The Weir Group PLC

  • 2018-19442

    Posted Date 3 months ago(9/5/2018 6:56 PM)
    Title
    Sales Engineer - Key Accounts
    Job Location
    US-TX-Fort Worth
    Shift Schedule
    Day
    Manages Others
    No
  • Company Profiles

    Weir has been in business since 1871 and our sustainability and success has been built on attracting, retaining, and developing exceptional people.

     

    As a global company, employing around 15,000 people in over 70 countries, we reflect the diversity of our customers in the diversity of our people and ensure everyone is given the opportunity to flourish regardless of their gender, race, beliefs or background.

     

    Weir is an inclusive and innovative organisation where you can be your authentic self. We continually develop our talent and diversity of thought to keep our business relevant, innovative and successful for the future.

     

    Enabling our people to unleash their full potential is central to ‘We are Weir’, our vision, mission, and strategic priorities. We aim to be the most admired engineering business in our markets and we'll achieve that ambition by being the employer of choice in our markets.

     

    We offer a wide range of career opportunities across a variety of technical and business roles in engineering, manufacturing and service locations worldwide.

     

    Business Need / Purpose of Role

    Provides both technical and field processes, resources, and support to assist the customer, sales, and other team members to take care of the customer.  To develop close relationships with customers, both internal and external to bond them and Weir SPM together for a long term common bond. Works to understand client requirements, design solutions, and to help client understand the value of Weir SPM services. The primary focus is to build both short- and long-term value with technical and functional wins during the sales cycle by performing the following duties.

     

    Objectives & Measurement - Key Responsibilities

    Including but not limited to:

    • Calls on management representatives such as engineers, purchasing, or other professional and technical personnel at commercial, industrial, and other establishments and attempts to convince prospective client of desirability and practicability of products or services offered
    • Reviews blueprints, plans, and other customer documents to develop and prepare cost estimates or projected increases in production from client's use of proposed equipment or services
    • Develops expertise in Weir SPM’s flow control and pump products
    • Provides sales assistance for the purpose of supporting the customer base
    • Travels to customers to promote the company’s products
    • Provides technical assistance to clients relating to use, operation, and maintenance of equipment
    • Develops and maintains viable long-term relationships with customers, consultants, prime contractors and subcontractors
    • Develop strong working relationships with key stakeholder: - Key Account Sales Manager (s), Engineering Manager (s), Order Fulfillment, Quality, Supply Chain,  In-house Testing etc
    • Draws up sales or technical documents for Weir SPM products or services
    • Ensure all field data is collected, stored and analyzed in a manner that drives engineering decisions
    • Delivers technical presentation and demonstrations to client
    • Understands the competitive marketplace
    • Works to understand customer requirements for implementing Weir SPM products
    • Performs technical account management
    • Develop a feedback process that drive customer requirement.  This should be fed in to the New Product improvement (NPI) process
    • Provides relevant customer feedback as input to the product development process
    • Coordinates customer training requirements
    • Works with key accounts sales representatives to meet the customers needs
    • Attend trade meetings, read related publications to stay updated in business trends, industry developments, and market conditions to ensure continued competitiveness in the industry
    • Excellent engineering and process skills.
    • Excellent leadership skills (to influence both team and customer)
    • Numerical fluency (good understanding of and the ability to analyze information)
    • Strong inter-personnel skills
    • Good written and verbal communication skills
    • Ability to manage numerous projects and tasks simultaneously
    • Ability to achieve challenging goals under pressure
    • Good problems solving and reasoning abilities
    • Self-motivated, requiring low levels of supervision
    • Good time-management and self-organization skills
    • Flexibility (to accommodate various international time zones, and occasionally to travel to Oil & Gas companies around the world)

    Job Knowledge / Education and Qualifications

    Education/Experience:

    Bachelor's degree with one to two years manufacturing experience and/or training; or equivalent combination of education and experience, Minimum two years experience in the oil and gas industry, one to two years mechanical engineering experience, BSME preferred, mechanical technical training experience helpful.

     

    Language:

    Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to write speeches and articles for publication that conform to prescribed style and format.  Ability to effectively present information to top management, clients, and other public groups.

     

    Mathematical Skills:

    Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of algebra, plane and solid geometry and trigonometry.  Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

     

    Computer Skills:

    The incumbent should have knowledge of the following software: Microsoft Office, Microsoft Power Point Presentation, Lotus Notes, Solid Works & Syteline knowledge preferred.

     

    Physical Requirements:

    The physical demands described here are representative of those that 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. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; reach with hands and arms and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

     

    Work Environment:

    Must be able to travel up to 50% of the time. Technical sales experience preferred. Two years industrial experience preferred. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently exposed to moving mechanical parts, fumes or airborne particles and outside weather conditions.  The technician regularly tests equipment that is under pressure. The noise level in the work environment is usually moderate. You will be required to wear Personal Protective Equipment (PPE), including steel toed safety shoes and safety glasses and/or face shield in most areas of the facility and on customer sites.

    Core Competencies

    Interpersonal Skills - Focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting; keeps emotions under control; remains open to others' ideas and tries new things.

     

    Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.

     

    Motivation - Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals.

     

    Safety and Security - Observes safety and security procedures; determines appropriate action beyond guidelines; reports potentially unsafe conditions; uses equipment and materials properly.

     

    Attendance/Punctuality - Is consistently at work and on time; ensures work responsibilities are covered when absent; arrives at meetings and appointments on time.

     

    Dependability - Follows instructions, responds to management direction; takes responsibility for own actions; keeps commitments; commits to long hours of work when necessary to reach goals; completes tasks on time or notifies appropriate person with an alternate plan.


    Customer Service - Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

    Business Acumen - Understands business implications of decisions; Demonstrates knowledge of market and competition.

    Motivation - Demonstrates persistence and overcomes obstacles.

    Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Sets goals and objectives.

    Professionalism - Reacts well under pressure; Follows through on commitments.

    Quality - Looks for ways to improve and promote quality; Applies feedback to improve performance.

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