Sales Engineer - Pacific Northwest

Crane Company•The Woodlands, TX

4d•Remote

About The Position

Crane ChemPharma & Energy, a division of Crane Co’s Process Flow Technologies business segment, designs and supplies 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 relationships and project pursuits at target accounts across Oregon, Washington, Idaho, and Montana. The role builds relationships with procurement, project management, maintenance, and engineering leads at end-user and channel-partner locations; develops account and project strategies; and coordinates with sales, product, customer service, and business-line teams. The position is remote and operates from a home office, preferably in Portland, Oregon. Travel is estimated at 60% within the territory, including day and night travel, and air travel must be possible.

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 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 build relationships quickly 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, with technical and business understanding.
Self-starter with rapid learning ability and the ability to contribute as a high-energy team player.
Ability to handle difficult situations, collect data, and deliver recommendations calmly and professionally.
Demonstrated productivity in a remote work environment.
Must be able to travel by day and night, with travel estimated at 60% in the territory, and must be capable of air travel.
Not eligible for visa sponsorship.

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 the key account management process at selected accounts.
Develop channel roadmaps for selected end-user accounts.
Drive additions of Crane products to approved manufacturer lists (AMLs) 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 in the project backlog.
Build competency across product lines and leverage 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 assist Business Line Managers in researching new product ideas and participating in the NPD process.
Monitor competitors’ technical changes and new product initiatives.
Support channel-partner decisions and competitive benchmarking with Business Line Managers.
Manage terms and conditions discussions with Crane legal support.
Coordinate end-user influence on project applications to create value at the specification level.
Identify and pursue projects, serving as a team member or leader in project pursuit.
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.