Outside Sales Engineer – New Construction and Aftermarket
Department: Outside Sales – Latin America
Reports To: Regional Sales Manager –Latin America
FLSA Status: Exempt
Site: Remote – Argentina
Outside Sales Engineer Position Summary
Conducts all required customer facing activities personally or in conjunction with Business Partners (Agents) to maximize sales results of following products and related engineering services for all IMI Critical portfolio:
- Control valves, both for conventional and severe service applications with particular focus on the latter;
- Desuperheaters and steam conditioning stations;
- Actuators and related components;
- Isolation valves (butterfly, ball);
- New Portfolio Selling: Orton, Truflorona, STI (actuation), PSV – B&R, Remosa, Z&G, Nuclear, etc.
Target markets are:
- Large scale power generation by means of fossil fuels, combined cycle, biomass, solar (excluding photovoltaic).
- Oil & gas upstream, midstream, and downstream (refineries and all petrochemical industries)
- Pulp and paper and sugar mills, and any other industrial process involving steam generation and control
- Water treatment, desalination plants
- Minerals extraction and treatment
Target customers are:
- Companies operating as engineering, procurement, and construction (EPC’s), integrators or any other company sourcing directly or indirectly the relevant equipment for the conception of new plants or the expansion or modification of existing plants in the mentioned markets.
- Original equipment manufacturers (OEM’s) of major components like turbines, compressors, boilers, and any other equipment where the mentioned products and services are required.
- End users, licensors and operators and any other company owning or operating any of the plants mentioned above.
Geography covered:
Primary focus is Chile, Bolivia, Paraguay, Uruguay
This position does not include preparation of proposals, which is responsibility of the Inside Sales Engineers. Detailed description of sales activity is described in the following paragraphs:
Account Management:
- Visit Customers regularly to strengthen relationship with existing contacts and expand to new ones.
- Educate key decision makers to turn them into business advocates supporting preference for CCI.
- Understand and communicate customer’s structure, needs, priorities, budgeting, buying process and behaviors through continuously driving deeper and wider into their organizations.
- Develop new accounts (prospects).
- Conducts personally and / or coordinate with IMI technical experts’ presentations and sales seminars.
- Ensures CCI presence in Customers’ vendor lists
- Organize and conduct Customer events
- Influence Customer technical specifications and evaluation criteria in favor of CCI products and Services.
- Make regular calls at end user plants & corporate offices and meet with operations, maintenance, engineering, and purchasing personnel to promote inspection and maintenance programs as well as promote CCI products to replace competitor installations.
- Must be able to develop and implement strategic sales plan to close orders and meet and/or exceed annual sales goals, for the region of responsibility.
- Must provide input and be able to direct factory sales engineers in preparation of proposals, including input on strategy.
- Must be able to build strong relationships with existing IMI Critical Engineering customers and develop new customers, not currently using ICE products.
- Identify and track all significant outage/turnaround activity and arrange support activities.
- Must utilize IMI CCI software for routine sales activities and outage management / territory development
- Conduct Severe Service Valve Training Seminars promoting CCI products, product training, and preventative maintenance training programs to end users.
- Must prepare and review region sales activities and marketing plans with co-workers and supervisors monthly, including creating accurate itineraries for each week.
- Develop and implement strategies for increasing CCI customer base within the region of responsibility.
- Develop and maintain a thorough knowledge of the company's engineered product design, functions, applications, and specifications.
- Review CCI’s installed base and identify fewer active accounts as well as new accounts.
- Develop and implement strategies for improving level of Aftermarket sales to these accounts.
- Ability to provide technical and marketing support to other ICE sales personnel and sales representatives if applicable. Represent company at trade association meetings to promote products and services. (i.e. ISA Local Meetings).
- Track budget to keep expenses within guidelines.
- Travel required: 85% visit customer.
Opportunity Management:
- Ensure IMI Critical Engineering presence in project vendor list
- Creates and seeks actively opportunities,
- Qualifies RFQ’s and sets priorities.
- Understand needs, decision drivers, constraints, and opportunities.
- Identifies key contacts and their role in the decision process with all potential customer organizations involved
- Develop, implement, and communicate clear plan to close orders at maximum possible price.
- Supports with information and direction Inside Sales Engineers in the preparation of proposals
- Exchange information and coordinates action plan with other Area Managers that cover other organizations involved in the decision process but might be outside of area of competence (End Users, FEED Engineering, consultants etc.)
- Review proposals prior to sending to customers and suggests modifications as needed
- Understands CCI position against competitors, their strengths, and weaknesses and how to beat them.
- Identifies and clearly communicates parameters to win (scope, price, delivery, terms, and conditions etc.)
- Develops contingency plans as needed to proactively address and anticipate issues.
- Supports order handover to operations providing information about pre-order information and commitments
- Facilitates communication and represents voice of the Customer also after order placement.
- Supports cash collection activity
Forecast Management:
- Provide input on yearly forecast.
- Manages monthly forecast for their area, ensures that it is achieved timely, identifies risks, and establishes mitigation plan
- Communicates variations timely and implements mitigation plan
Market Management:
- Monitor closely competition activity and development and suggests action plan accordingly
- Represent company at trade association meetings to promote products and services (for example ISA Local Meetings).
- Understand and communicate requirements, opportunities and risks related to local industry norms and rules
- Represents CCI at trade association meetings to promote products and services.
- Supports CCI marketing and sales events, promotions, and campaigns in the territory
Reporting:
- Punctually report sales activity for projects on CRM project tracking software (Sales Force):
1) Expanding contacts within an account / site
2) Finding contacts at corporate to help push projects and opportunities
3) Create value by offering solutions to problems they have
4) Identify competitor assets and performance
5) Promote innovations we are driving – Retrofit3D, Rotary DRAG, Engineering services, Erosolve, Metamorphic trim…etc. Any growth initiative.
6) Manage all the severe service assets at the site – PMP plan for our asset, upgrades of competitor assets and Repair & service of all critical service valves in the plant
7) All contacts and calls made should be in Salesforce
- Contributes to monthly report with info from their area
- Provides detailed analysis of status and strategy for major opportunities
Cost Control:
- Minimizes cost of travelling by choosing reasonable fares and booking flights timely.
- Adheres to Company meals and entertainment policy
- Provide monthly expense reports timely
Personal Skills:
- Be Self-motivated and able to work independently in identifying opportunities, developing strategies, building relationships, and closing orders.
- Willing and able to create and building new relationships.
- Structured and focused on closing orders timely.
- Strong communication skills in both verbal and written form.
- High moral and ethical standards.
- Flexible in shifting priorities and resources to meet objectives.
- Results oriented with a focus on accountability of team and territory.
- Supportive in implementing new processes and procedures.
- Committed to personal and professional growth environment.
- Highly energetic self-starter with a strong sense of urgency, initiative, and ownership in creatively solving customers’ problems – drives to fully understand market dynamics, industry trends, and the competitive landscape.
- Proactively innovates and implements creative solutions to challenges
Knowledge:
Required:
- Proven Customers portfolio with End Users, EPC’s and OEMs in energy and petrochemical markets
- Knowledge of combined heat and power & combined cycle power plant processes.
- Understanding of processes of oil and gas production, transportation refinery and petrochemical plants.
- Experienced in handling complex and high value opportunities.
- Ability to make informative and persuasive presentations to technical customers
- Computer literate (MS Word, Excel, PowerPoint, Outlook).
- Intermediate level of written and spoken English
- Strong communication skills with technical and executive stakeholder.
Preferred:
- Knowledge of control valve sizing.
- Knowledge of principles and theories of mechanical engineering and fluid dynamics.
- Knowledge of industry specifications and norms
- Experienced in power and oil and gas markets
- Knowledge of CRM tools (Salesforce.com)
- Proficient level written and spoken English (intermediate level to speak).
- Ability to present at executive level
Education and Experience
Required:
- Bachelor's degree in engineering related field
- 5 years of experience in a related field or similar role
Desired, but not required:
- Master’s degree in engineering related field
- 10+ years of experience in the markets, preferably with the same product line.
