Key Responsibility Areas (KRA) & Key Performance Indicators (KPI) for Technical Sales Engineer
1. Sales Target Achievement
KRA: Achieving set sales targets to drive revenue growth.
Short Description: Meeting and exceeding sales goals consistently.
- KPI 1: Monthly Sales Revenue
- KPI 2: Conversion Rate
- KPI 3: Average Deal Size
- KPI 4: Sales Pipeline Growth
2. Customer Relationship Management
KRA: Building and maintaining strong relationships with clients.
Short Description: Ensuring customer satisfaction and loyalty.
- KPI 1: Customer Retention Rate
- KPI 2: Net Promoter Score (NPS)
- KPI 3: Response Time to Customer Inquiries
- KPI 4: Customer Feedback Ratings
3. Product Knowledge and Expertise
KRA: Maintaining deep understanding of technical products and services.
Short Description: Being a subject matter expert in the industry.
- KPI 1: Product Knowledge Assessment Scores
- KPI 2: Training Hours Completed
- KPI 3: Technical Certification Achievements
- KPI 4: Product Demo Effectiveness
4. Market Research and Analysis
KRA: Conducting market research to identify opportunities and threats.
Short Description: Staying ahead of industry trends and competition.
- KPI 1: Market Share Growth
- KPI 2: Competitor Analysis Reports
- KPI 3: Lead Generation Quality
- KPI 4: Market Expansion Initiatives
5. Sales Strategy Development
KRA: Creating effective sales strategies to achieve business objectives.
Short Description: Developing plans to maximize sales performance.
- KPI 1: Sales Plan Execution Rate
- KPI 2: New Market Penetration Rate
- KPI 3: Sales Forecast Accuracy
- KPI 4: Strategic Partnership Development
6. Proposal and Contract Management
KRA: Creating compelling proposals and managing contract negotiations.
Short Description: Ensuring smooth deal closures and contract renewals.
- KPI 1: Proposal Win Rate
- KPI 2: Contract Renewal Rate
- KPI 3: Average Deal Closing Time
- KPI 4: Contract Value Growth
7. Sales Performance Analysis
KRA: Analyzing sales data to optimize performance and strategies.
Short Description: Leveraging data for continuous improvement.
- KPI 1: Sales Conversion Funnel Efficiency
- KPI 2: Sales Team Productivity Metrics
- KPI 3: Sales Revenue Growth Rate
- KPI 4: Customer Acquisition Cost (CAC)
8. Technical Solution Presentations
KRA: Delivering technical product presentations to potential clients.
Short Description: Showcasing product features and benefits effectively.
- KPI 1: Presentation Engagement Metrics
- KPI 2: Client Feedback on Presentations
- KPI 3: Technical Knowledge Transfer Rate
- KPI 4: Presentation Conversion Rate
9. Team Collaboration and Support
KRA: Collaborating with sales and technical teams to drive success.
Short Description: Ensuring seamless teamwork and support.
- KPI 1: Interdepartmental Communication Effectiveness
- KPI 2: Cross-functional Project Success Rate
- KPI 3: Team Contribution to Revenue Targets
- KPI 4: Team Training and Development Initiatives
10. Continuous Learning and Development
KRA: Engaging in ongoing learning to enhance technical and sales skills.
Short Description: Commitment to personal and professional growth.
- KPI 1: Professional Certifications Obtained
- KPI 2: Training Course Completion Rate
- KPI 3: Skill Enhancement Feedback from Managers
- KPI 4: Application of New Skills in Sales Performance
Real-Time Example of KRA & KPI
Technical Sales Engineer Example
KRA: Achieving Sales Target
- KPI 1: Exceeded Monthly Sales Revenue by 15%
- KPI 2: Increased Conversion Rate by 20%
- KPI 3: Average Deal Size Growth of 10%
- KPI 4: Expanded Sales Pipeline by 25%
This exemplary performance led to a 30% increase in overall sales revenue and recognition as a top-performing sales engineer.
Key Takeaways
- KRA defines what needs to be done, whereas KPI measures how well it is done.
- KPIs should always be SMART (Specific, Measurable, Achievable, Relevant, Time-bound).
- Regular tracking and adjustments ensure success in the Technical Sales Engineer role.
