Outside Sales Engineer - Argentina

IMI Process Automation

16h•Remote

About The Position

The Outside Sales Engineer will be responsible for conducting all customer-facing activities, either personally or in conjunction with Business Partners (Agents), to maximize sales results for IMI Critical's portfolio. This includes control valves (conventional and severe service), choke valves, desuperheaters, steam conditioning stations, actuators, HIPPS systems, isolation valves, and pressure relief valves. The role also involves selling new portfolio products from brands like Orton, Truflorona, STI, PSV – B&R, Remosa, Z&G, Nuclear, etc. The target markets are large-scale power generation (fossil fuels, combined cycle, biomass, solar), oil & gas (upstream, midstream, downstream), pulp and paper, sugar mills, water treatment, desalination plants, and minerals extraction. Target customers include EPCs, integrators, OEMs, end-users, licensors, and operators. The primary focus geography is Chile, Bolivia, Paraguay, and Uruguay. This position does not include proposal preparation, which is handled by Inside Sales Engineers.

Requirements

Proven Customers portfolio with End Users, EPC’s and OEMs in energy and petrochemical markets.
Knowledge of combined heat and power & combined cycle power plant processes.
Understanding of processes of oil and gas production, transportation refinery and petrochemical plants.
Experienced in handling complex and high value opportunities.
Ability to make informative and persuasive presentations to technical customers.
Computer literate (MS Word, Excel, PowerPoint, Outlook).
Intermediate level of written and spoken English.
Strong communication skills with technical and executive stakeholders.
Bachelor's degree in engineering related field.
5 years of experience in a related field or similar role.

Nice To Haves

Knowledge of control valve sizing.
Knowledge of principles and theories of mechanical engineering and fluid dynamics.
Knowledge of industry specifications and norms.
Experienced in power and oil and gas markets.
Knowledge of CRM tools (Salesforce.com).
Proficient level written and spoken English (intermediate level to speak).
Ability to present at executive level.
Master’s degree in engineering related field.
10+ years of experience in the markets, preferably with the same product line.

Responsibilities

Visit Customers regularly to strengthen relationships with existing contacts and expand to new ones.
Educate key decision makers to turn them into business advocates supporting preference for CCI.
Understand and communicate customer’s structure, needs, priorities, budgeting, buying process and behaviors.
Develop new accounts (prospects).
Conduct presentations and sales seminars personally and/or coordinate with IMI technical experts.
Ensure CCI presence in Customers’ vendor lists.
Organize and conduct Customer events.
Influence Customer technical specifications and evaluation criteria in favor of CCI products and Services.
Make regular calls at end user plants & corporate offices and meet with operations, maintenance, engineering, and purchasing personnel to promote inspection and maintenance programs as well as promote CCI products to replace competitor installations.
Develop and implement strategic sales plan to close orders and meet and/or exceed annual sales goals for the region of responsibility.
Provide input and direct factory sales engineers in preparation of proposals, including input on strategy.
Build strong relationships with existing IMI Critical Engineering customers and develop new customers.
Identify and track all significant outage/turnaround activity and arrange support activities.
Utilize IMI CCI software for routine sales activities and outage management / territory development.
Conduct Severe Service Valve Training Seminars promoting CCI products, product training, and preventative maintenance training programs to end users.
Prepare and review region sales activities and marketing plans with co-workers and supervisors monthly, including creating accurate itineraries for each week.
Develop and implement strategies for increasing CCI customer base within the region of responsibility.
Develop and maintain a thorough knowledge of the company's engineered product design, functions, applications, and specifications.
Review CCI’s installed base and identify fewer active accounts as well as new accounts.
Develop and implement strategies for improving the level of Aftermarket sales to these accounts.
Provide technical and marketing support to other ICE sales personnel and sales representatives if applicable.
Represent company at trade association meetings to promote products and services.
Track budget to keep expenses within guidelines.
Ensure IMI Critical Engineering presence in project vendor list.
Create and actively seek opportunities.
Qualify RFQs and set priorities.
Understand needs, decision drivers, constraints, and opportunities.
Identify key contacts and their role in the decision process with all potential customer organizations involved.
Develop, implement, and communicate clear plan to close orders at maximum possible price.
Support with information and direction Inside Sales Engineers in the preparation of proposals.
Exchange information and coordinate action plans with other Area Managers.
Review proposals prior to sending to customers and suggest modifications as needed.
Understand CCI position against competitors, their strengths, and weaknesses and how to beat them.
Identify and clearly communicate parameters to win (scope, price, delivery, terms, and conditions etc.).
Develop contingency plans as needed to proactively address and anticipate issues.
Support order handover to operations providing information about pre-order information and commitments.
Facilitate communication and represent the voice of the Customer also after order placement.
Support cash collection activity.
Provide input on yearly forecast.
Manage monthly forecast for their area, ensure it is achieved timely, identify risks, and establish mitigation plans.
Communicate variations timely and implement mitigation plans.
Monitor closely competition activity and development and suggest action plans accordingly.
Understand and communicate requirements, opportunities, and risks related to local industry norms and rules.
Punctually report sales activity for projects on CRM project tracking software (Sales Force).
Contribute to monthly reports with information from their area.
Report itinerary in CRM.
Provide detailed analysis of status and strategy for major opportunities.
Minimize cost of travelling by choosing reasonable fares and booking flights timely.
Adhere to Company meals and entertainment policy.
Provide monthly expense reports timely.