GE 300Career and Professional Guidance

January 2011

Sales Engineering … Fun,

Rewarding, and not for Everybody.

ANDElectrical Engineering

is also not for Everybody.

Jim BlahaPresentation on a

“ Career in Field Marketing / Sales Engineering ”GE 300 - January 2011

• GE Healthcare

- Global EMC Laboratory Manager

- Quality Manager - ISO 17025

• 4 Years at Ingenium Testing, LLC

- Vice-President Sales / Quality Manager

- Boeing 787 … Dreamliner

• 11 years at LS Research, Inc. and LS Compliance, Inc.

- Sr. Vice-President and Quality Manager

- RF Engineering with Radio and EMC Certification

• 22 years at Hewlett-Packard Co.

- Medical Products Group

- Customer Engineer, Support Management

- Sales Representative, Sales Management

• 21 years Adjunct Associate Professor at MSOE - MSEM

• AAS ECET ‘72, BS Bio-Med ‘74, MS EM ‘85

• Married 36 years 5 children

• Experienced … Industry, Academics and as a Parent

Jim’s Responsibilities at GE Healthcare

Global EMC Laboratory Manager

* World Wide Coordination of GEHC EMC Laboratories

* Waukesha, USA

* Beijing, China

* Buc, France

* Hino, Japan

* Promote … Market / “Sell” …

EMC Engineering Internally

Quality Manager – ISO 17025

* Accreditation based on … ISO / IEC 17025

Where are You Positioned Today?

4th Week … Winter Quarter 2010-2011

End of Junior Year

Engineering Degree

In Debt

Bologna Principle … “Take a Slice at a Time”

4 Quarters Remaining

Electives Available Senior Year

Time to Get a Part Time Job

GE-300 Career and Professional Guidance

“ The course serves to prepare students for …professional issues arising during the senior year and for entry into a professional career.”

“ Guest Speakers from several major areas of electronic and electrical technology help provide insight into industrial careers.”

How You Use this Information is Up to You.

Remember …

You can’t catch any Fish

… unless you go Fishing.

What do You gain from College ?

• Self - Esteem

• Time Management Skills

• Library of Knowledge

What is Critical within Industry Today ?

• Interpersonal Skills* Listen

• Commitment to Life-Long Learning* Design Engineering* Compliance and Regulatory Management

• Self-motivating* Applies to any Job

Discuss and Back-up through examples the above during … your Job Interview …

Current Engineering Challenges

• International Rules and Regulations- FCC, FDA, ACA, ETSI and Market specific agencies

* Code of Federal Regulations … US* Mutual Recognition Agreements …

US/Asia/EU/America’s

• “ United States of Europe ”- EU Directives

* 40 and counting* Marking

• Information Overload- Useful … versus … Not-useful Information.

• India and China Engineering Programs“ China has More Dentists too, But So What? ”

Your Career Opportunities

• Not all the Jobs are in R & D … What are they and where to find them.

• Traditional Engineering- Design and Development

* RF Engineer * Embedded Software ( hardware and software )* Regulatory / EMC Engineering* EE Design

• Field Marketing Engineering- Customer Engineering- Applications Engineering- Sales Engineering

A Job by Any Other Name

• Did you ever notice that the titles in the Want Ads rarely match the title on your degree or the course descriptions for the material you have covered over the past few years ?

• So where do I find the Job for Me?

“You Have It Easy” … Jim Blaha on behalf of All Engineers over

40.

Several Job Titles Apply to more than One Product

Pure Research Technical Sales Support

Applied Research Installation Specialist

Product Development Technical Writer

Product Management Course Developer

Product Design Technical Trainer

Technical Marketing Customer Support

Technical Sales Technical Management

All Could Apply to … No … All of the Above Do Apply to 80% of All Products

Some Job Titles can be Different

• Product Engineer

• Customer Engineer

• Field Engineer

• Support Engineer

• Systems Engineer

• Design Engineer >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

• Quality Engineer

• Regulatory Engineer

• Notice … they are all defined as an … Engineer.

• Also Notice … Your “Library of Knowledge” applies to All.

Some Job Titles can be Vague

• Account Representative

• Account Specialist

• Technical Specialist

• Customer Representative

• Customer Care Specialist

• Account Manager

• Product Manager

• Notice … Your still need your “Library of Knowledge”.

So What about Research ?

Pure Research – the “ Quest for Knowledge ”

– Answers huge questions.

– Looks for answers for the sake of having answers.

– Has no tangible link to anything saleable in mind.

– “ Just how many DNA Molecules

DO fit on the head of a pin … ? ”

So What about Product Management ?

• We know we can solve the problem but at what cost ?

• And who cares if it is solved or not ?

• Do they care enough to pay ?

• And if so, how much ?

• Someone needs to control the situational analysis and insure the product is the correct fit – build the Strategic Plan.

• Bug fixes and enhancement requests, post-installation must be evaluated, tracked, and Managed.

So What about Design Engineer ?

• How do we package the solution to make people want to buy it?

• Ease of use and attractiveness of the product make it more saleable.

• Emotions make … more Sales … than Logic.

What is the Number 3 Rule of Sales ?

“ Perception is Reality ”

So What about Technical Marketing ?

• The Competition needs to be surveyed.

• The Sales Strategy must be picked.

• Themes and integration of the product into the company strategy are necessary.

• Literature, print and media ads need coordination.

So What about Technical Sales ?

• Marketing may be designing the War,

but Technical Sales fights the individual Battles.

• Many companies require that technical products be handled by Sales Representatives who are …

Qualified and Knowledgeable enough to use them.

What is the Number 2 Rule of Sales ?

“ People Buy from People ”

So What about Technical Sales Support ?

• The second line of offense brings a higher level of technical expertise to help the client understand the operation of the product and how it can Solve the Client’s Problem.

• Sometimes ,Technical Sales Support Helps the Client to Define the Problem or set a direction for the client’s operation.

• Good Support insures the product is properly sold.

This leads us to a Career in Field Marketing

• FunOwn Boss.

Travel - seldom behind a Desk.

Company Car and Company Expenses.

• Rewarding Relationships.

Always Learning: about Yourself, People & New Technologies.

Make Money … $$$$$.

• Not for EverybodyPersonality: Managing Time, People & 5, 10, 30 balls in the air.

Need to “ Hustle ”.

Need the Ability to … “ Accept Total Rejection ”.

Hot … off the Internet

Position: Field Service Engineer Qualifications:   BS in EE / EET or equivalent, and/or 3 - 5 years of related experience in MR. Strong technical, customer service and communication skills Demonstrated leadership and teamwork skills

Position: MR Sales Specialist Qualifications:  BS/BA Degree Demonstrated strategic selling skills ( presentation, quoting, demonstration and closing )

Hot … off the Internet

Position: Pre-Sales Consultant

Our sales organization delivers a unique customer experience. We think of the business as a whole. We work together to sell strategic solutions as well as stand-alone products. And that's how we lead the e-services revolution.The world has changed. Again.The primary Pre-Sales Consultant will interface with the customer, recognize thecustomer business needs, interpret them, and assemble a team based solution.Supporting the sales team throughout the business winning process, you'll also assist in the implementation.

Qualifications: Bachelor's (undergraduate) Degree or equivalent.Sound technical knowledge.Excellent customer and communication and presentation skills.Customer facing skillsConsulting skills……

Hot … off the Internet

Position: Installation Engineer

Qualifications:   Responsible for performing the on-site installation, servicing and repair of

complex equipment and systems including Nuclear Medicine Gamma Cameras, Computers, Networks, and ADAC RTP systems. Instructs customer in the operation and maintenance of the system. Serves as a company liaison with customer on administrative and technical matters for assigned projects. Provides Technical Assistance to ADAC FSE’s. Provides Technical Expertise on trouble accounts.

BSEET in Electronics with a high mechanical aptitude.

Good people skills and a self starter.

Hot … off the Internet

Position: Account Executive (Sales)

Qualifications:Should have a Bachelors Degree or Associate's degree and two+ years experience selling capital medical equipment where sales process is

long and complex, with documented success.

Must be a proven self-starter who enjoys working independently with minimal direction.

Must have good verbal/written communications skills and travel when required.

Must be PC literate.

Hot … off the Internet

Position: Field Support Engineer The Field Support Engineer is responsible for providing field services to support the

installation, start-up, maintenance and operation of automation control systems, drive systems, manufacturing systems, industrial networks and the individual products which comprise these systems.

Qualifications:

Bachelor of Science Degree in Engineering or Technology

The Field Support Engineer requires minimal day-to-day supervision and direction, and frequently works independently to optimize work activities and revenue generation while providing field service support for our customers.

Develop and maintain competencies on a significant breadth of company products

and associated technologies including computer operating systems. (e.g. Windows NT/2000/XP … )

Hot … off the Internet

Position: Printer Brand ManagerDevelop and execute measurable marketing and sales support programs for printers and imaging. Analyze and report on revenue trends, product mixes, customer identification, promotions and margin analysis in order to maximize printer sales. Lead the customer contact strategy for printers. Serve as lead printer marketing.

Qualifications:Strong written and verbal communication skills. Strong analytical and presentation skills. Strong organization, prioritization and planning skills. Ability to work independently in order to meet deadlines. Thorough knowledge of the sales process. Advanced knowledge of marketing strategy, tools, concepts and techniques. Advanced knowledge of PC and printer market and new technologies. Ability to work cross functionally in order to achieve desired results. Bachelor's Degree required. MBA preferred.

Courses for Preparation

• Communication Theory

• Electromagnetic Theory

• Microwave Theory

• ASIC Design

• Marketing

• Technical Sales

• Speech

Job that Involves the Public

What do Employers look for ???

Communication Skills

Confidence

Work Ethic

Team Member

Ability to adapt to a Situation

Presentation Skills

Are You Promotable

One Last Comment to Remember …

The ideal position for you will take your Technical Education and align your “ Library of Knowledge ”with Your Personality Traits, Interests, and your Talents.

• Personality Traits– Shy or Outgoing– Inquisitive or Accepting– Active or Sedentary– Passive or Aggressive

• Interests– Wireless … Government … Healthcare … Etc.

• Talents– Writing … Teaching … Creativity … Art– Organization … Leadership … Adaptive– People Person … Communication Skills

Therefore …

• Be ready to prioritize your Strengths and Preferences against the varying job requirements.

• Be ready to make Adjustments and Trade - Offs.

• Examine … “ Who You Are ” and “ What You Enjoy ”

• Use the Internet … Search and Research … What is Available !

• Why ??? …

What is the Number 1 - Rule of Sales ?

“ You are in Sales Every Day ”

Thank You for your Hospitality

Jim Blahajblaha@ieee.org