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CE Senior Inside Sales Engineer

4 months ago

Rancho Santa Margarita, United States IMI Americas, Inc. Full time
Senior Inside Sales Engineer – Nuclear

Department:

Inside Sales

Reports To:

Sr. Manager, Inside Sales

FLSA Status:

Exempt

Site:

Rancho Santa Margarita, CA

About IMI

IMI is a global engineering group focused on the precise control and movement of fluids in critical applications. We work with leading international companies in over 50 countries to deliver innovative engineering solutions to address global trends such as clean energy, energy efficiency, healthcare and increasing automation.

The Group serves large global markets including iron and steel, oil and gas, petrochemical, industrial automation, and life science industries. The Company’s heritage spans over 150 years during which time it has established a strong international reputation for excellence and innovation. IMI currently operates across three globally recognized Divisions: Critical Engineering, Precision Engineering and Hydronic Engineering.

About IMI Critical Engineering

The Group’s Critical Engineering Division specializes in the design and manufacture of engineer to order highly specialized flow control valves. Our mission is to create competitive advantage for our customers by employing our knowledge of applications and expertise, in critical areas such as the Power and Oil & Gas industries. The company also provides service support in over 30 countries with aftermarket requirements, ranging from engineering diagnosis services to replacement parts and equipment. The Division markets its products under various market leading brand names including IMI CCI, IMI Z&J, IMI Remosa & IMI STI. The Division has manufacturing facilities in 12 countries.

Job Overview

The Senior Inside Sales Engineer provides customers with solutions to problems in the form of customized products which serve customer needs, meets technical and economic goals, and is profitable to manufacturer.

Essential Responsibilities

The Senior Inside Sales Engineer will be responsible for the following, and, possibly, other assignments:

  • Primary responsibility for responding to RFQ’s with the preparation and delivery of proposals to customers within defined lead times
  • Coordinates with customers, Outside Sales, and Agent Partners in a specific sales region to convince prospective customers of desirability and practicability of valve products & services offered in new construction and plant level sales opportunities.
  • Plays a key role in the development and implementation of sales strategies for sales opportunities in the region of responsibility
  • Reviews customer’s technical and commercial specifications to identify the most suitable products
  • Perform sizing calculations to customize the proposed solution and prepare detailed cost estimates for revenue and profit forecasting.
  • Responsible for accurate sizing, design selection, and error free proposal preparation
  • Organizes and leads contract Risk Review Process and obtains all technical and executive approvals as required
  • Confers with manufacturing to assure processes, techniques and time schedule will meet customer needs
  • Conducts face-to-face meetings with customers to present technical solutions and close sales on high value projects
  • Responds quickly and accurately to all customer questions and clarifications pertaining to CCI quotations
  • Analyzes customer’s problems and recommends corrective action
  • Provide direct customer support by conducting technical presentations and/or problem solving at customer facilities, conducting technical presentations at customer seminars, and attending technical review meetings
  • Provide support for our sales team by reviewing non-standard applications/products, interpreting specification requirements, reviewing P&ID & piping layouts, conducting technical risk reviews and field problem reviews, and evaluating deviation from standards.
  • Providing material and training support for our sales team, including creating the value proposition for standard applications/products, creating customer-focused presentations, and training of our sales organizations.
  • Leverage our technical advantage to increase sales and profitability.
  • Participate actively in influential technical associations and publishing technical articles in leading industry magazines.
  • Ensure that knowledge gained in the field from our customers or competitors flows to our Marketing and Development organizations.
  • Contribute to the success of the company by identifying the needs of our customers and staying alert to changes from our competitors.
Qualifications

To succeed in this role, the Technical Sales Engineer will need the following qualifications:
  • Bachelor’s degree in industrial engineering or similar technical field.
  • Four to seven years of experience in a related field; or combination of education and experience
  • External focus with a drive to fully understand and meet customer needs – able to present a polished “face to the customer”
  • Demonstration of ownership, initiative, clear thinking, self-motivation, and proven leadership capabilities
  • Strong oral & written communication skills in English to include the ability to provide group presentations in a seminar environment and capable to coordinate highly technical discussions with product development and project engineering teams – further languages are a plus
  • Excellent time management, organizational, and interpersonal skills
  • General understanding of power generation as well as the basics of control valves and applications. Experience working within nuclear power plants is a plus.
  • Computer Skills - Proficient with MS office products (Word, Excel, Outlook). Experience with technical programs for flow control elements and actuation is preferred (knowledge of SolidWorks, AutoCAD is a plus)
  • Technical skills – Ability to read manufacturing drawings is desired, P&ID’s and understand nuclear power plant systems & process applications, familiar with Nuclear Quality programs, CFR 21 Reporting requirements, and 10CFR50 Appendix B Program experience is a plus.
Performance results for this position are measured on revenue, margin, proposal success/conversion to order rate, proposal on time delivery, and proposal quality.

Work Conditions and Physical Requirements

The noise level in the work environment is usually moderate (office/cubicle environment with computers, fax machines and printers operating) to loud (manufacturing environment with large machinery operating). Physical demands include the following:
  • While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand; walk; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 50 pounds.
  • Close vision, and ability to adjust focus.
  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


IMI Critical Engineering provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.