Application Engineer

Overview & Responsibilities

Purpose of the Job:

The principal reason for this job is to lead regional partnership and planning with customers centered around their turnaround schedules and Ebara Elliott Energy's inventory management service & solution offerings. A focus on new customer development and cross product line growth is instrumental. This role will be closely integrated with the regional Outside Sales and Field Service teams relative to pushing services including, but not limited to, kit boxes, modifications, customer inventory audits, supplier managed inventory, etc. Coordination with internal engineering and inside sales resources is necessary to bring together accurate and robust proposals to aide customers in their inventory planning and turnaround needs.

Background and Experience:

• Bachelor's degree in Business with a Management or Marketing concentration or equivalent, plus (5) years planning experience. Otherwise (10) years of rotating equipment (or equivalent industry) experience.
• Graduate with four (4) year BSME or equivalent or MBA/MS Degree and Professional Project Manager certification are considered worthwhile further qualifications.
• An entrepreneurial spirit and motivational drive are required.
• Strong understanding of services for technical products and/or aptitude. Experience could be in any of the following industries: Refinery, Chemical Process, Power Generation, etc.
• Strong communication skills, people skills, and relationship building techniques are essential for success in this role.
• Knowledge of Elliott products, policies, engineering standards, markets, organizational structures and procedures are a must.
• Must be knowledgeable in the processes of quote / proposal generation and order entry, as well as Customer owned product return procedures.
• Advanced skills with computer programs such as Google Workspace, MS Office, Windchill (PLM), Oracle (ERP).

Nature of the Job:

• This position is customer centric and requires bridging the gap between customer needs and Ebara Elliott Energy's offerings for inventory management solutions and services and modifications. The role will work closely with Sales to educate the customer in regard to services offered, while coordinating with various internal resources to develop and deliver robust proposals.
• Proactively seek to increase parts sales through innovative approaches within assigned regional customer base.
• The duties in this position require experience with policies and procedures as they relate to the Service Parts business environment. The position requires knowledge of financial best practice, Ebara Elliott Energy's service parts products, with company objectives and its strategic business plan for Global Service.
• Daily communication and relationship building with sales, customers, and internal resources to bring together robust solutions while quickly resolving inquiries.

Contact with Others

• Internal contact with (1) intradepartmental: Inside Sales, Costing, Service Parts Engineering, etc. (2) Inter-departmental: Outside Sales, Field Service, Project Management, Production Control, Purchasing, Manufacturing, Ebara Elliott Turbomachinery Corp (EETC), etc.
• External contact: Customers, Purchasing, Suppliers, Subcontractors, Associate Plants, Consultants, Engineering Contractors.
• Travel is intermittent but can be up to 10%, especially in the early stages of new customer development and new product line growth.

Supervision

• This position plans, directs, and administers activities on individually assigned workload with no direct reports.
• May provide technical supervision, motivation, guidance, training, and development of personnel assigned by supervision.

Specific Job Responsibilities

• Responsible for developing proposals to support regional parts sales growth relative to customer turnaround services / solutions.
• Develop and maintain standardized proposal templates and sales brochures for modifications to compressors, turbines and pumps.
• Review customer requirements and make the required comments and considerations in the proposal including commercial and lead time impacts for the requested scope.
• Pursue and measure annual growth across product lines (compressor, turbine, pump, non-Elliott, etc) within assigned region.
• Coordinate upcoming customer turnaround schedules with Outside Sales. Maximize parts opportunities centered around recently completed and upcoming turnarounds including upsell of potential modifications. Leverage outage planning products such as kit boxes, site audits, and management of customer owned inventory to aide customers in their inventory management needs. Coordinate with Outside Sales to develop plan to foster, identify, and pursue sales opportunities.
• Deliver and present marketing content and training material to educate Customers, Outside Sales, and Field Service relative to available services and solutions.
• Identify, track, and monitor relative sales opportunities in CRM system.
• Total Customer satisfaction; manage all aspects of customer Kit Box quotations / proposals and Parts Audit scheduling to meet the needs of the customer and to promote a healthy customer relationship.
• Direct interaction with customers on all parts kit, parts audit and modification opportunities and assures strong relationships with these customers, including but not limited to (training, upselling, sales support, calls, emails, meetings).
• Consult with customers to resolve questions, concerns and conflicts, negotiate pricing, discounts, shipment terms, and terms and conditions of turnaround services / solutions.
• Lead and manage parts audits at customer facilities.
• Coordinate with Sales, ISR's, and Project Planners in determination of customer requirements as they pertain to Service Parts Orders.
• Coordinate with Sales and Customers to develop and propose customer centric inventory solutions.
• Coordinate with Inside Sales team and engineering in regard to the development and submission of Service Parts proposals relative to turnaround services / solutions.
• Communicate/Expedite other inter-departments to complete tasks pertaining to parts kits quotations / proposal development as efficiently as possible.
• Actively seek to minimize RFQ to proposal submission cycle time.
• Review customer purchase orders and enter sales orders and complete internal forms to
• document the scope of work to be completed for our records.
• Lead order kickoff meetings to achieve effective hand-off to Service Parts Operations / Project Execution teams.
• Coordinate Customer Owned Material receipt, inspection, and quotation of regional parts kit replenishment. Once replenishment order is received, hand off to operations / execution.
• Support and coordinate customer witness / inspection requirements.
• Facilitate pursuit of shipping instructions when assistance is required by the warehouse.
• Coordinate closely with Project Planners for back-end support of opportunity development.

Equal Employment Opportunity

Ebara Elliott Energy is an equal employment opportunity/affirmative action employer and does not discriminate on the basis of race, color, religion, sex, national origin, age, marital status, genetic information, disability, veteran status, or any other characteristic protected by the federal, state or local laws of the United States. Applicants and employees are protected under U.S. federal law from discrimination. To learn more, click here.

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