Sr Appl/Sys Sales Engineer
- Honeywell
- 5 - 8 Years
- Noida, Gurugram
- 3 years ago
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Job Description
Honeywell UOP's Equipment group offers an alternative to EPC approach for Refining & Petrochemical (R&P) Process Units by offering them as pre-fabricated Modular units ready for quick and easy installation at plant site. These projects, ranging in from $1MM to $100MM or more, include licensed engineering projects, modular process units, and detailed field design. Honeywell UOP offers Modular approach for hydrocarbon process technology units such as Hydrogen Purification, Blue Hydrogen, Hydrotreating, Catalytic Reforming, Isomerization, Gas Processing, Olefins, Renewables, Integrated Flow-schemes etc.
The 'Sr. Technical Sales Engineer - Equipment' is responsible for the performance of technical and commercial activities that result in techno-commercial proposals for customer projects. The engineer will handle Modular Process Unit opportunities that have passed intake screening and are approved for proposal to customers.
This position will be located in Gurgaon (NCR), India.
Primary Accountabilities:
The Sr. Technical Sales Engineer -Equipment has accountability for delivery of proposal documents and high-level project plans that address key customer needs of opportunities in the Equipment sales pipeline. The position is responsible for thorough investigation of customer requirements, creation of key project documents, coordination with engineering and procurement, and the creation of cost estimates, cash flows and proposal documents. The position will coordinate with sales, project execution, technical services, engineering and procurement to answer the requirements that are defined in customer's Invitation to Bid and in Project Specific Sales Strategy / Proposal KOM notes.
Technical Sales for Modular, multi-equipment and/or complex project opportunities by working with Sales, Business, Engineering and other disciplines and/or business groups as required, and drive each opportunity to close by working closely with Sales throughout the sales phase
Develop and maintain the project specific sales strategies (PSSS) with Sales/Business, including maintenance of rolling action item list (RAIL) with name and dates assigned, in the SFDC opportunity page throughout the sales phase until close and participate in win/loss evaluations
Continuously monitor the progress of each opportunity using the PSSS, making sure action items on RAIL is completed and PSSS form is updated with the latest information
Develop & maintain sales materials (presentations, etc.) with business PLMs, and deliver sales presentations to customers as required
Maintain working relationships with Business leaders, Offering Manager, Project Development Managers, Equipment Engineering, and Procurement departments to coordinate resources and expertise in support of Equipment / Modular Proposals.
Receive inquiries / Invitation to Bid documents for opportunities and plan the response with Sales. Set promise dates with Sales and perform cost and cash estimating with proposal document generation in time to meet project needs.
Co-ordinate and document reviews of customer issued technical specifications with support of engineering disciplines. Develop estimates for cost of compliance to these specifications. Develop lists of exceptions, clarifications and deviations as necessary.
Interface with process engineering to achieve optimized design solutions for customer's requirements.
Lead modularization studies of process units undergoing proposal development, aligning with customer's site / plot dimensions, sourcing plans, and logistics from vendor shops to site and inside the refinery sites.
Co-ordinate with engineering teams (internal teams or external vendors) for generation of models, bills of materials and engineering data usable for proposal development.
Develop sourcing plans and project execution philosophy via interactions with procurement and vendors, including RFQ generation, technical and commercial bid evaluation, cost & contingency estimation.
Own and develop project specific cost workbooks, cash flow models and proposal documents as required by the project and the customer. Gain internal buy-in of project and proposal plans, take Ownership and navigate the opportunity to sale. Support the review of project details, including cost review, with business and executive management.
Lead Commercial Project Readiness (CPR) meetings to evaluate plans for transfer of material and services during the course of a project between UOP, vendors and customers, from local and international taxation and law compliance perspective
Incorporate equipment improvements and innovations into standard proposal costs and design details. Coordinate key supplier list for all equipment within a product line between engineering and procurement.
Maintain various databases of project costs, resources and schedules for product lines
Develop and implement methodology and work process for identifying opportunities for standardization.
Support development of commercial proposal with sales, including development of payment milestones & cash-flow, pricing strategy, etc.
Develop commercial risk summary for Senior Leadership's approval where required, ensuring that appropriate technical and commercial risks have been identified and mitigation strategies have been put in place for all new offerings
Lead technical clarification meetings and support commercial clarification / negotiation meetings, including pricing strategy with sales and customers.
Coordinate all project development activities with support groups such as Engineering, Project Execution and Procurement. Expedite those efforts to keep overall project timeline intact.
Lead multi-disciplinary teams to review project plans, cost, product positioning and sales strategy. This may include participation in and coordination of technical clarification meetings. Prepare Technical Sales handover package to Project Management for sold projects.
Incorporate equipment improvements and innovations into standard proposal costs and design details. Coordinate key supplier list for all equipment within a product line between engineering and procurement.
Create and maintain various databases of project costs, resources and schedules for product lines
Develop and implement methodology and work process for identifying opportunities for standardization.
Support corporate policies, especially in relation to Office & Field Safety practices, Workplace Culture, Operating Guidelines, Integrity, Compliance, Intellectual Property protection and Diversity.YOU MUST HAVE
- B.E. / B. Tech. degree in Chemical, Mechanical or Civil Engineering
A minimum of 5 years of experience in the Refining, Petrochemical or Gas Processing industries is required, with a strong focus on Technical Sales, Proposal Development and Cost Estimation for EPC / LSTK / Modular projects.
Strong interpersonal, presentation, organization, and cost analysis skills are required
Prior experience on EPC projects proposals development, cost estimation and EPC bidding process is required
Experience in project contractual, legal, tax and financial issues is beneficial
- Management/Business Management skills/Financial acumen in general is required. Prior cost estimating experience and project management is highly beneficial
General knowledge of Refining, Petrochemical, Gas Processing Industry is required including various local and international codes and standards. First hand working knowledge of UOP's process technologies is a great plus.
Adept at use of database, spreadsheet and other various software tools is required. These include Acrobat, Excel, ICARUS, MS Project and MS Word
Ability to work independently and ability to multi-task using comprehensive problem-solving skills
Experience in change management and in working across functional lines and organizations is considered ideal
Employement Category:
Employement Type: Full timeIndustry: Electronics Manufacturing
Functional Area: Advertising, DM, PR, MR & Event Management
Role Category: Regional Manager
Role/Responsibilies: Sr Appl/Sys Sales Engineer
Contact Details:
Company: HoneywellLocation(s): Noida, Gurugram
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