Overview & ResponsibilitiesThe position provides strategic and daily direction for our Engineered Solutions division within our North American region. It has primary accountability for customer satisfaction, increasing solutions opportunity pipeline and achieving financial goals for given region (primarily orders, but also revenue and operating income).
The position is designed to accomplish opportunities pipeline growth and order execution within the required external and internal parameters; timeliness to customer deliverable required dates; adherence to customer technical and commercial specifications; internal profitability goals; and minimization of product, warranty and operating costs, while complying with established ISO and corporate guidelines.
The general function is that of an engineered solutions regional business owner, the incumbent must integrate a traditionally diverse business and segregated functions (sales) into an effective solutions order generating team while maintaining adherence to the individual process control aspects of each function.
Other primary roles are: functioning as a change agent by driving process analysis, understanding markets and trends in given region and change to continually improve results; serving as a customer agent and point of contact; ensuring customer advocacy throughout customer solution process by functioning as a quality, execution and continuous improvement champion relative to intra and inter-departmental issues.
Job Duties/Responsibilities:- Provide technical engineered solutions direction with regard to conversions, modifications, upgrades and rerates for the North America region. This will include Steam Turbines, Centrifugal Compressor, Axial Compressors, Expanders and Custom Pumps for both Elliott and Non-Elliott fleets.
- Work directly with Global Director and Region Sales Leader to develop strategic and tactical plans to enhance Engineered Solution's value for both internal and external customers.
- Be a strong customer advocate with regard to operational excellence (on time delivery and quality for example).
- Make or exceed bookings target for given region.
- Generate enthusiasm and excitement around Engineered Solutions within the internal selling team.
- Build and grow opportunities pipeline for both Elliott and Non-Elliot equipment.
- Drive "Proactive Initiative" to successful customer relationship development, opportunities pipeline and eventual tangible orders.
- Collect, analyze, understand and make recommendations to Regional Leaders and Engineered Solutions Staff with regard to Engineered Solutions offerings from a marketing and regional perspective.
- Identify significant trends and develop strategic plans accordingly.
- Directionally focus, provide guidance and technical input to Engineered Solutions Applications Engineering team to ultimately close orders.
- Provide oversight for the Engineered Solutions Business interests with regard to any execution activities taking place in given region.
- Focus on as sold margin vs actual margin for orders received from region.
- Work with commercial teams to ensure accurate market-based pricing, cost, lead time and margin for all Engineered Solution opportunities in region.
- Perform special projects as directed by superiors.
- Work cross functionally with Global Service Sales team to develop modification opportunities while the main focus of this role is on capital rerate and drop-in replacement projects.
- Ability to navigate and make strategic relationships at corporate, EPC and PL levels in addition to plant level.
Requirements:- BS in Engineering required
- Specialized training in various related fields: technical sales, application engineering, accounting and change methodologies
- A minimum of 6 years' experience in an engineered-to-order product manufacturer
- Prior experience working with turbomachinery/rotating equipment required
- Intensive functional understanding of the entire order execution process gained by actual on-the-job exposure.
- Working knowledge of state and regional government regulations and compliance criteria, (ISO 9000, 14000, and 18000 regulations) as well as strict adherence to local compliance and "best practice" quality & inspection standards.
- Proven proficiency in integrating broadly defined objectives into functional goals and metrics.
- Demonstrated logistic, analytical and problem-solving skills.
- Strong communication skills, both verbal and written including conflict resolution.
- Experience in negotiations, customer contact and organization dynamics.
