Sales Engineer - West

Crane Company•The Woodlands, TX

8d•Remote

About The Position

Crane ChemPharma & Energy, a division of Crane Co.’s Process Flow Technologies business segment, designs, manufactures, markets, and distributes process valves, actuators, lined pipe and fittings, and related products for industries including chemical, power, refining, biopharmaceutical, oil and gas, food and beverage, and general industrial manufacturing. The Sales Engineer manages customer interactions and project pursuits at target accounts. The role builds relationships with procurement, project management, maintenance, and engineering leads at end-customer and channel sites; develops account and project strategies; and coordinates customer influence, product strategies, and application focus with internal Crane teams. The position also owns account strategy, including approved manufacturer list (AML) positioning and product promotion planning. This is a remote role based from a home office, preferably in Phoenix, Arizona, covering Arizona, Nevada, and New Mexico. Travel is estimated at 60% within the territory, including day and night travel, and the role requires the ability to travel by air. Visa sponsorship is not available.

Requirements

A degree in chemical or mechanical engineering is strongly preferred; alternatively, a four-year BS/BA degree.
7 to 10 years of experience in the chemical, refining, or a related industry, including at least 3 years in field sales or service.
Experience with technical products such as valves, controls, and/or pumps in oil and gas, petrochemical, chemical, power, or other industrial markets.
Exceptional interpersonal and communication skills, with the ability to quickly build relationships with customers and other stakeholders.
Knowledge of creating product value propositions to win MRO and project business against competitors.
Excellent written and oral communication skills, including technical and business understanding.
Self-starter with rapid learning ability and a high-energy, team-oriented approach.
Ability to handle difficult situations, gather data, and deliver recommendations calmly and professionally.
Demonstrated productivity while working remotely.
Must be able to travel by day and night, with travel estimated at 60% within the territory.
Must be capable of air travel.

Nice To Haves

Experience with CRM software such as Salesforce.

Responsibilities

Drive annual top-line and bottom-line orders and sales growth for Crane CPE products.
Develop ship-set guidance for Crane products for MRO conversions and projects at end-user sites.
Drive key account management at selected accounts and develop channel roadmaps for selected end-user accounts.
Drive AML additions for Crane products at key accounts.
Identify decision influencers on targeted projects and explain Crane products and their value propositions for relevant applications.
Establish a regular cadence of sales calls at accounts targeted in the project backlog.
Build competence across product lines and engage Business Line Managers and Application Engineers as needed.
Deliver product- and application-based training and conduct customer symposiums to share data and promote products.
Identify opportunities for new product development and participate in the NPD process by assisting Business Line Managers with research into new product ideas.
Monitor competitors’ technical changes to current products and new product initiatives.
Support channel partner decisions and assist Business Line Managers with competitive benchmarking.
Manage terms and conditions discussions with support from Crane Legal.
Coordinate end-user influence on project applications to create value at the specification level.
Identify and pursue projects, participating as a team member or project pursuit leader.
Support Regional Sales Managers with strategic geographic sales initiatives and end-user demand creation.
Develop and deliver an annual plan based on the opportunity backlog and funnel.
Provide weekly reports on account progress and project updates.
Use the CRM system and other sales excellence tools in daily work.