2024-04-21
AppCast (https://www.appcast.io)
Other
/yr
full-time
employee
Cincinnati
Ohio
45208
United States
Business Unit & Position Summary:
Crane Co, a 160 year old cornerstone of the fluid handling industry supports clean energy and human health and safety by providing cutting edge solutions to our customers’ toughest problems. We are seeking candidates to promote our values and solutions thru continual interaction with our customers and business partners in Northern California, Oregon, Washington, Alaska, and other areas assigned. Travel is required approximately 2 out of every 3 weeks to assure best possible communication and service to our customers.
Crane ChemPharma & Energy Flow Solutions is a division within the Fluid Handling Business Segment of Crane Co, a US multi-national which specializes in highly engineered products in niche markets. Crane ChemPharma & Energy Flow Solutions designs, manufactures, markets and distributes a range of process valves and actuators under multiple brand names for a wide range of applications in a number of industries including the refinery, chemical, biopharmaceutical, and energy industries.
www.craneco.com
www.cranecpe.com
The Sales Engineer is a key contributor with the responsibility of sales and margins for a territory within a defined geographic region for Crane ChemPharma & Energy. This individual contributor role will be ultimately responsible for preference of our products into the assigned market customers including end users, EPC’s, OEM’s, and other users of the Crane products. Additionally, this role is responsible for channel development, product training, applications training, sales forecasting, project execution, sales planning, sales, margin, and other functions as outlined by Sales Management. This individual will work closely with customer service, business line management, and other Sales Engineers. This interaction can be global in nature as many projects require interaction with other regions of the world.
Principle Responsibilities:
Drive sales of all Crane ChemPharma & Energy products within defined geographic territory to achieve profitable growth.
Identify key influencers at Target Key Accounts and End Users to develop and implement sales strategies aligning our value propositions for their applications.
Become champion of Crane Business System (CBS) and use the tools as part of standard work to achieve results.
Work closely with Key Account Team within Crane to develop strategies for Target End Users in Refining and Chemical Industries.
Drive execution of MRO business and develop conversion accounts.
Identify and Manage projects in territory through IIR (Industrial Info Resources) and the Global Project Tracker tool from the Crane Business System.
Maintain a detailed and comprehensive knowledge of the product line and the value proposition within specific applications.
Work closely with the Xomox Service Center in Cincinnati to develop common strategy.
Assist Business Line Managers in New Product Development and sales integration with Target End Users and Channel.
Develop sales forecast for each product line to assist Business Line Managers with production.
Monitor and report competitive landscape within territory for all CPE products.
Conduct lunch and learns for distribution channels, end users, and EPC’s as required.
Manage territory within the guidelines of budgets, reporting, and distribution management.
Create and distribute weekly reports with information from sales calls and market conditions.
Qualifications / Experience / Personal characteristics:
Bachelor’s degree in technical field or equivalent work experience.
Minimum 2
years Outside Sales managing similar product with Channel and End Users
preferred.
Exceptional interpersonal and communication skills with ability to quickly build relationships with Channels and End Users.
Knowledge of how to create a product differentiation, value proposed, product advantage to win MRO and project orders versus competition.
Strong listening skills with the ability to assimilate information and translate it into customer solutions
High energy team player and Competitor.
Competent with basic use of MS products (Excel, Outlook, Word, PowerPoint).
Additional Comments:
Accomplish all tasks as appropriately assigned or requested.
Must be able to travel day and night. (Est. 30% in Territory)
Capable of air travel.
Interactions:
Peer relationships include the following: Inside Sales Representatives, Key Account Managers, Field Sales Engineers, Product Sales Managers, Business Line Managers, and Global Industry Managers.
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