Sales Engineer - Pacific Northwest
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Sales
Business Development, Sales Manager, Sales Engineer, Industrial Sales
Job Description & How to Apply Below
Crane Chem Pharma & Energy is a division within the Process Flow Technologies business segment of Crane Co, a US multi-national company which specializes in highly engineered products in niche markets. Crane Chem Pharma & Energy designs, manufactures, markets and distributes a range of process valves, actuators, lined pipe and fittings, and other products under multiple brand names for a wide range of applications in a number of industries including chemical, power, refining, biopharmaceutical, O&G, food and beverage, and general industrial manufacturing.
www.cranecpe.comThe Sales Engineer is a key contributor with the responsibility of managing customer interaction and project pursuit at target accounts. This individual will be responsible for establishing close relationships with Procurement, Project Management, Maintenance and Engineering leads at end customer sites, and channel sites. The Sales Engineer will drive the project pursuit strategy for each opportunity and follow the Crane Global Project Management process including all sales excellence tools.
This individual will work closely with Crane Regional Sales Managers, Key Account Managers, Product Sales Managers, Customer Service, Business Line Management, and others in the Crane Chem Pharma & Energy organization to coordinate end user influence, product / competitive strategies and application focus. Sales Engineer will develop and own the overall account strategy, including any AML positioning and product promotional planning.
This is a remote role which operates from a home office preferably in Portland, OR, covering the OR, WA, , MT territory.
Principle ResponsibilitiesDrive annual Top Line and Bottom Line orders and sales growth for all Crane CPE products
Develop ship set guidance for Crane products for MRO conversion and Projects at end user sites
Drive key account management process at selected accounts Develop channel roadmap for selected end user accounts
Drive AML additions for all Crane products at key accounts
Identify key decision influencers on targeted projects; interacting with them to ensure they understand Crane products and the value propositions for their applications.
Establishes a regular cadence of sales calls at the accounts targeted in the project backlog.
Competent in all product lines; leverages BLMs and Application Engineers as necessary.
Delivers Product and Application-based training
Conducts customer symposiums to share data and promote our products.
Identifies opportunities for new product development, which support existing application and improve our value proposition or technical advantage.
Plays an active role in the NPD process, assisting Business Line Managers in researching new product ideas.
Monitors competitor technical changes in current product and new product initiatives.
Provides support to manage Channel Partner decisions.
Provides support to BLM to perform competitive benchmarking.
Manages Terms and Conditions discussions with Crane legal support.
Coordinates End User influence on specific project applications to create value at the specification level.
Identify and pursue projects and participates as a team member or leader in project pursuit.
Supports RSMs with strategic geographic sales initiatives and end user demand creation.
Develops and Delivers Annual Plan based on opportunity backlog and funnel.
Delivers Weekly report on account progress and project updates.
Utilizes the CRM system and other sales excellence tools in daily work
Educated to degree level in chemical, mechanical engineering (strongly preferred) or other 4 year BS/BA degree7 to 10 years’ experience in chemical, refining, or related industry (3 of these years in field sales or service)
Experience with CRM software like Salesforce preferred Experienced with technical products like valves, controls, and/or pumps in the oil and gas, petrochemical, chemical, power, or other industrial markets.
Exceptional interpersonal and communication skills with ability to quickly build relationships with customers and other stakeholders
Knowledge of how to create a product value proposition to win MRO and Projects versus competition.
Excellent written and oral communications skills including technical and business understanding.
Self-starter with rapid learning ability and high-energy team player.
Ability to handle difficult situations, collect data & deliver recommendations in a calm and…
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