Overview & Responsibilities

PURPOSE OF THE JOB

Under the direction of the Regional Sales Director, the Senior Sales Engineer leads activities for key accounts, focusing on the promotion and booking of Ebara Elliott Energy’s New Apparatus product lines.  The primary objective is to pursue suitable opportunities, negotiate and close orders, and exceed assigned sales quotas within budgeted expenses while following company guidelines.

BACKGROUND and EXPERIENCE

Qualifications

• Bachelor's Degree in Mechanical Engineering or equivalent experience; MBA or advanced business qualification is an advantage.

• Extensive background within the LNG industry, specifically in Marketing or Sales.

• Proven track record in the sales, application, and/or operation of custom engineered products.

• Direct experience transacting business with key LNG end users and engineering contractors.

• Experience in field sales, service representation, or market applications for similar products and markets.

Specific Skills

• Technical Proficiency:  Thorough knowledge of mechanical equipment design, operation, application, and maintenance.

• Commercial Expertise:  Deep understanding of assigned industries and an overview of typical industrial processes.

• Communication:  Ability to communicate quickly, clearly, forcefully, and tactfully with customers.

• Interpersonal:  Strong interpersonal skills coupled with promotional and selling techniques to close business in both familiar and new markets.

• Strategic Translation:  The ability to translate complex technical knowledge and skills into saleable ides and competitive proposals.

• Self-Management:  Ability to organize and manage time and sales territory in a motivated, self-directed manner.

• Business Literacy:  A basic understanding of financial principles, computer skills, and relevant software knowledge.

NATURE OF THE JOB

This role functions as a high-level individual contributor requiring significant autonomy and self-discipline.  Key responsibilities include:

• Business Development:  Identify and contact new customers to expand the sales base and revenue sources in both traditional and non-traditional product areas.

• Sales Execution:  Prepare and submit proposals, negotiate commercial terms of sale, and secure assigned bookings to meet or exceed revenue targets.

• Market Intelligence:  Serve as the principal customer interface to advise management on changing market requirements and competitive actions (pricing, lead times, or product differentiation).

• Account Management:  Manage assigned accounts and oversee local sales representatives, including setting quotas and monitoring performance.

• Project Liaison:  Monitor order activity during manufacturing and start-up; collaborate with the Projects Department on significant commercial decisions.

• Reporting:  Complete monthly market opportunity forecasts and annual territory analyses.

• Mentorship:  Provide training and guidance to new sales engineers as required.

• Travel: Approximately 25% travel (outside of Houston).  The travel includes on-site visits to the EEE headquarters in Jeannette, PA, industry specific conferences, and custom sites for order activity during the bid phase, manufacturing, and construction phases of a project.

SPECIFIC JOB RESPONSIBILITIES/COMPETENCIES

• Obtain assigned bookings on Ebara Elliott Energy New Apparatus products and services to ensure budgeted sales revenue.

• Develop existing customers, pursuing both traditional and non-traditional products.

• Identify and contact new customers to further expand sales base and revenue sources while pursuing new target areas.

• Prepare and submit commercial proposals.

• Negotiate commercial terms of sale.

• Initiates, reviews and/or approves order entry material within the territory prior to submissions to factory.

• Monitor order activity during manufacturing, construction and start-up.

• Cooperate with the Projects Department, participate in any significant commercial decision affecting assigned accounts.

• Advise management of changing customer or market requirements as principal customer interface.

• Keep management informed as to competitive actions and responses to ensure Ebara Elliott Energy maintains its competitive position.

• Complete monthly market opportunities forecast.

• Recommend actions to counter or take advantage of a competitor's position, i.e. price, lead time, or product differentiation related needs

• Submit annual analysis of sales territory

• Complete special projects as assigned by sales or marketing management

• Acquire skills and experience in various related products and processes to maintain appropriate level of expertise and facilitate continued sales

• Provide mentoring and training to new sales engineers as required