such as pressure, temperature, flow, level, and analytical variables.
– Hardy Process Solutions: Identifying opportunities, specifying the equipment to be
used for the weighing systems, carrying out concept tests with demo equipment
and following up until the opportunities are finalized.

2. How do you manage and develop sales channel partners within your assigned territory?

I think the most important points to have a good management and develop sales channels
are:

1.- Maintain good communication with sales channel partners.

2.- Knowing their needs and supporting them to improve them. For example:
– Giving training to the sales forces and specialists of each distributor to clarify their
doubts. (If they know our solutions, they will have the confidence to offer them to
customers).
3.- Managing the acquisition of demo equipment´s so that they can take them with them
on each visit so that clients can see the potential of our solutions.
4.- Provide support to the channels and make periodic visits with their clients, so that
clients see that they have the support of the brand.
5.- Holding recursive meetings to see the status of projects and specific needs.

Internal
3. How do you interpret complex technical requirements from clients and align them with
the products and solutions offered by your company?

I had the opportunity to work in different positions during my career:

I worked 6 years in maintenance as an instrumentation specialist in oil and gas sector, so I

have experience in the maintenance field.

I worked as a maintenance supervisor in the automotive sector, so I was an end user, and I
had the opportunity to solve different problems in the process area.

And as I mentioned before, I have been working in technical sales areas for more than 4
years, offering different solutions to clients.

Therefore...

1.- I take advantage of the knowledge I have acquired during my career.

2.- Listen carefully to the needs of customers
3.- It is very important to know the portfolio of solutions or products that is managed.
4.- Finally, never lie to a client. If we do not have the solution, it is better to tell them and
earn their trust.

4. How do you identify and create opportunities for sales growth, and what is your
approach to solution selling?

I believe that there are different ways to detect opportunities for sales growth:

1.- Training the sales force of the sales channel and thus take advantage of the visits they
make every day, to talk to customers about our solutions and detect opportunities.

2.- Make visits to target clients, where we know they need our solutions.

3.- Take the opportunity of these visits to bring you a demo unit so that clients can see the
potential of the solutions.

4.-Making presentations of our solutions at important events.

5.- Use social networks to disseminate our solutions.

Internal
 5. Can you give an example of how you have provided technical guidance and support to
clients and channel partners in the past?

Usually when I'm working with a client on an opportunity I like to get technically involved, this
helps me gain the client's trust.

For example, on one occasion I received a call from a Risoul salesperson around 8 at night. He
told me that he had the customer waiting in line and that he was the manager of Hershey's
engineering area.

I told him to join the call.

So, the client told me about the problems he had with some load cells and that he didn't know
how to detect if a load cell was damaged.

I explained how load cells are verified with a multimeter:

Checking the input resistance, the output resistance, the excitation and the rated output.

I explained that Hardy had integrated technician technology and there was no need to do
these measurements manually.

The client asked me to connect to a Teams meeting at 7 in the morning the next day so that I
could explain in more detail, then I prepared a demo team and showed him how it worked.

The customer really liked the technology and he asked me if we could do the integrated
technician test from an HMI and have the information displayed on the HMI for each cell.

I told him that I didn't know if it was possible to do the integrated technician test from the
HMI and that I asked him to give me time to try to do a proof of concept.

So I started to investigate how to do it, there really wasn't much information, I got an Allen
Bradley PLC and it took a few days but I made the program and I presented it to the client and
he liked it a lot.

Hersheys didn´t buy the weighing systems from Risoul, in fact they have a large installed base
and after that they started placing purchase orders for scales and weighing systems.

And when the client bought a service for some weighing systems, he asked the sales engineer for
me to support the risoul services engineers. and to be honest they know a lot more about
weighing systems than I do.

On that occasion I accompanied them to the service only to see what they were doing, learn and
attend to the client's request.

Internal
6. How do you stay current on changing technologies and market trends in your industry?

7. Can you describe your experience with business development and account management?
He tenido la oportunidad de identificar industrias potenciales para las soluciones que me ha
tocado oportunidades en industrias potenciales, inciando por el contacto con la empresa y
platicando con

8. How do you prioritize and manage your time and resources when dealing with multiple
projects and clients?

It seems to me that it is essential to define priorities:

The first thing I usually do is review the impact of each project on the company's
objectives and on my objectives.

After analyzing which is the project with the highest priority, I invest time in it and if I stop
for some external reason, I invest time in the project that remains as second priority.

The idea is not to be late with clients and projects.

Another important point is to make a plan of the activities to be carried out, to have
visibility of each project and in what status each one is. I usually use Teams to assign tasks
and follow up.

9. Are you comfortable with frequent travel, up to 70%, primarily via airplane and
automobile?
Yes of course, I have no problem with traveling frequently, I have been working this way
for more than 4 years. and traveling by car or plane depending on the case

10. How do you ensure that you comply with safety requirements and use appropriate
personal protective equipment when working in industrial environments?

This is a basic requirement that is requested in each factory, so I am used to the WEAR of
personal protective equipment and compliance with the safety regulations of each
factory.

11. Can you describe your proficiency in Spanish and English, and your experience
communicating with clients and partners in both languages?

Spanish is my native language; therefore, I am quite fluent.

I am currently studying the B2 level of the English language, and I am improving my skills.

Most of the interactions with clients are in Spanish but I have had the opportunity to
develop internal offers for the branches in Germany and Chicago and I have had the
opportunity to interact with native English speakers.

12. Do you have any experience in the weighing industry, or in any of the preferred markets
listed in the job description?

Internal
 Yes, of course I worked as a process consultant at Risoul and for almost two years I
managed the Hardy process solutions line, visiting clients, doing concept tests with hardy
and rockwell automation demonstration equipment, specifying weighing systems and
following up on opportunities generated. until you get the purchase order.

13. How do you ensure that you meet the competency requirements listed in the job
description, such as influencing, relationship management, driving for results, and
engaging communication?

14. Do you have a Bachelor's degree in engineering or a similar technical field?

Yes I do, I have a bachelor's degree in electronic engineering in instrumentation and

control.

B: Sales-focused questions for the Sales Engineer position:

1. What is your experience in sales and business development in the process weighing,
instrumentation, and controls industry?
2. Can you tell me about a time when you had to create and build upon a healthy
opportunity pipeline by promoting and solution selling a company's total value
proposition?
3. How have you managed and supported sales channel partners to drive client satisfaction
and sales growth in a Latin American territory?
4. Can you describe your experience in technical solutions selling? How have you
demonstrated your technical expertise to align a company's value proposition with clients'
expectations and needs?
5. What strategies have you used to prepare and deliver technical presentations and live
demonstrations explaining a company's products and solutions to potential and existing
clients and channel partners?
6. How have you analyzed results, explained variances, and updated account plans in
accordance with changing conditions found at any time?
7. Can you give an example of how you have used your relationship management skills to
build and maintain meaningful and positive connections with clients and partners inside
or outside of the organization?
8. How have you ensured that you meet sales growth targets in your previous roles? What
measures have you taken to hold yourself accountable and ensure success?
9. Can you describe your experience in field service in the weighing industry? How have you
used your field service experience to improve your sales approach and drive sales growth?
10. Finally, how would you ensure that you are continuously learning and staying current on
changing technologies and market trends in the process weighing, instrumentation, and
controls industry?

Sample Interview answers:

A:

1. What experience do you have in the automation machinery manufacturing industry?

Internal
As a sales engineer, I have spent the past # years working directly with clients in the automation
machinery manufacturing industry. Through this experience, I have gained an extensive
understanding of the technical requirements and solutions needed to achieve success in this field.

2. Have you worked with weight controllers, rate controllers, weight processors, and plug-
in weigh modules for CompactLogix, ControlLogix, Micro800 and SLC 500 before?
Yes, I have worked extensively with all of these systems in my previous roles. In fact, I have
implemented and customized these solutions to meet the specific needs of clients in various
industries.

3. Can you explain your experience with load cells, bench and floor scales?
I have worked with a variety of load cells and scales, both bench and floor models, in the process
weighing and automation industries. My experience includes calibration, installation, and
troubleshooting, as well as customization and integration of these components into larger
systems.

4. What innovative approaches have you implemented in precision instrumentation in

your previous roles?
In my previous roles, I have implemented a number of innovative approaches to precision
instrumentation, such as using advanced data analytics and IoT technology to provide real-time
monitoring and optimization of equipment performance. Additionally, I have worked with clients
to develop custom solutions that integrate with their existing systems, improving efficiency and
reducing downtime.

5. How have you worked with customers to develop products that improve productivity,
increase throughput, and make their work environment safer?
Through active listening and collaboration, I work with customers to identify pain points and
develop custom solutions that meet their unique needs. This often involves leveraging new
technologies and automation systems to increase throughput and productivity while ensuring a
safe and secure work environment.

6. How have you provided excellent customer support in your previous roles, especially in
the process weighing and tension control equipment industry?
As a sales engineer, I understand the importance of providing excellent customer support. I have
consistently maintained open lines of communication with clients, providing timely and accurate
information and ensuring that their needs are met in a timely and efficient manner. Additionally, I
have worked to build and maintain strong relationships with clients to ensure their continued
satisfaction.

7. How have you ensured that you meet ISO 9001:2008 standards in your previous work
experience?
I have always placed a high priority on meeting and exceeding ISO 9001:2008 standards in my
previous roles. This has involved implementing robust quality control processes and procedures,
as well as conducting regular audits to ensure compliance with all relevant standards and
regulations.

8. Have you worked with Rockwell Automation® before? How familiar are you with their
products and services?

Internal
Yes, I have worked with Rockwell Automation® before and am very familiar with their products
and services. In fact, I have extensive experience customizing and implementing their solutions to
meet the specific needs of clients in various industries.

9. Can you describe your experience working with Ethernet networking and other network
interface options in the process industry?
I have extensive experience working with Ethernet networking and other network interface
options in the process industry. This includes configuring and troubleshooting networking
systems, as well as integrating various devices and systems into larger networks.

10. Are you willing to work in San Diego, California, where the company is headquartered?
Absolutely. I am excited about the opportunity to work with such a dynamic and innovative
company and am willing to relocate to San Diego, California, if necessary.

B:

1. What is your experience in sales and business development in the process weighing,
instrumentation, and controls industry?
My experience in sales and business development in the process weighing, instrumentation, and
controls industry includes [insert relevant experience and accomplishments here]. I have
developed a strong understanding of the industry's technical requirements and have built a
network of clients and partners in the Latin American market.

2. Can you tell me about a time when you had to create and build upon a healthy
opportunity pipeline by promoting and solution selling a company's total value
proposition?
In my previous role, I had to create and build upon a healthy opportunity pipeline by promoting
and solution selling a company's total value proposition. I achieved this by [insert specific
strategies and tactics]. This approach helped me to increase the company's market share by
[insert percentage or numerical value].

3. How have you managed and supported sales channel partners to drive client
satisfaction and sales growth in a Latin American territory?
In managing and supporting sales channel partners to drive client satisfaction and sales growth in
a Latin American territory, I have focused on [insert specific strategies and tactics]. By providing
regular training and support, I have helped channel partners to develop a deep understanding of
our products and solutions, which has led to increased sales and client satisfaction.

4. Can you describe your experience in technical solutions selling? How have you
demonstrated your technical expertise to align a company's value proposition with
clients' expectations and needs?
My experience in technical solutions selling involves [insert relevant experience and
accomplishments here]. To align a company's value proposition with clients' expectations and
needs, I have used my technical expertise to understand their unique challenges and offer tailored
solutions. By doing so, I have built long-term relationships with clients and driven sales growth.

Internal
 5. What strategies have you used to prepare and deliver technical presentations and live
demonstrations explaining a company's products and solutions to potential and existing
clients and channel partners?
To prepare and deliver technical presentations and live demonstrations, I have used [insert
specific strategies and tactics], which have been successful in communicating the value of our
products and solutions to potential and existing clients and channel partners. By using real-world
examples and case studies, I have been able to demonstrate the impact of our solutions on clients'
operations and bottom line.

6. How have you analyzed results, explained variances, and updated account plans in
accordance with changing conditions found at any time?
In analyzing results, explaining variances, and updating account plans, I have used [insert specific
strategies and tactics] to ensure that I am always aware of changing conditions in the market. By
doing so, I have been able to adjust my approach as needed to achieve sales growth targets and
ensure success.

7. Can you give an example of how you have used your relationship management skills to
build and maintain meaningful and positive connections with clients and partners inside
or outside of the organization?
To build and maintain meaningful and positive connections with clients and partners, I have used
my relationship management skills to [insert specific strategies and tactics]. By taking the time to
understand their unique challenges and needs, I have been able to build trust and credibility,
which has resulted in long-term relationships and increased sales.

8. How have you ensured that you meet sales growth targets in your previous roles? What
measures have you taken to hold yourself accountable and ensure success?
To ensure that I meet sales growth targets in my previous roles, I have used [insert specific
strategies and tactics]. I have set clear goals and targets, tracked progress regularly, and held
myself accountable for achieving them. By doing so, I have consistently exceeded sales targets and
contributed to the company's success.

9. Can you describe your experience in field service in the weighing industry? How have
you used your field service experience to improve your sales approach and drive sales
growth?
In my experience in field service in the weighing industry, I have [insert relevant experience and
accomplishments here]. By using my field service experience to improve my sales approach and
drive sales growth, I have been able to offer clients a unique perspective and deep understanding
of our products and solutions. This approach has been successful in building long-term
relationships and driving sales growth.

10. Finally, how would you ensure that you are continuously learning and staying current on
changing technologies and market trends in the process weighing, instrumentation, and
controls industry?
To ensure that I am continuously learning and staying current on changing technologies and
market trends in the process weighing, instrumentation, and controls industry, I [insert specific
strategies and tactics]. By doing so, I have been able to stay ahead of the curve and offer clients
the latest and most innovative solutions, which has resulted in increased sales and client
satisfaction.

Internal