The Weir Group PLC

  • 2018-18793

    Posted Date 2 months ago(6/22/2018 9:33 PM)
    Title
    Sales Engineer
    Job Location
    US-MA-Ipswich
    Shift Schedule
    Day
    Manages Others
    No
  • Business Need / Purpose of Role

    The Sales Engineer works as a member of the Inside Sales Department with specific duties for the application, sale and support of products primarily for the commercial power and petrochemical/refinery markets.

    Objectives & Measurement - Key Responsibilities

    Including but not limited to:

    • Review and evaluate customer bid specs to select equipment suitable for the application
    • Apply industry codes including ASME B16.34
    • Define the technical scope of work and assure company can meet the requirements
    • Interface with other departments to obtain input critical to the development of the proposal
    • Identify any major sub-suppliers and obtain quotations for major components/accessories/actuators to support the overall scope of supply
    • Initiate cost estimates or use standard costs to prepare selling prices
    • Review inquiries for standard commercial terms such as points of shipment, payment terms and special commercial terms including warranty, insurance, bonding, liquidated damages, limitations of liability
    • Prepare formal quotations addressing the technical and commercial requirements
    • Follow up the quotations and coordinate sales efforts with outside sales team and channel partners
    • Participate in contract negotiations and technical reviews
    • Review purchase orders against negotiated quotation documents
    • Enter orders and prepare all technical documents to define the products internally
    • Prepare turn over package for Project Management or Contract Administration
    • Provide support and direction for the outside sales organization and channel partners
    • Manage work load to meet customer deadlines
    • Develop strong customer relationships
    • Assist in forecasting of orders by month, quarter and year
    • Monitor status of new projects and work with outside sales team and channel partners to assure bid list approval
    • Assist in influencing customer specifications favorable to Weir Valves
    • Coordinate the exchange of information with outside sales team, other Weir companies and channel partners
    • Prepare and present technical product seminars, as needed
    • Participate in Sales Training opportunities, as needed
    • Complete other job related duties as assigned
    • Respond to customer, outside sales team and channel partner’s request for general information regarding our valves and their application
    • Travel (2—3 days trips approx 3-5 times a year after appropriate experience level achieved), to support Customer, outside sales team and channel partners, as needed
    • Complete other job related duties as assigned
    • Comply with all company policies, procedures, work instructions, including safety and environmental.

    Job Knowledge / Education and Qualifications

     

     

     

    Job Knowledge / Education and Qualifications

    The details described here are representative of those that are encountered by or must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

     

    Education and/or Experience:

    Bachelor’s degree in engineering (preferred) with two to three years of experience in selling engineered products or equivalent combination of education and experience

     

    Language Skills:

    Ability to read, analyze, and interpret technical specifications, commercial terms, technical procedures, and/or governmental regulations.  Ability to write proposals, business correspondence, and technical documents.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

     

    Mathematical:

    Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.  Ability to apply concepts of basic algebra and geometry.

     

    Reasoning Ability:

    Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

     

    Computer Skills:

    Computer Proficiency

     

    Physical Demands:

    Must be able to move about the factory and communicate with other employees and customers. The employee must occasionally lift and/or move up to 15 pounds. Must be able to travel and move about the customers facility by climbing flights of stairs

     

    Work Environment:

    The noise level in the work environment is generally quiet. In certain areas of the facility personal protective equipment (PPE) is required, including safety glasses, steel-toed shoes, and ear plugs.

     

    The position may require occasional travel to customer sites, mainly in the US. Overall travel for the job will be 10% or less annually.  Travel would include visiting customers, training of sales channel, trade show participation and/or visiting other company facilities

     

    Core Competencies

    Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets outage related or customer deadlines.

     

    Judgment - Displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.

     

    Drive & Initiative - Focuses on results and desired outcomes and how best to achieve them; sets ambitious goals for self and/or others and tackles them with enthusiasm; initiates and generates activity, makes things happen quickly; self-starting, works under own direction; persists in spite of obstacles, finding appropriate solutions; looks for opportunities to progress work faster; undertakes self-development activities; seeks increased responsibilities.

     

    Cost Consciousness - Works within approved budget; develops and implements cost saving measures; contributes to profits and revenue; conserves organizational resources.

     

    Ethics - Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.  Complies with all Company policies and procedures including those pertaining to environmental health and safety (EH&S); determines appropriate action beyond guidelines; reports unsafe conditions.

     

    Communication – Writes & Speaks clearly and persuasively; listens actively and seeks clarification; asks appropriate questions; able to effectively present and discuss views and ideas; adjusts style and language to meet the needs of audience; shares relevant information; gives constructive feedback to others and is open to receiving feedback.

     

    Problem Solving – Understands and able to break down complex or diverse information; gathers and processes data to identify problems, draw conclusions and propose solutions; able to consider different options and alternatives and make appropriate recommendations; works well with others to resolve problems and implement solutions; uses reason even when dealing with emotional topics.

     

    Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.

    Regional Specific Job Information (if applicable)

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