Senior Applications Engineer - Aftermarket

Caterpillar•San Diego, CA

35d•$113,000 - $150,000•Onsite

About The Position

Your Work Shapes the World at Caterpillar Inc. When you join Caterpillar, you're joining a global team who cares not just about the work we do – but also about each other. We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don't just talk about progress and innovation here – we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it. Overview If you are interested in continuing to work in a strong technically-focused role but want to begin to develop a deeper understanding of our customers, their applications, and what it takes to sell a project, then Project Applications Engineering (PAE) is a great opportunity for you. The Customer Services Project Applications Engineer (PAE) is responsible for directing Customer Services internal activities associated with supporting the sale of Customer Services Package Refurbishment and Upgrade Products (PRU), which includes refurbished packages, controls retrofits, and package systems upgrades (i.e. Engine Uprates and Upgrades, Compressor Restage, Fuel, Seal, Start, Fire system upgrades). The position directly supports Customer Services Account Managers and a wide cross section of other departments to plan, develop, and execute technical and commercial strategies necessary to successfully compete for aftermarket business.

Requirements

The position requires an engineering degree.
Candidates should have the ability to obtain the required certifications to travel to customer’s operations onshore and offshore.
Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Facilitates creation of the 'right' products and services to resolve customer business issues.
Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
Advises others on creating customer focused environments in various scenarios.
Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
Communicates and models the criticality of customer focus as an organizational strategy.
Products and Services: Knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.
Oversees development activities for multiple products or product lines.
Advises colleagues on implementation and operational considerations.
Coaches others on key factors that differentiate offerings from that of competition.
Develops procedures for product planning, development, and delivery cycles.
Promotes understanding of multiple product and service groups and their interdependencies.
Sales Proposals and Presentations: Knowledge of sales processes, tools, and techniques; ability to prepare and present formal recommendations for how the organization can meet the customer's needs.
Plays leadership role in the development of sales proposals and presentations for critical customers.
Predicts trends and directions of sales proposals and presentations.
Articulates historical background and future perspective of sales proposals and presentations.
Develops organizational strategies for increasing sales through effective proposals and presentations.
Designs training programs for developing and delivering formal sales proposals and presentations.
Mentors others on the quality of sales proposals and presentations that are designed and developed.

Responsibilities

Travel up to 25% to support on site assessments of installed packages
Selection and optimization of equipment configuration with emphasis on control and other turbine package systems
Working with Customer Service Account Managers to develop a clear sales strategy for the specific application and customer needs.
Preparing the technical and commercial proposal clearly defining the proposed scope of work with the necessary supporting qualifications, applicable comments and risk mitigation.
Providing a complete hand-over process to Customer Services Project Management for sold projects.
Participating in product development and process improvement activities.
Often acts as coach to less experienced PAEs.