Job Overview
As a strategic member of the Application Engineering Team, reporting to the Director, Applications Engineering, the individual entrusted with holding this position will be responsible for the regional application engineering team for the Nikkiso Applied Technologies Business Unit. The Regional Manager, Application Engineering will be responsible for overseeing all Application Engineering duties within the Region for Standardized and Configurable products for the Business Unit. This includes implementing and managing to processes and procedures that support our sales process; templates for standard and configurable products, processes for sizing and costing equipment, proposal generation, customer interactions (qualifying proposals, clarifying scopes and needs, and closing sales), with some oversight on production management of products through Manufacturing Centers. Processes and Procedures will be localized to local market needs, to be determined by the Director, Application Engineering. This role will need to develop and manage a team of Application Engineers in the region, in alignment with our overall Nikkiso Applied Technologies structure. The annual bookings target will be determined for the Region each year by the Executive Team, which will be the largest form of performance measurement. As a direct report of the Director, Applications Engineering, the individual in this position is also responsible for creating a culture of success by supporting ongoing business goals for reaching sales targets / milestones and managing a team of professionals while consistently delivering customer service excellence at every level of interaction internally and externally.
Salary
$99,000 - $140,000
Responsibilities
Essential Functions and Responsibilities
- Processes and Procedures: Implement processes, procedures, and templates for sizing, costing, and proposal generation for standard and configurable products
- Including 1 sheet review document for fast approvals per the Authority Levels provided by the Executive Team
- Including templates for proposals
- Including standardized Sales Order Writeups for the products within the region
- Staffing: Hire and develop Application Engineering staff in non-management roles. Including having financial and functional justification for staffing levels in the
- Workload Management: Establish localized KPI’s and metrics for all regions for the Application Engineering team. To include but not be limited to the following:
- Amount (in local currency or USD) quoted per month
- Quotes per month
- Capture Amount
- Capture Percent
- Time to quote
- Time to call after support request is open
- Time to follow up on quote
- Etc…
- Activity Reporting: Prepare regional performance and high level details information for Director, Application Engineering. To include:
- Weekly Activity
- Monthly Summary and Results
- Quarterly Results
- Customer Satisfaction: Manage to a closed-loop customer satisfaction process for the Application Engineering This includes internal and external customers; i.e.: within Nikkiso includes Business Line Managers, Sales Managers, General Managers, etc…, outside of Nikkiso includes Purchasing Departments, Engineering Departments, Expeditors/Estimators, etc…
- Strategies: Execute Application Engineering strategies that drive bookings performance and growth in the region.
- Key Customer Relationships: Support Key Customer Relationships in line with Sales Approach in Region.
- In Region Presence: Travel within region, and occasionally out of region for in-person customer support, training of employees, and relationship building.
Key KPI’s
- Regional Bookings Growth: Year-over-year increase in bookings for Standard and Configurable products, indicating market success and This can be measured in total dollars and as a percentage growth.
- Market Share Expansion: Year-over-year market share growth of the relevant An increasing market share signifies competitive success. (Where exact market share is hard to measure, proxy metrics like win/loss rates against key competitors or growth in key customer accounts can be used.)
- New Product Introduction (NPI) Success: Effectiveness of launching new products in region. This is a support function to Product Directors and Sales, using KPIs including time-to-market-penetration (actual orders received compared to launch date), and the percentage of annual revenue coming from new products (e.g. products launched in the last 1-3 years). A shorter time-to-market and higher adoption of new products indicate successful innovation.
- Product Adoption & Sales Mix: The uptake of standard and configurable products in a region, measured by units sold, especially for recently launched products. Tracking product adoption rates and the product mix helps ensure the portfolio is aligned with customer demand and application support is sufficient.
- Customer Satisfaction (Quality and Service Metrics): Customer satisfaction scores related to standard and configurable products, especially with ease of Use of tools established by the Director, Application Engineering to measure success.
Knowledge and Critical Skills/Expertise:
- Knowledge of industry best practices and standards of excellence
- Extensive experience in both an engineered and high-volume sales environment
- Specific industry experience and knowledge in the following (amongst others):
- LNG
- Industrial Gas
- Clean Energy
- Hydrogen
- Exceptional problem solving, negotiating, time management, and general management skills
- Ability to grow and motivate a result driven team of engineering and sales professionals
- General engineering capabilities with regards to Heat, Mass, Pressure Transfer and general Transport Phenomena.
- General engineering capabilities with regards to Electrical calculations and
- Proficient in Microsoft Office: Powerpoint, Excel, Word, and other Microsoft or similar
- Proficient in computer software use: Salesforce, Quotewerks, other internally developed
Work Environmental and Physical Demands:
- In order to perform the duties of this job, the employee may be required to stand, walk, sit, reach with hands and arms, climb or balance, stoop or kneel, talk and hear, and use fingers and hands to feel objects, tools or controls.
- Outside normal work hours may be necessary as the workload This may include week days, weekends, nights and/or holidays.
- Job will generally be performed in an office environment but does require occasional travel to a Client's office or site, production facility or industrial/construction job
site. Extensive periods of sitting and standing during meetings, presentations and travel may be necessary. Conditions will vary at each location, but the conditions listed above will generally apply.
- Candidates will be required to show a driving abstract with a clean driving history for travel between the Nikkiso facilities and client sites/offices as A valid driver’s license is necessary.
Environmental Safety Requirements
- New Employee Safety Training is required by all newly hired employees, including Safety Awareness
- All safety related training is provided and tracked by the EHS Manager
- Job specific training modules deemed necessary by employee’s President, Manager, or Director will be required of all employees on an ongoing basis
Employees are required to wear Nikkiso provided PPE as/when needed. PPE’s include, safety shoes, safety glasses, face shields, FR clothing, cryogenic gloves,
cryogenic apron, cut resistant gloves, safety gloves, hearing protection, hard hats & dust masks. Failure to comply with Nikkiso safety requirements will result in disciplinary actions, up to and including termination.
Qualifications
Experience and Education:
- A minimum of 10 years of senior sales or application engineering experience within the oil & gas, cryogenic and / or process equipment industry is required
- A proven track record of overachieving sales targets, forecasting, strategic planning, budgeting, sizing equipment, and costing equipment.
- Proven experience managing sales or applications engineering teams, including with equipment sizing, costing, proposal generation, and overall sales workflow
- Bachelor’s Degree in Mechanical or Chemical Engineering, or Business with relevant work experience
- Previous experience working in a manufacturing/engineering environment is strongly preferred
- Equivalent combination of experience and skills may be considered
The knowledge, skills and abilities listed above are typically acquired through the levels of education and experience listed. An equivalent combination of education and/or experience that provides an applicant with the listed knowledge, skills and abilities required to perform the essential duties and responsibilities of the job, may be accepted.
