The primary responsibility of an Inside Sales Engineer in the Upgrades team is to identify the root cause of problems faced by the customer with their current equipment and to recommend a solution. This will include both upgrading existing IMI CCI equipment to meet the changing demands of the industry or replacing a competitor’s equipment with IMI CCI technology. The sales process at IMI CCI is a partnership between the Outside and Inside Sales teams. The Inside Sales Engineers’ primary function is to act as the technical sales representative in the partnership.
Consult with the customer to understand how they operate their equipment, the problems they are facing and the impact caused by this problem (i.e. loss of efficiency, loss of revenue, plant trips, frequent maintenance and extended plant downtime).
Understand the specific application the equipment is used for. IMI CCI provides a system solution rather than focusing on an individual piece of equipment, therefore it is important that the Inside Sales Engineer has a working knowledge of fluid dynamics, thermodynamics and power plant operation.
Establish operating flow rates, pressures and temperatures to be used when sizing and selecting new equipment.
Lead technical discussions with customers to identify problems and offer a solution that will exceed the customer’s expectations.
Accurately size new valves, actuators and desuperheaters that meet industry design codes and standards.
Review power plant schematics, isometrics, P&IDs and other customer technical and commercial specifications to develop and prepare a technical solution.
Run cost models and generate error free proposals to submit to the customer, identifying the technical advantage IMI CCI has over its competition.
Consult with Application Engineers to understand the customer’s modes of operation and application.
Analyze historic win/loss data to determine appropriate market pricing for each customer.
Generate order packages and lead CORB meetings to hand new projects over to Project Management and Design Engineering.
Support key accounts through customer visits, understanding customer needs, customer education, data analysis and value selling.
Meet with customers to present technical solutions and close sales on high value projects.
Conducts technical discussion with customers on all projects to identify issues and offer creative solutions that exceed customer expectations.
Partner with Operation (Engineering, Project Management, and Manufacturing) team to solve technical and commercial issues that arise during the proposal stage.
Externally focused with a drive to fully understand and exceed customer needs.
Demonstrates ownership, initiative, clear thinking, self-motivation and proven leadership capabilities
Candidate must have strong oral & written communication skills in English to include the ability to provide group presentations in a seminar environment and capable to coordinate highly technical discussions with product development and project engineering teams – further languages are a plus
Excellent time management, organizational, Presentation and interpersonal skills
Understanding of power plant process as well as the basics of control valves and applications is preferred.
Computer Skills - Proficient with MS office products and technical sizing programs for flow control elements and actuation
Technical skills – Ability to read manufacturing drawings, P&ID’s and understand power plant systems & process applications would be an advantage.
BS science/technical degree with at least 5 years of experience – BS in Mechanical Engineering is preferred and industrial sales management experience a plus.
Job ID 2019-31877
# of Openings 1
Platform IMI Critical Engineering