Business Unit and Position Summary:
Crane ChemPharma & 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 ChemPharma & 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.craneco.com www.cranecpe.com
The 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 ChemPharma & 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, ID, MT territory.
Principle Responsibilities:
- Drive 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
Qualifications / Experience / Personal characteristics:
- Educated to degree level in chemical, mechanical engineering (strongly preferred) or other 4 year BS/BA degree
- 7 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 business-like manner.
- Demonstrated productivity while working in a remote environment
- Must be able to travel day and night. (Est. 60% in territory).
- Must be capable of air travel.
This position is not eligible for visa sponsorship.
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Salary Range: $120,000 to $150,000. Several factors contribute to actual salary, including experience in a similar role or performing comparable job responsibilities, skills, training, and other qualifications. Compensation packages also include comprehensive benefits, 401K contribution and match, Paid Time Off, paid holidays, tuition reimbursement and more. Some roles may be eligible for participation in performance-based bonus programs.
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.
