Senior Sales Engineer

Description:

Description

About Barber-Nichols:
Barber-Nichols (BN) is a leading provider of custom turbomachinery for the Defense, Aerospace, Cryogenics and Energy industries. This is a unique place. Our company is made up of people that are at the top of their game. And we are working with customers who are at the top of their game. Together, we help our customers revolutionize their markets and build amazing relationships with them in the process. If you're seeking to work with an amazing team in a “get-it-done” atmosphere that supports your development, and recognizes your achievements, BN is the place for you.

Position Summary: The Senior Sales Engineer serves as one of the primary company representatives in pursuit of strategic sales and growth of engineered products and build to print manufacturing services. Accountable to create and execute a strategic sales plan for sales growth in current and new markets. Responsible for capturing sales orders for all company products and services against annual sales goals. Primary activities include relationship building, business development, applications engineering and product sizing, detailed proposal generation and order closing functions. Carries and assumes primary responsibility for certain industries and accounts. Also supports sales to other accounts and industries as needed. Manage strategic sales initiatives which are assigned.

Key ResultsAreas:

• Develop and execute a strategic plan to meet corporate goals and support long term company strategy.

a. Form relationships with key points of contact within target business sectors and customers.

b. Cultivate detailed understanding of customer business processes and programmatic approach.

c. Gain effective market intelligence from customer conversations, conference attendance and research to allow BNI to best compete and meet customer needs and requirements.

d. Proactively seek engineered product and build to print sales opportunities through customers and related accounts.

e. Internally advocate product development that will meet market demands.

f. Assess industry plans and propose target programs.

g. Create capture plans including potential partnerships for select programs.

h. Plan and support promotional activities including trade shows and participation in conferences.

i. Create promotional material including literature, site content and product presentations.

2. Actively pursue new strategic sales opportunities and customer relationships.

a. Solicit opportunities from designated accounts and industries by self-managed efforts including various face-to-face, electronic, and other communications.

b. Champion new business opportunities to internal stakeholders with an emphasis on growth both within existing markets, and into new industries.

c. Travel to customer sites and industry events to gain insight into customer, programmatic, and market needs.

d. Qualify prospective inquiries and solicitations to make decisions to pursue via company guidelines and/or peer review as appropriate.

e. Gain awareness of potential competition and develop win strategies for qualified opportunities.

f. Submit written reports of sales calls.

3. Build knowledge of Barber-Nichols’ product, capabilities and solutions to enable best fit with customer needs.

a. Study Barber-Nichols’ niche capability in pumps, compressors, fans, turbines, e-products, etc. to quickly qualify potential opportunities.

b. Learn basic preliminary applications engineering and product sizing calculations for pumps, compressors, turbines, and power electronics products to qualify and provide timely/useful feedback to customers.

c. Develop and continuously broaden deep technical knowledge of turbomachinery and e-products.

d. Provide alternative solutions to technical challenges as required to meet unique customer criteria.

e. Develop an area of technical expertise within the sales group.

f. Understand how product or service integrates into customer systems.

g. Show a willingness to train, teach, and/or mentor sales engineers as required.

4. Lead and write proposals in response to customer inquiries.

a. Develop competency in proposal planning for opportunities varying from basic offerings to multi-month efforts with multiple volumes and complicated budgets/schedules.

b. Set direction of product offering considering budget, technical requirements, competition and availability of company resources.

c. Utilize assistance from other company resources as needed but retain final responsibility for proposal integrity and on-time submission.

d. Clearly communicate customer requirements to organization and specifically the proposal team to adequately establish design concepts.

e. Present proposals when possible. Negotiate and close orders in accordance with company guidelines and business goals.

f. Review and reconcile customer orders against proposal/negotiated terms.

Requirements:

Qualifications:

To qualify for this position, an individual must possess the knowledge, training, experience and abilities required.

Education and Training

• Bachelor's or Master’s degree in an engineering discipline or equivalent science; or equivalent combination of education and experience.

Experience:

• 10+ years of experience working in a strategic sales or engineering position.

Other:

• Excellent written and verbal communication skills.
• Must have driver’s license to support range of customer visits.
• Must be willing to work overtime as required
• Travel up to 20% of working time.

Desired Job Qualification:

• A refined working knowledge of rotating equipment including mechanical, thermodynamics, fluids, and some electrical engineering principles.
• An ability to apply above principles to turbomachinery and power electronics products that meet customer needs and applications.
• Strong technical writing skills with an ability to independently write well-worded, and concise descriptions on a variety of turbomachinery and electrical topics areas.
• Knowledge of specific industry market standards, business processes and program management approach.
• Awareness of typical language found in commercial terms and conditions, with the ability to identify and negotiate clauses which may adversely affect the business.

Skills:

To perform the job successfully, an individual should demonstrate the following competencies:

• Proficiency in mathematics including calculus, algebra and trigonometry, for initial engineering calculations and development of pricing models is necessary. Additional skills for engineering modeling are desired and a plus.
• Strong reasoning ability required to allow assessment of a broad range of customer requirements in terms of developing suitable technical solutions. Sound engineering judgment required to support customer consulting tasks.
• Proficiency in word processing, spreadsheets, presentations, project management, enterprise resource planning, database use, and specialized engineering application software.
• Ability and willingness to abide by set policies and/or safety programs established by BNI, our clients, and regulatory agencies which govern performance and behavior in the normal course of work while on BNI or the client’s property or job site.
• Excellent written and verbal communication skills required.
• Strong organizational and time management skills.
• High attention to detail.
• Ability to successfully plan, self-direct, and implement objectives within established timelines and work schedules.
• Ability to analyze problems and develop effective solutions at both strategic and functional levels.
• Demonstrate behavior consistent with company values.
• Ability to work independently with minimal direction as a highly motivated self-starter and within a team-oriented culture.

ITAR Requirements: To conform to U.S. Government commercial space technology export regulations, including the International Traffic in Arms Regulations (ITAR), 8 U.S.C. § 1324b(a)(3), applicants for employment at Barber-Nichols must be a U.S. citizen or national, lawfully admitted for permanent residence into the U.S. (i.e., current green card holder), or lawfully admitted as a refugee or granted asylum under 8 U.S.C. § 1157-1158. Security clearance is not required for this position.

Equal Opportunity Employer:

Barber-Nichols is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any protected status as defined by law.

Compensation and Benefits:

The salary range for this role is $115,000. - $145,000. This range represent the anticipated minimum and maximum base + bonus for this position based upon a good faith and reasonable estimate. The final compensation for this position will be set based on the applicant’s qualifications (education, training and/or experience related to this role), and therefore, may fall outside the range shown, depending on the circumstances.

To view our benefits provided please visit Careers | Barber-Nichols.