The Role – Continued
This position would suit a technically credible, commercially minded individual who is comfortable operating across both engineering and customer-facing environments, with the potential to develop into a more senior business development role over time.
Responsible To
Chief Commercial Officer
Purpose
To drive revenue growth through technical sales, account management and targeted business development across the US region.
Location
Gulmay Incorporated, Suwanee, Georgia, USA
Key Responsibilities
Existing Customer Account Management
- Act as the primary commercial and technical contact for assigned customer accounts.
- Build and maintain long-term relationships with existing customers, ensuring continued engagement and satisfaction.
- Develop a strong understanding of customer applications, installed base and future system requirements.
- Manage ongoing enquiries, repeat business, upgrades and lifecycle opportunities within existing accounts.
- Support the resolution of technical or commercial issues in collaboration with internal engineering, operations and service teams.
Technical Sales & Customer Engagement
- Act as a technical and commercial interface between customers and Gulmay’s engineering teams.
- Understand customer applications and system requirements, particularly within industrial X-ray, inspection, NDT, security, scientific and related markets.
- Develop technically accurate, value-based proposals for X-ray sub-systems and components.
- Support customers through the full sales process, from initial enquiry and needs definition to quotation, negotiation and order placement.
Business Development & Market Growth
- Identify and develop new sales opportunities within existing and adjacent markets.
- Proactively engage with new customers, system integrators and distribution partners.
- Support the development of strategic accounts and long-term customer relationships.
- Contribute to market analysis and the identification of emerging applications for Gulmay X-ray technology.
Commercial & Pipeline Management
- Manage and report on assigned sales opportunities and pipeline using agreed internal processes.
- Ensure pricing, margins and commercial terms align with Gulmay’s business objectives.
- Support contract and commercial discussions in collaboration with senior commercial colleagues.
Internal Collaboration
- Work closely with engineering, production, service and operations teams to ensure technical feasibility, delivery alignment and customer satisfaction.
- Provide structured feedback from the market to inform product development and roadmap decisions.
- Support internal knowledge sharing related to applications, customers and competitors.
Marketing & Industry Presence
- Represent Gulmay at exhibitions, industry events and customer meetings as required.
- Support marketing and lead-generation activities by providing technical input and customer insight.
Skills & Experience
Essential
- Degree-level education, or equivalent experience, in Electrical, Electronic or a related Engineering discipline.
- Proven experience in a technical sales, applications engineering or customer-facing engineering role.
- Strong understanding of industrial engineering environments.
- Experience with X-ray systems, high-voltage equipment or imaging technologies is highly desirable.
- Ability to communicate complex technical concepts clearly to both technical and non-technical audiences.
- Commercial awareness, including pricing discipline and margin protection.
Desirable
- Experience working with OEMs, integrators or technically sophisticated customers.
- Exposure to industrial inspection, NDT, security screening, scientific instrumentation or similar markets.
- Experience supporting business development or opening new customer opportunities.
Personal Attributes
- Consultative, professional approach to customer engagement.
- Structured problem-solver with strong technical curiosity.
- Able to work independently and make sound judgements within agreed frameworks.
- Capable of building strong working relationships across internal teams.
- Resilient and adaptable in long sales cycles and technically complex environments.
Progression
This role provides a development path toward senior commercial positions, including Business Development Manager, subject to demonstrated performance, market impact and commercial contribution.