Sr. Engineer Outside Sales

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. Our products are at the heart of complex energy and production processes. They control the flow of steam, gas and liquids in harsh environments – they are designed to withstand temperature and pressure extremes, as well as intensely abrasive or corrosive cyclical operations. Our engineering expertise sets us apart. We combine technical knowledge, engineering design capability, application experience and innovative custom-designed products to deliver safe, reliable, and durable solutions.

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 Bopp & Reuther, IMI Remosa, IMI Orton and IMI Truflo Rona. The Division has manufacturing facilities in 12 countries.

Job Summary

Responsible for After Market Responsibilities in Controls Business for North India

Job Purpose

Outage Management

• Estimate the future 5 years plant/unit outage plans for all active plants in designated territory in the IMI CCI CRM tools with the purpose of enabling long term forecasting.
• Maintain and update planned outages at plants/units in the IMI CCI CRM tool.
• Being aware of the sources for information on plant outages and staying updated on this information, as well as reflecting it in the IMI CCI CRM tool.

Plant Visits

• In due time before plant/unit outages, plan and perform plant visits and promote all IMI CCI aftermarket products/customized solutions for customers in order to help them achieve a better plant performance. All visits to be recorded in the IMI CCI CRM tool.
• During visits, make plant walk-downs to visually inspect the installed base of valves and controls. Along with the inspections also make required inspection notes and enter them in the IMI CCI CRM tool.
• During visits, make plant warehouse inventory inspections and highlight replenishment needs to customers
• During plant visits, bring approved PPE to the customers’ sites (where applicable and possible) to enable above mentioned inspections and inventory checks

Sales

• All commercial actions as per below to be recorded, noted and regularly maintained/updated in the IMI CCI CRM tool in accordance with management requirements
• Being fully compliant with IMI CCI policy and procedures on KYC.
• Staying updated on the customers routing/sources for Invitation to Tenders, RFQs and recording it in the IMI CCI CRM tool.
• Request, receive and submit to customers budgetary proposals from inside sales in order to propose solutions for customers’ plant/unit outages
• Receive inquiries and RFQs from customers and forward, translate and clarify the same to inside sales.
• Receive and check proposals from inside sales and forward the same to customers without delay, preferably in person at the customers’ location.
• Regularly promote and follow up already submitted proposals.
• Upon receiving customers purchase orders make the utmost efforts that they are in accordance with IMI CCI Contracting Policy and/or earlier agreed LTSA etc.
• After receiving customer purchase orders, submit them to inside sales without delay and assist in translating and clarifying the contents
• Upon request from inside sales and project management participate in CORB (handover) meetings
• Assist in the communication between inside sales/project management to the customer to minimize/eradicate shipment and payment issues
• Upon request assist IMI CCI finance on outstanding/delayed cash collections.
• Promote the image of IMI and IMI CCI Aftermarket functions with customers.
• Participate in IMI CCI meetings and conferences where requested, and contribute in such forums for the overall profitability of IMI.
• Collaborate with IMI CCI functional sales teams (Marketing, Nuclear, Upgrades, Follow-On) in the best interest of IMI.
• Collaborate with NC sales globally by assisting in presenting plant/owner/operators references in order to increase the revenue for IMI globally.
• Collaborate with Application engineering and technical services to ensure best service to customers.

Forecasting

• Forecast, and enable others to forecast, by keeping the IMI CCI CRM tool continuously updated (opportunities,outages, planned sales visits, OVC etc) and in accordance with management requirements.
• Estimate and forecast the future 5 years sales for all active plants in designated territory in the IMI CCI CRM tool.
• According to management requirements provide forecasts on a running basis in the IMI CCI CRM tool and, upon request, make short-term forecasts to management in other formats (Outages, OVC and Opportunities).

Data Integrity

• In accordance with management requirements, continuously update and keep core data accurate in the IMI CCI CRM tool on aftermarket interests such as company names, names, locations, contact details, numbers etc on -Plant names -Plant owners -Plant operators -Maintenance/Service providers -Plant Units -Installed assets

Key Accountabilities:

• Is responsible for their designated territory in India Aftermarket Outside Sales and thus to ensure that the function is operated in accordance with IMI CCI policies.
• Is responsible for the IMI CCI Customer Service relationship with existing plants in their designated territory.
• Is a customer-facing function mainly intended to perform extensive plant visits with the intention of supporting all customers with their plant/unit outage management. This is in order to increase plant efficiency and minimize plant down-time by providing all IMI CCI aftermarket products, and hence increase revenues for IMI CCI.
• Is responsible for building good relationships with plants and plant owner/operators in their designated territory. This is in order to secure IMI CCI long-term plant business, and to use as a reference for future sales.
• Is responsible for working in, and planning, sales through maintaining information integrity within IMI CCI by utilizing the designated CRM tool (at present SFDC).
• Is responsible for staying updated on global as well as local market trends, upcoming projects and future trade shows etc in their designated territory.

Desired skills and experience

• General working knowledge of Power Plants, Oil & Gas production / processing facilities is preferable.
• Excellent understanding with High Level of Commercial Awareness w.r.t India Market and knowledge of Sales Process including tender/enquiry process.
• Excellent time management and interpersonal skills essential.
• Excellent communications skills, both verbal and written required, in English & local language if any.
• Bachelor’s Degree in Engineering with 8-12 years in handling AFM business or minimum 5-6 years above related technical sales experience, preferably control valves or other mechanically related equipment, preferably control valves or other mechanically related equipment.
• Customer management
• Excellent Presentation and Negotiation Skills.

Physical Demands and Work Environment

• Job demands extensive travelling.
• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• 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).
• IMI CCI is an equal opportunity employer and considers qualified applicants for employment without regard to race, color, creed, religion, national origin, sex, sexual orientation, gender identity and expression, age, disability, or Vietnam era, or other eligible veteran status, or any other protected factor.