Role Overview:
The 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. The PAC Sales Engineer drives revenue growth by aligning customer operational requirements with high-value, OEM-backed solutions, while strengthening long-term customer relationships across industrial sectors.
Job Objective:
The primary objective of this role is to generate profitable revenue growth through:
1. Delivery of exceptional customer service and technical support
2. Identification and conversion of aftermarket and capital equipment opportunities
3. Contribution to the efficient and profitable operation of the branch
The role requires engagement with a broad range of PAC (Process & Industrial Air Compression) applications, supporting both new equipment sales and lifecycle aftermarket services.
Key Accountabilities:
Revenue Growth & Commercial Performance:
Drive revenue across but not limited to:
1. Complete centrifugal compressor packages (TA, NX, MSG, Centac)
2. Aftermarket solutions (parts, upgrades, repairs, overhauls, service agreements)
3. Prepare and manage quotations in response to customer enquiries and follow through to successful outcome.
4. Hire and temporary air solutions
5. Actively identify, qualify, and convert sales opportunities within existing and new customer accounts
6. Develop and execute account management and growth strategies for key industrial customers
7. Achieve sales targets, margin expectations, and pipeline conversion metrics
8. Meet or exceed assigned sales objectives for revenue, gross margins, or other key performance indicators (KPIs).
Identify and implement improvements to increase customer satisfaction and sales outcomes.
Customer Engagement & Relationship Management
1. Serve as the primary point of contact for centrifugal compressor customers
2. Build and maintain strong, long-term relationships with key stakeholders (operations, maintenance, reliability engineers)
3. Conduct regular site visits to understand customer operations and identify improvement opportunities
4. Deliver professional technical presentations and proposal reviews
5. Ensure high levels of customer satisfaction through proactive communication and follow-up
6. Manage and respond to enquiries related to spare parts, tools, generators and air and gas compressors via telephone, email, and face to face interactions.
7.Build and maintain strong, long-term relationships with customers by acting as a trusted technical and commercial partner.
8.Engage regularly with key stakeholders to understand their operational needs, provide responsive support, and proactively identify opportunities for improvement. Ensure consistent communication, deliver high-quality technical guidance, and drive customer satisfaction through reliable service and solution-oriented engagement.
Internal Collaboration & Branch Support
1.Work closely with branch service, operations, and product teams to ensure seamless project execution
2.Support scheduling, logistics, and delivery of aftermarket and service solutions
3.Provide technical support and guidance to wider sales teams
4. Contribute to continuous improvement initiatives within the branch
5.Provide responsive support to internal customers across Sales, Parts, and Service functions, including inter-branch collaboration.
Key Performance Indicators (KPIs)
1. Revenue growth (equipment and aftermarket)
2. Gross margin performance
3. Opportunity pipeline value and conversion rate
4. Customer satisfaction and retention
5. Installed base growth and aftermarket penetration
6. Effectively use customer relationship management (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 (KPIs).
- 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 Parst and ETO Team
External:
Existing and prospective clients
Vendors and suppliers (as required for quotes or technical support)
Qualifications, Experience, Knowledge, Skills, and Abilities:
Technical Competency:
Strong knowledge of centrifugal compressor technology (TA, NX, MSG, Centac preferred)
Understanding of:
1.Centrifugal Compressor operations, performance curves and system integration
2. Industrial air and gas applications
3. Centrifugal Compressor maintenance and overhaul practices
Commercial & Sales Skills
1. Proven experience in technical sales within industrial equipment or compressed air systems
2. Strong negotiation, proposal development, and closing skills
3. Ability to communicate complex technical solutions in a clear, customer-focused manner
Personal Attributes
1. Customer-centric mindset with strong relationship-building capability
2. High level of initiative, accountability, and commercial awareness
3. Strong problem-solving and analytical skills
4. Ability to operate both independently and within a team environment
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 managing time and workload to maximise productivity and meet deadlines.
Results Orientation: Drive to meet or exceed sales targets and customer service goals.
