Responsible for the execution of the sales strategy for Crane's Vacuum Jacketed Pipe globally. The Applications Specialist drives orders and profitable growth by providing technical expertise to support Inside and Outside Sales in cryogenic applications. The Applications Specialist identifies distinct competitive advantages vs. competitors, assists customers in solving their problems, acts as a key point of contact between the customer and sales team, and provides training and education to the sales teams and customers while assisting sales in targeting opportunities and winning orders.
PRINCIPLE RESPONSIBILITIES (includes, but not limited to):- Conducts voice of the customer research to ensure successful launch of new products
- Design vacuum jacketed piping system P&IDs for cryogenic applications and for specific customer configurations.
- Trains customers & internal teams on piping system layouts and products.
- Provides support to BLM to perform competitive benchmarking.
- Develop technical analysis of products and applications (ours versus competitors).
- Plays an active role in the new product development process, assisting business managers in identifying and researching new product ideas which support existing applications and improve our value proposition or technical advantage.
- Execute the launch strategy for new product development and assists business managers through launch preparation
- Leads the initiative to certify the products to approved manufacturers list (AML) and customer specifications
- Develops materials for and conducts sales training which highlight product features/benefits and differentiated technical advantages.
- Conducts customer symposiums to share data and promote our products.
- Monitors competitor technical changes in offering - current and new product initiatives.
- Provides resources to assist the BLM to develop demand forecasts and improve business models.
- Provide front-end technical sales support, and assists account Managers / sales engineers to provide pre-sale and post-sale technical support.
- Acts as key technical point of contact for sales, operations, business line, and customers through the execution of new products.
- Requires 25%-40% travel, primarily domestically
QUALIFICATIONS / EXPERIENCE:- Undergraduate degree in a technical subject e.g. Engineering, Manufacturing.
- At least 5 years' experience in a technical quotations or product support position.
- Direct experience working with customers in the Cryogenic industry.
- Knowledge and understanding of Vacuum Jacketed/Vacuum Insulated Piping Systems.
- Previous experience with applicable Liquid Hydrogen, Liquid Nitrogen, Liquid Oxygen applications and customers.
- Proficiency with accessory components of vacuum insulated systems.
- Commercial experience with industrial cryogenic gas customers or product manufacturers.
- 'Hands on' approach - resilient and tenacious.
- Strong analytical skills.
- Computer fluency with MS office, especially Excel and PowerPoint.
- Experience in developing technical presentations of products and applications.
- Ability to fluently communicate orally and in writing in English including technical and business understanding.
- Previous experience in mid-size to large matrix organization preferred.
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This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
