Job Summary:
As a Sales Engineer, Specialist, you are responsible to develop and execute end user sales strategy ensuring focus on industry trends, market dynamics, competition activities and organizational strength. Maintaining and develop relationships with key end users, EPC companies, EPCM, PMC, licensors and engineering consultants. Your responsibility will be to project business growth in the assigned region.
Proactively provide updates to your manager on the status of action plans, hurdles faced, strategies developed to overcome those hurdles to achieve regional sales & margin goals.
You will also develop a keen understanding of Flowserve products, internal stake holders, including operations to enhance selling effectiveness and coordinate selling efforts with other internal and 3rd party selling channel partners.
Responsibilities & Requirements:
- Drive bookings levels to meet and/or exceed assigned bookings targets using the concept of Strategic & Conceptual Selling.
- Maintain regular, planned communication with key customers in the area you support
- Develop and implement marketing plans aligned with regional sales objectives to support organizational goals
- Serve customers as a primary contact for all business dealings, ensuring all customer concerns are being addressed including proposals, deliveries, repairs, quality, warranty claims, etc.
- Educate customers on the quality, features and uses of our products through the full use of the company’s marketing materials
- Collaborate with application engineers, customer service, and manufacturing to ensure customers’ needs are met
- Skilled at product demonstrations, presentations and business writing
- Proficient in technology such as Microsoft Office, Excel and PowerPoint
- Maintain organized records, including regular reports, quotes, status, actuals, expenses, etc
- Demonstrate financial acumen to discuss business decisions, particularly return on investment in support of solution selling
- Able to work independently, efficiently and communicate productively with others
- Some physical activity required, such as walking large customer sites, lifting at least 50 lbs, and ascending/descending ladders and staircases in multi-story facilities
- Other duties as assigned
Preferred Experience / Skills:
- Sales experience with industrial products such as valves, pumps and mechanical seals etc.
- BE or B=Tech Degree in relevant field and 10 to 15 years relevant experience
- Strategic mindset with passion to execute strategy.
- Must demonstrate impeccable sales acumen with a passion and drive for success.
- Strong technical background, knowledge of market and industrial market.
- Result oriented and pro-active; well-connected with decision makers in key target markets such as refining, chemical, petrochemical, power and mining.
- Possesses excellent communication and presentation skills to influence key stakeholders to achieve desired outcome
- Working Knowledge of Salesforce or Microsoft Dynamics; sees CRM tool as an enabler and not as a deterrent
- Knowledge of Strategic Selling concepts and experience applying these concepts to achieve success
- Be an effective team player with the ability to build and maintain positive relationships
- Strong prioritization skills
- Excellent written and oral communication and strong technical skills to train
- Works with a sense of urgency
- Ability to collaborate with cross-functional teams to yield best possible outcome for Flowserve.
- Demonstrates ability to make tough decisions when faced with challenges or opportunities
- Resourceful, build customer relationships to find competitive information
- Data driven, values decision making based on facts and not mere opinions
- Able to facilitate tough conversations with direct reports and/or others within the company to a resolution; hold self and others accountable
- Represents Flowserve core values
- Must be able to work independently with little supervision
- Strong Customer service focus
- Ability to analyze and decipher technical content quickly
- Skilled in planning, organizing, tracking, and adjusting Turn arounds with multiple phases in coordination with all departments
- Ability to speak effectively before groups of customers
